Working at Infobip means being part of something truly global. With 75+ offices across six continents, we’re not just building technology — we’re shaping how more than 80% of the world connects and communicates.
As employees, we take pride in contributing to the world’s largest and only full-stack cloud communication platform. But it’s not just what we do, it’s how we do it: with curiosity, passion, and a whole lot of collaboration.
We operate with an AI-first mindset, embedding intelligent tools into our daily workflows to work smarter and more efficiently. Every role here benefits from and contributes to this approach.
If you're looking for meaningful work and challenges that grow you in a culture where people show up with purpose, this is your opportunity.
Let’s build what’s next, together.
The Account Head - Wholesales (India) is a dual-mandate individual contributor who generates net new wholesale business while simultaneously managing growth within an assigned portfolio of Tier 1 customers in the Indian market. This role combines the intensity of new logo hunting with the discipline of strategic account management - making it ideal for a commercially versatile sales professional who thrives in both pipeline-building and relationship-deepening modes.
You will work within the regional sales structure, serving as the primary commercial contact for both prospects and strategic accounts. Success in this role is measured equally on new business signings and gross profit growth from existing customers.
Key Responsibilities
New Business Acquisition
- Identify and pursue new wholesale customer opportunities through targeted outreach, lead generation, and pipeline development across new geographies and segments.
- Qualify leads from BDR teams and independently sourced prospects, driving them through the full sales cycle from initial contact to signed contract.
- Develop and present compelling solution proposals and value propositions tailored to each prospect's business needs.
- Negotiate pricing, terms, and contractual agreements to successfully close new business.
Account Growth & Revenue Management
- Build and maintain trusted relationships with assigned Tier 1 wholesale accounts, ensuring ongoing customer health, satisfaction, and business expansion.
- Analyze and forecast client traffic to identify growth opportunities, minimize revenue leakage, and maximize gross profit and margin contribution.
- Identify and execute cross-sell opportunities within existing accounts, including in complex renegotiation scenarios.
- Work closely with Customer Success teams to drive adoption of existing and future SaaS offerings.
Customer Success & Technical Alignment
- Serve as the primary commercial escalation point for assigned accounts, coordinating with Customer Support, Sales Engineering, and Product teams to resolve technical and business issues.
- Collaborate with Technical Account Administration and Platform Operations to ensure proper account setup, route management, and configuration aligned to the agreed business scope.
- Understand each client's organizational structure and decision-making processes to position Infobip solutions effectively against competitors.
Pipeline & Forecast Management
- Maintain accurate and up-to-date records of all client engagements, pipeline activity, and opportunities in Salesforce.
- Manage sales forecasts, account strategies, and resource planning across both new business and existing account portfolios.
- Collaborate with Revenue Assurance to monitor financial health, minimize collection risks, and manage netting processes.
Market Intelligence & Competitive Positioning
- Stay current with industry trends, CPaaS and SaaS market dynamics, and competitive landscape relevant to the Indian wholesale market.
- Articulate Infobip's product roadmap and strategic positioning to customers and prospects, differentiating against competitors.
- Provide structured feedback on client needs, product gaps, and market signals to internal Product and Strategy teams.
AI-Powered Selling
- Leverage AI-powered sales tools and CRM intelligence to prioritize outreach, personalize prospect communications, and accelerate pipeline velocity.
- Apply AI-assisted analytics to forecast account health, identify at-risk accounts, and surface cross-sell and upsell opportunities within the existing portfolio.
What You Bring
- B2B sales experience, ideally in telecommunications, CPaaS, SaaS, or technology solution sales.
- Demonstrated track record of meeting or exceeding sales quotas, with verifiable commission earnings.
- Experience managing a named account portfolio while simultaneously hunting new logos.
- Ability to engage and build credibility with C-level and senior decision-makers.
- Strong pipeline management skills with proficiency in CRM tools (Salesforce preferred).
- Knowledge of wholesale telecoms, messaging, or CPaaS market dynamics is a significant advantage.
- Excellent communication, negotiation, and closing skills in English; regional language proficiency a plus.
- Bachelor's degree or equivalent practical experience.
Diversity drives connection
Infobip is built on diverse backgrounds, perspectives, and talents. We’re proud to be an equal-opportunity employer and are committed to fostering an inclusive workplace.
No matter your race, gender, age, background, or identity — if you have the passion and skills to thrive, there’s a place for you here.
All qualified applicants will receive consideration for employment without regard to race, color, ancestry, religion, age, sex, sexual orientation, gender, gender identity, national origin, citizenship, disability, veteran status or any other part of one's identity.
Read more about our hiring process.
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