Lead and scale JioStar's Growth Customer Sales business, focusing on revenue growth, team leadership, and engaging with growth advertisers.
Role Overview:
We are looking for a National Head to lead and scale JioStar’s Growth Customer Sales (GCS) business across India. This role will own the overall direct sales strategy, revenue delivery, and team leadership, with Cluster / Regional Sales Heads across geographies reporting into this position. This role demands sharp focus is on digital-first, outcome-led advertising solutions catering to growth advertisers and requires a strong grasp of the digital advertising ecosystem, coupled with the ability to build high-performing sales organisations at scale.
Why This Role Matters:
This role is critical to scaling JioStar’s GCS revenue engine. The National Head will shape how we engage with growth advertisers, build a high-performance sales organisation, and create a predictable, scalable revenue model across India’s rapidly evolving digital advertising market.
Key Responsibilities
- Business & Revenue Leadership
- Own national revenue targets for the GCS Direct Sales business and drive consistent quarter-on-quarter growth
- Define and execute the national direct sales strategy aligned to overall revenue and business objectives
- Build a balanced revenue mix across new business acquisition, account expansion, and retention
- Monitor pipeline health, forecasts, and revenue risks across regions; course-correct proactively
- Team & Organisation Leadership
- Lead and manage Cluster / Regional Sales Heads across geographies
- Build a strong sales culture focused on accountability, performance, and execution excellence
- Drive capability building across teams — sales rigor, solution selling, and client-centricity
- Set clear expectations, KPIs, and performance rhythms across regions
- Client & Market Leadership
- Act as a senior escalation point and relationship owner for high-impact, strategic GCS clients
- Build strong relationships with senior advertisers, founders, CMOs, and agency leadership
- Stay ahead of trends in the digital advertising and ad-tech ecosystem, translating market shifts into sales opportunities
- Represent GCS Direct Sales internally and externally as a market-facing leader
- Cross-Functional Collaboration
- Work closely with Product, Ad Ops, Analytics, Finance, and Strategy teams to ensure scalable and effective sales solutions
- Provide inputs into product roadmap and commercial models based on client and market feedback
- Partner with marketing and growth teams to strengthen demand generation and category storytelling
- Governance & Operating Excellence
- Drive disciplined sales processes across regions — pipeline management, forecasting, CRM hygiene, and reviews
- Ensure compliance with commercial, legal, and finance processes
Skills & Attributes for Success
- Deep understanding of the digital advertising ecosystem, including media planning, buying, performance metrics, and ad tech
- Strong people leader with experience managing managers across regions
- Strategic thinker with hands-on execution orientation
- Proven ability to scale revenue and teams in high-growth environments
- Strong executive presence with excellent communication and stakeholder management skills
- Comfortable operating in ambiguity and fast-paced, evolving business contexts
Preferred Experience & Background
- 15+ years of experience in digital ad sales, media sales, or platform-led sales roles
- Prior experience leading national or multi-region sales teams
- Track record of building and scaling direct sales organisations
- Experience working with growth-stage advertisers, agencies, and mid-to-large accounts
- Exposure to ad tech platforms, performance solutions, and digital monetisation models is a strong plus
Personal Attributes
- Relationship Building: Establish and maintain strong relationships with partners, stakeholders, and industry professionals.
- Analytical Thinking: Strong analytical skills with experience to interpret data, measure partnership performance, and identify areas for improvement.
- Adaptability: Thrive in a fast-paced, dynamic environment with changing priorities and tight deadlines.
- Collaboration: Work effectively in cross-functional teams, collaborating with colleagues from different departments and diverse backgrounds.
- Passion for Sports: A genuine passion for sports and a keen interest in staying up to date with the latest sports news, events, and trends.
About Us
Perched firmly at the nucleus of spellbinding content and innovative technology, JioStar is a leading global media & entertainment company that is reimagining the way audiences consume entertainment and sports. Its television network and streaming service together reach more than 750 million viewers every week, igniting the dreams and aspirations of hundreds of million people across geographies.
JioStar is an equal opportunity employer. The company values diversity and its mission is to create a workplace where everyone can bring their authentic selves to work. The company ensures that the work environment is free from any discrimination against persons with disabilities, gender, gender identity and any other characteristics or status that is legally protected.
Top Skills
Ad Tech
Digital Advertising
Media Planning
Sales Management
JioStar Thāne, Mahārāshtra, IND Office
Reliance Corporate IT Park LTD, Build.5, 1st Floor, C-Wi, 5, Thāne, Maharashtra , India, 400701
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