Regional Head Corporate Sales

Regional Head - Corporate Sales (Demand)

Z Hotels | Zolo

Build enterprise relationships. Shape buying decisions. Create a sales engine that compounds.

Why this role exists

Z Hotels is expanding deliberately across South India.

This next phase of growth will be defined not just by expansion, but by the strength, depth, and quality of our enterprise partnerships.

We are not looking for opportunistic corporate bookings.

We are building long-term enterprise relationships where organizations choose us because they trust our delivery, clarity, and integrity.

This role exists to build a disciplined, psychology-led corporate sales engine grounded in credibility, insight, and execution rigor.

Your mandate is clear:

• Build an enterprise pipeline of X Cr annualized contracted value across the region
• Onboard 4060 high-quality enterprise accounts within 12 months
• Achieve 7585% forecast accuracy by institutionalizing stage discipline
• Build a repeatable enterprise sales system that does not depend on individual heroics

This is not a target-chasing role.

It is a market-shaping and system-building role.

About Zolo and Z Hotels

Finding dependable accommodation has historically been fragmented and inconsistent.

People settled for compromises because the system offered few trustworthy options.

Zolo reimagined living and hospitality as a connected journey.

Zolo Coliving simplifies urban living.

Z Vacations enables meaningful travel experiences.

Z Hotels serves the modern traveler with consistency, warmth, and operational discipline.

Today, over 100,000 people trust Zolo across different phases of life.

Our ambition is to build the most trusted living and hospitality ecosystem for the new generation by partnering deeply with property owners who think long term.

What you will be responsible for

Build a scientific, buyer-psychology-led sales engine

Design enterprise sales motions grounded in how procurement, finance, business users, and CXOs actually make decisions.

• Define sales stages aligned to real buying milestones, not internal optimism
• Design differentiated plays for different buyer archetypes
• Continuously test and refine sales hypotheses
• Coach teams not just on what to say, but why it works

Sales conversations should feel natural to buyers never aggressive, never desperate.

Own account access and systematic market penetration

Treat enterprise access as a strategic asset, not a support function.

• Define account segmentation and targeting strategy
• Build multi-threading discipline across large accounts
• Create proprietary access channels through networks, partnerships, and structured outreach
• Ensure pipeline health does not depend on a few large accounts

Access should compound year over year.

Build objection intelligence and risk narrative mastery

Enterprise objections are rarely about price.

They are about risk, credibility, internal politics, and reputation.

• Maintain a living objection intelligence system
• Convert recurring objections into structured risk narratives
• Run structured objection review forums
• Sharpen language precision across the team

Buyers should feel reassured, not persuaded.

Own positioning authority and narrative clarity

Act as the final authority on how Z Hotels is perceived in the enterprise market.

• Ensure decks, proposals, and case studies are sharp and credible
• Align positioning with buyer maturity and risk appetite
• Eliminate confusing or inflated narratives
• Use positioning to simplify decision-making

Sales material should reduce friction not create it.

Design pipeline architecture and forecast integrity

Treat forecasting as a trust contract with leadership.

• Define clear stage exit criteria
• Enforce hygiene and truth in pipeline reviews
• Diagnose systemic conversion issues
• Intervene early when deal momentum degrades

Pipeline reviews should be calm, precise, and reality-aligned.

Protect deal quality through deep business understanding

Understand the offering, delivery model, financial implications, and operational constraints deeply.

• Align sales promises with delivery capability
• Know where flexibility exists and where it does not
• Coach teams on long-term deal quality
• Act as a filter, not just a growth engine

Revenue quality matters more than volume.

Govern momentum and deal velocity

Enterprise deals often die from inertia, not rejection.

• Classify deals by momentum type
• Design cadence standards for long sales cycles
• Introduce forcing functions where needed
• Know when to slow down to protect trust

Closures should feel deliberate and well-timed.

Build a coaching-driven sales culture

Build a corporate sales organization that thinks clearly and improves continuously.

• Coach from real calls and real data
• Build psychological safety for learning
• Raise standards consistently
• Develop future sales leaders

Sales excellence should become cultural, not individual.

Drive cross-functional alignment

Act as the bridge between corporate sales, leadership, finance, and delivery.

• Represent the buyers voice internally
• Align incentives and expectations proactively
• Communicate clearly with senior leadership
• Prevent misalignment before it escalates

Sales should feel integrated not adversarial.

What success looks like after 12 months

• A diversified enterprise portfolio contributing meaningfully to regional revenue stability
• X Cr in high-quality contracted enterprise revenue with strong renewal visibility
• 4060 active enterprise accounts across segmented target industries
• Forecast accuracy consistently above 80%, with minimal quarter-end surprises
• Clear stage definitions and disciplined pipeline reviews embedded across the team
• A documented objection intelligence library actively used in coaching
• Reduced post-sale escalations due to tighter promisedelivery alignment
• A corporate sales team capable of leading CXO-level conversations independently

Enterprise buyers should view Z Hotels as a serious operator not a vendor.

Who this role is for

You will likely thrive here if:

• You think of sales as a science and a craft
• You enjoy understanding decision psychology and organizational dynamics
• You care about forecast integrity as much as closures
• You naturally coach and elevate teams
• You believe reputation compounds
• You are comfortable saying no to bad deals

Experience we value

• Experience leading enterprise / B2B sales across multiple markets
• Strong exposure to complex, multi-stakeholder B2B environments
• Demonstrated ability to design repeatable enterprise sales systems rather than relying on personal relationships
• Evidence of building and coaching high-performance sales teams
• Track record of improving forecast accuracy, pipeline discipline, and deal quality over time
• Experience selling services, partnerships, or solutions where trust and delivery credibility matter

The impact you will have

You will shape how enterprises experience Z Hotels.

You will influence how we grow and with whom.

And you will build a corporate sales engine that compounds long after individual deals are closed.

Why join now

This is a foundational phase.

The systems, discipline, and culture you build will define how Z Hotels scales its enterprise presence across the country.

If you care about building something enduring not just hitting a number this is the right moment.