Head of Revenue

• Role: Join Richpanel and drive growth for an AI-first Customer Service Platform disrupting the $400B BPO market. You will be a key member of the executive team, working directly with the CEO and other senior leaders to shape and execute the company's overall growth strategy.
• Reports to: CEO
• Stage: Team of 20 people. Multi-million ARR, backed by Sequoia Capital and 100% YoY growth and already profitable. 100% Inbound motion.
• Growth: Managing a combined team of 9+ (5 AEs and 4 CSMs) with plans to scale even further.
• Shift Schedule: 6pm - 3am IST (USA Shift)
• This shift is critical for real-time engagement with our key US-based customer base, ensuring optimal support and alignment with market demand.
• Compensation:
• Base: INR 45L-60L per annum
• Performance Bonus: 20-25% of base
• Equity: 0.25-1% with additional milestone-based grants
• Team: Lead Sales (5 AEs) and Customer Success (4 CSMs) teams
• Location: Bangalore, India (in-office)
• Why now: Richpanel has reached an inflection pointwe have product-market fit, rapid growth, and proven GTM success. We're doing more demos than we can handle and onboarding more customers than ever before. We need to quickly ramp up and scale our operations without diluting the quality of our delivery or sales. Our track record speaks for itself: our AE has hit 150%, 174%, 244%, and 250% of quota in the last four quarters. An impressive 45% of all our demos come through word of mouth because we do right by our customers. As we grow, we need to ensure we scale without diluting what makes us great.

We're seeking an exceptional revenue operations leader who can transform our organization into a high-performance revenue machine while maintaining our startup spirit. You'll be responsible for scaling our revenue by 2X+ by optimizing inbound conversion, driving expansion revenue, and ensuring strong retention metrics.

Requirements

• Revenue Leadership: 5+ years of B2B SaaS revenue experience with proven track record of scaling multi-million ARR businesses.
• Sales Excellence: History of building and coaching quota-achieving sales teams
• CS Operations: Deep experience in scaling customer success operations and driving retention
• Process Expert: Success in implementing repeatable sales systems and playbooks
• Metrics Champion: Strong analytical skills with focus on improving key performance indicators
• Team Developer: Proven ability to hire, train, and develop high-performing revenue teams
• Systems Thinker: Experience in designing and implementing scalable revenue processes

• 100% Inbound growth model requiring optimization
• Need to scale both sales and CS teams while maintaining quality
• Focus on reducing demo-to-close time and improving conversion rates

• Revenue Focus: Obsession with hitting and exceeding revenue targets
• Leadership Presence: Ability to coach and develop high-performing teams
• Process Optimization: Expert at building repeatable sales systems
• Customer Centricity: Strong focus on reducing time-to-value and maintaining high CSAT
• Data-Driven: Track record of using metrics to drive decision making
• Cross-Functional: Experience aligning Sales and CS teams effectively

• Revenue Growth
• Scale revenue by 2X in next 12 months
• Increase ACV by 50% through upsells
• Improve demo-to-close rate to 50%
• Drive expansion revenue to 20% of total
• Achieve 110% net revenue retention
• Sales Development
• Hire and ramp 5 AEs to 100%+ quota attainment
• Reduce demo-to-close time by 25%
• Implement product certification programs
• Conduct regular sales reviews and coaching
• Optimize demo routing and self-serve processes
• Customer Success Excellence
• Hire and train 4 CSMs for 24/7 coverage
• Reduce time-to-value to <14 days
• Maintain customer health scores >8/10
• Keep monthly gross churn to <1%
• Get our NRR to >110%
• Ensure CSAT >95% with fast response times
• Operational Systems
• Collaborate closely with Product, Marketing, and Engineering teams to drive cohesive go-to-market strategies and ensure that revenue initiatives align with overall company objectives.
• Design and implement scalable revenue processes from the ground up, with the autonomy to build systems and playbooks that drive sustainable revenue growth and operational excellence.
• Create standardized playbooks with 90%+ adoption
• Implement certification programs
• Build performance tracking systems

Benefits

Why join us
• Impact: Direct influence on company's revenue growth
• Autonomy: Full ownership of revenue operations
• Growth: Lead revenue evolution of a rapidly scaling company
• Learning: Work directly with founding team
• Wealth Creation: Significant equity upside in a profitable company
Our Sales & Customer Success Values
• We earn customer trust by demonstrating deep product expertise. Every member of the revenue team must master all 100+ features and use cases, with the ability to quickly configure the product to meet business goals.
• Account Executives own the complete customer onboarding process and are accountable for ensuring customers realize full value from the product.
• Build conviction in what you sell by listening to customer calls and reading testimonials. This conviction becomes infectiouswhen you're confident in your product and know it delivers amazing results, prospects will sense your genuine enthusiasm!
• We never come across as aggressive or pushy.
• We don't use artificial urgency or manipulative sales tactics. Instead of saying "This discount expires this week," we're transparent: "I'd really appreciate your confirmation by week's end for my monthly goals. No pressure if that timeline doesn't work for you, but it would be wonderful if possible!"
• When someone asks for pricing over email, chat, or SMSshare the price directly! Skip the "let's schedule a call" or "our plans are customized to your needs" responses.
• Have genuine passion for helping customers and derive satisfaction from their success.
• Bottom line: sell the way you'd want to be sold to!
Interview Process
1. Initial conversation with CEO
2. Deep dive into past revenue achievements
3. Revenue growth strategy presentation
4. Team leadership scenario discussion
5. Final round with key stakeholders
Perks and benefits
• 20-25% performance bonus tied to company KRs
• Comprehensive health insurance for family
• Learning & development allowance

Qualification

Master's Degree