Head of Sales

Company Description Meridian Data Labs is a pioneering company specializing in real-time decision-making and data analytics solutions for industries such as defense, industrial, healthcare, and smart infrastructure. By combining geospatial analytics, Artificial Intelligence (AI), and Large Language Models (LLMs), we create innovative platforms tailored to modern operational needs. Our flagship products, Honeycomb and Buzz, empower organizations with capabilities like large-scale IoT data management, real-time analytics, and process automation.

These platforms drive efficiency, reduce errors, and optimize operations across various sectors, including defense establishments, supply chains, equipment maintenance, and inventory management. At Meridian Data Labs, we are dedicated to advancing AIoT technologies to tackle complex enterprise challenges with scalable and secure solutions. Job Summary We are seeking a skilled and dynamic Sales Head to drive business growth, lead strategic sales initiatives, and expand the market presence of IoT and AI-based platforms — including the Honeycomb Platform — across key sectors such as defense, industrial, healthcare, and smart infrastructure.

We are looking for an experienced sales leader with strong exposure to Indian Defense, DPSUs, and government sectors to spearhead strategic sales efforts, build key stakeholder relationships, and accelerate revenue growth across defense establishments and public sector organizations. Key Responsibilities 1. Sales Strategy & Leadership • Define and execute the overall sales strategy aligned with organizational goals to drive revenue growth, pipeline development, and market expansion. • Build, lead, and mentor a high-performance sales team while ensuring achievement of targets and KPIs. • Collaborate with leadership on business planning and strategic growth initiatives. 2.

Business Development • Identify and pursue new business opportunities across IoT, AI/ML, Industry 4.0, and the Honeycomb Platform. • Drive end-to-end sales across Defense (Indian Navy, Indian Army, Indian Air Force), DPSUs (HAL, BEL, BDL, GRSE, etc.), and enterprise sectors. • Lead participation in tenders (EOI/RFP/RFQ), strategic bidding, and opportunity qualification. 3. Client Engagement & Account Management • Build and maintain strong relationships with CXOs, key stakeholders, and procurement teams. • Manage key accounts to ensure long-term engagement, customer satisfaction, and repeat business. • Represent the organization in client meetings, defense expos, and industry events. 4. Solution Selling • Drive consultative and solution-based selling of IoT platforms, AI/ML solutions, edge computing, and industrial automation. • Understand customer requirements and align them with Honeycomb Platform capabilities. • Collaborate with product, engineering, and pre-sales teams to design and deliver customized solutions. 5.

Partnerships & Alliances • Establish and manage partnerships with OEMs, system integrators, and technology partners. • Enable joint go-to-market strategies and ecosystem-driven business growth. 6. Revenue & Performance Management • Own and manage the complete sales lifecycle from lead generation to deal closure. • Track sales pipeline, forecasting, conversion metrics, and overall performance. • Drive reporting, MIS, and periodic business reviews. 7. Market Intelligence • Monitor market trends, competitor activities, and defense procurement policies. • Identify differentiation strategies and new market opportunities. • Provide inputs to influence product roadmap based on customer feedback and market needs.

Required Skills & Qualifications Experience • 10–15 years of experience in sales/business development. • Strong exposure to IoT / AI / Industrial / Defense / Enterprise solutions. • Proven track record in handling large deals and government tenders. Technical Understanding • Knowledge of IoT architecture (sensors, gateways, cloud platforms). • Familiarity with AI/ML use cases such as predictive maintenance and analytics. • Understanding of communication protocols (MQTT, Modbus, APIs). Core Skills • Strategic thinking and leadership. • Strong negotiation and closing skills. • Stakeholder management across CXO and government levels. • Excellent communication and presentation skills.

Preferred Qualifications • MBA (Sales / Marketing / Operations) or equivalent qualification. • Prior experience working with Defense organizations or DPSUs. • Strong network within the defense and PSU ecosystem. • Familiarity with defense procurement processes, EOI/RFP/RFQ cycles. Soft Skills • Strong problem-solving and analytical skills. • Good communication and teamwork abilities. • Ability to work independently and manage multiple tasks. • Attention to detail and a quality-oriented mindset. What We Offer • Opportunity to work on cutting-edge IoT and AI-based technologies including the Honeycomb Platform. • Collaborative and innovation-driven work environment. • Direct engagement with defense leadership and PSU stakeholders. • Exposure to real-time projects, including engagements with DPSU customers. • Competitive compensation with performance-based incentives.