Imran Sheikh
VP of Sales / Head of Business Development
Mumbai, India • +91 90040 71259 • imran.sheikh@proton.me • linkedin.com/in/imran-sheikh-sales
Portfolio: www.eliorexa.com/portfolio/sales-bd-manager-senior
Professional Summary
Sales leader with 13 years building and scaling B2B revenue engines across SaaS and enterprise services in India, the Middle East and SEA. Owns go-to-market strategy, carries team quotas in the tens of crores, and ties pipeline, win rate and net retention to board-level outcomes. Hired and led sales orgs of 25–40, stood up Salesforce-driven RevOps, and grew key accounts into multi-year, multi-crore relationships.
Skills
Leadership: Sales leadership, GTM strategy, Team building (25–40), Hiring & enablement, Board & investor reporting
Revenue: B2B sales, Quota & capacity planning, Pipeline strategy, Forecasting accuracy, Pricing & negotiation
Accounts & GTM: Key account management, Enterprise deals, Channel & alliances, New-market entry, Expansion / NRR
RevOps & CRM: Salesforce, HubSpot, Sales analytics, Outreach.io, Gong, Comp plan design
Core Competencies
sales leadership · GTM strategy · B2B sales · team quota · pipeline · Salesforce · HubSpot · negotiation · key account management · forecasting · enablement · win rate · revenue growth
Work Experience
VP of Sales — Stratosphere Cloud
Mar 2019 – Present
Mumbai
- Lead a 34-person revenue org (AEs, SDRs, account managers and RevOps) carrying a ₹86 crore annual team quota across three regions, attaining 104–121% over five years.
- Scaled annual recurring revenue from ₹38 crore to ₹142 crore, a 3.7x increase, by rebuilding the GTM motion around verticalized prospecting and value-based negotiation.
- Lifted enterprise win rate from 19% to 31% and forecast accuracy to within 6% by instituting MEDDPICC, deal reviews and a Salesforce-driven pipeline discipline.
- Opened the UAE and Singapore markets, landing 11 enterprise logos and ₹29 crore in pipeline within the first year.
- Hired 23 reps and 4 managers, built the enablement and onboarding program that cut ramp time from 5 months to 11 weeks, and grew 6 reps into team leads.
Director of Business Development — Vantage Systems
Jul 2015 – Feb 2019
Gurugram
- Built the B2B sales function from 4 to 16 reps and grew new-logo revenue 240% over three years across BFSI and manufacturing accounts.
- Negotiated and closed 9 strategic accounts above ₹1 crore each, growing them into multi-year contracts through structured account management.
- Deployed Salesforce and a lead-generation engine that tripled qualified pipeline and lifted SDR-sourced meetings 58%.
Sales Manager / Account Executive — Earlier roles — Oracle, Freshworks
2011 – 2015
India
- Carried and exceeded individual B2B quotas in enterprise software, then led a 5-rep team; promoted twice for consistent overperformance and pipeline leadership.
Education
MBA — Marketing
2011
Management Development Institute (MDI), Gurugram
B.Com (Hons.)
2008
University of Mumbai, Mumbai
Certifications
- Challenger Sales Leadership — Challenger Inc. (2021)
- Salesforce Certified Sales Cloud Consultant — Salesforce (2020)
Selected Achievements
- Scaled ARR from ₹38 crore to ₹142 crore (3.7x) by rebuilding the GTM and prospecting motion.
- Opened UAE and Singapore markets — 11 enterprise logos and ₹29 crore pipeline in year one.
- Cut new-rep ramp time from 5 months to 11 weeks via a structured enablement and onboarding program.
- Speaker, SaaSBOOMi 2024 — "Building a forecast you can actually take to the board."