About the Company

Tata Communications Redefines Connectivity with Innovation and IntelligenceDriving the next level of intelligence powered by Cloud, Mobility, Internet of Things, Collaboration, Security, Media services and Network services, we at Tata Communications are envisaging a New World of Communications

Job Information

Job Title: Sales Leader - North America, CPaaS (New Logo Acquisition)

Location:

Remote - North America | Reports to: Global Head of CPaaS Sales

About the Role

We are seeking an experienced and results-driven Sales Leader for North America to accelerate new logo acquisition for our Communications Platform-as-a-Service (CPaaS) business. This strategic role is responsible for driving revenue growth across enterprise and digital-native segments by leading GTM execution, building strategic client relationships, and positioning our CPaaS solutions as the platform of choice for customer engagement.

Key Responsibilities

1. Market & Strategy Leadership

Develop and execute a North America GTM strategy focused exclusively on new logo acquisition across key verticals - financial services, retail, e-commerce, logistics, healthcare, and tech platforms.
Drive market expansion through targeted account-based strategies, outbound prospecting, and ecosystem partnerships.
Partner with Marketing, Product, and Solution Engineering to define value propositions, vertical use cases, and pricing models aligned with regional dynamics.
Track and analyze competitive trends to refine messaging and improve win rates.

2. Sales Execution & Team Leadership

Own quarterly and annual new logo revenue and pipeline targets for North America.
Build, coach, and lead a team of high-performing enterprise account executives and business development managers.
Personally lead strategic pursuits for large, high-potential enterprise accounts.
Ensure robust CRM discipline, pipeline visibility, and accurate forecasting.
Foster a performance culture grounded in accountability, speed, and collaboration.

3. Customer & Partner Engagement

Develop C-level relationships across target accounts, guiding clients through their digital communications transformation journey.
Collaborate with channel partners, system integrators, and hyperscalers to amplify reach and deal velocity.
Represent the organization at key industry events, CX/AI/CPaaS conferences, and executive roundtables to elevate brand presence.

Qualifications

12+ years of progressive sales experience in CPaaS, messaging, or cloud communications, with at least 5 years leading enterprise sales teams in North America.
Demonstrated success in net-new logo acquisition and closing multi-million-dollar enterprise deals.
Strong understanding of messaging (SMS, WhatsApp, RCS), voice, and omnichannel engagement APIs.
Deep network of relationships with enterprise decision makers and technology leaders in North America.
Proven ability to build and scale high-performing sales teams in a growth environment.
Exceptional executive presence, negotiation, and storytelling skills.
Bachelor's degree required; MBA preferred.

Performance Metrics

New logo revenue and qualified pipeline generation.
Average deal size and sales cycle velocity.
Sales productivity and team ramp-up metrics.
Account penetration in target verticals.
Collaboration impact with Marketing, Product, and Partner teams.

Base Salary Range: $164,671 - $216,541. The salary may be adjusted within this range based on the candidate's qualifications, experience, and the specific needs of the position.
Benefits Summary: We offer Medical, Dental and Vision Coverage, as well as a 401k plan, and paid leave under our policies.
Other Compensation: The position is eligible to participate in a sales-based incentive program.

Tata Communications

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