Team Lead

Team Lead (MSME Sales GTM)

Location: Bangalore (base) - with regular travel to top-density states (Maharashtra, Tamil Nadu, Karnataka, Telangana, UP)

Key Responsibilities

Program ownership & delivery

• Own the full program lifecycle: kickoff, ICP classification, collateral/channel setup, lead discovery and outreach, discovery calls, field visits, CRM management, internal tool usage (VIQ, DocSense AI, PQR Agent), client management, customer success.
• Own delivery against monthly/quarterly/half-yearly/yearly sales targets; track funnel conversion with hard numbers, not anecdote, at every review.

The specific KPIs & KRAs:

• Sales Targets: Achieve the monthly, quarterly, half yearly and annual sales targets without any failure. Resolve any and all bottlenecks to achieve the sales targets.
• Retention: currently ~40% quarter-over-quarter; program target is 80%+ overall and 90% for rewarded partners. Own the win-back motion for the Win-Back bucket partners - this is the single largest lever in the program and is currently unowned.
• Approval rate: SE Sales Approved as % of SE Sales Done has fallen from ~94% in the pilot to ~72% in 2026 YTD. Diagnose whether this is an invoice-validation bottleneck, a scaling/backlog issue, or a genuine rise in non-compliant purchases, and drive resolution through Schneider escalation (Venwiz does not engage SE distributors directly). This is a P&L number: it directly determines Venwiz's own payout under Appendix B.
• Marketing & Engagement: Supervise the engagement calendar, campaign statistics, implement improvement areas, bring innovation in MSME Engagement modalities.
• MySE registration: a material share of high-value accounts are unregistered on MySE, which blocks their reward-payout eligibility despite real purchase volume. Own closing this gap.
• eShop migration readiness: Run eShop GTM initiatives/ experiments to build it as a second business opportunity/ contract in CY 2027.
• Analytics: Own the analytics dashboard, identify data backed improvement areas and create the resolution mechanisms.

Cross-org / Schneider dependency management

• Escalate and manage cross-organizational dependencies with Schneider (eShop functionality, coupon code issuance, technical support responsiveness); maintain agreed SLAs.
• Own Venwiz-side delivery on the jointly/SE-identified 2026 roadmap items: eShop GTM enablement, product-mix diversification into Industrial & Building Automation, DocSense AI rollout, RFQPro (industrial PRPO), and coordination with SE's Milestone Management Tool. Report status on each at every QBR these are Schneider-visible commitments, not internal nice-to-haves.
• Adhere to Schneider-defined boundary limits on outreach, marketing, and branding (SE logo/wordmark usage rules, campaign approval gates).

Governance & reporting

• Run weekly, monthly, and quarterly business reviews and bottleneck-clearing workshops with Venwiz and Schneider teams.
• Report program status, risk, and commercial performance to Venwiz leadership and Schneider; run internal stand-ups.

Required Qualifications & Experience

• 7+ years in program/account management or sales leadership, with demonstrated ownership of a distributed field-plus-inside-sales team against a hard revenue target not just a coordination role.
• Demonstrated experience running a B2B or industrial GTM motion; SME/MSME segment experience strongly preferred over enterprise-only backgrounds.
• Working familiarity with electrical/LV product nomenclature (MCCB, ACB, contactors, VFDs) required, not preferred. ~78% of program sales sit in Power Products (MCCB/ACB/Contactors); credibility in Schneider-facing product/QBR conversations depends on this.
• Comfort owning a P&L-adjacent number (pipeline, conversion, incentive payout, approval rate) and reporting it transparently to an external client (Schneider) — including reporting bad numbers without softening them.
• Strong stakeholder management — comfortable running structured reviews with a Fortune 500 channel-marketing counterpart.
• Working proficiency in English and Hindi required.

Preferred

• Prior experience in a channel-partner or MSME-lending/BNPL-adjacent GTM role (similar data-reconciliation and trust-building dynamics).
• Exposure to invoice-validation, reward/loyalty-program operations, or fintech-adjacent reconciliation workflows (relevant to DocSense AI and MySE registration issues).
• Familiarity with CRM/analytics tooling for funnel and retention tracking (the role inherits a 235-partner, 20,000+ transaction dataset it must actively use, not just receive as a report).