Job Description

Job description:
CACTUS is a remote-first organization and we embrace an accelerate from anywhere culture. However, given the business requirements of this role, you are expected to frequently travel to our Mumbai office/Client office.
We are seeking a high-performing National Sales Manager to lead institutional and government sales in India. The ideal candidate should have deep relationships in academia, experience with government tenders, and a proven track record of working with channel partners and resellers. While the primary focus is academia and the public sector, experience with corporate sales will be a strong advantage. This is a strategic individual contributor role with one direct report. Job responsibilities:

• Accountable for institutional sales to universities, research institutions, government departments, and academic consortia.
• High ownership and accountability for achieving sales target and building solid sales pipeline
• Manage end-to-end tendering processes and lead responses to government RFPs.
• Develop and manage a strong reseller and channel partner network to accelerate market reach.
• Lead and mentor a small sales team (1 direct report) with a focus on high-impact execution.
• Collaborate with cross-functional teams including marketing, pre-sales, delivery & finance to align one approach to win and scale faster.
• Identify growth opportunities and contribute to long-term sales planning and forecasting.
• Represent the company at relevant academic, research, and policy forums.

Qualifications and prerequisites:

• 8-12 years of experience in B2B sales, preferably in EdTech, research services, or academic publishing.
• Strong network within Indian academia and government departments (e.g., DST, DBT, MeitY, ICAR etc).
• Proven experience in handling government tenders and procurement cycles.
• Demonstrated ability to build and manage channel sales and reseller relationships.
• Exposure to corporate clients will be a strong plus.
• Prior experience managing or mentoring a team (even a small team).
• Excellent communication, negotiation, and presentation skills.
• Willingness to travel extensively across India.

Application process:
Before applying, please ensure you meet the role requirements listed above and have legal authorization to work in the country where this role is advertised. Our selection process typically involves an initial screening by a recruiter, a technical assessment, and two to three interview rounds. For this role, there will be one technical round & one HR round.
Equal Opportunity
Our hiring practices reflect our commitment to providing equal opportunities and creating an environment where everyone can thrive, develop, and succeed. We celebrate the uniqueness of our team members and prohibit discrimination of any kind, based on race, color, religion, gender identity, sexual orientation, age, marital status, disability, or any other protected characteristic.
Accelerating from Anywhere
As a remote-first organization, these are essential attributes we look for in all our candidates.

• Taking ownership of your work with minimal supervision, showing strong ability to organize, prioritize and deliver results independently.
• Documenting work that brings everyone on the same page.
• Maturity to choose between synchronous and asynchronous collaboration.
• Effectively collaborating with colleagues across different time zones by setting dedicated hours for collaboration and keeping team members updated through your MS Teams status.

About Us:
Established in 2002, Cactus Communications ( ) is a leading technology company that specializes in expert services and AI-driven products which improve how research gets funded, published, communicated, and discovered. Its flagship brand Editage offers a comprehensive suite of researcher solutions, including expert services and cutting-edge AI products like Mind the Graph, Paperpal, and R Discovery. With offices in Princeton, London, Singapore, Beijing, Shanghai, Seoul, Tokyo, and Mumbai and a global workforce of over 3,000 experts, CACTUS is a pioneer in workplace best practices and has been consistently recognized as a great place to work. Together we, Power research. Empower people.