Role Context
BHIVE is entering its next phase of growth—moving beyond mid-sized workspace clients to serve large, multi-year, high-commitment enterprise customers and, over time, Global Capability Centers (GCCs).
This phase requires a shift from transaction-led selling to relationship-led, advisory-driven growth, where customer decisions are shaped well before formal RFPs or commercial negotiations begin.
The Chief Growth Officer (CGO) is a CEO-aligned, externally focused leadership role designed to institutionalize CEO-level access, trust, and long-horizon enterprise relationships—so that BHIVE can originate and convert large mandates without direct promoter dependence.
This is not a conventional sales leadership role. It is a market-facing growth and relationship orchestration role, operating at the intersection of
enterprise CXOs, advisors, IPCs, developers, and ecosystem partners.

Purpose of the Role:
The CGO exists to:

• Build and institutionalize strategic enterprise relationships that lead to large, multi-year workspace commitments.
• Replace promoter-led enterprise access with a scalable, repeatable, CEO-proxy growth capability.
• Anchor BHIVE early in enterprise and advisory conversations—before demand crystallizes into RFPs.
• Shape, originate, and close large-format deals aligned with BHIVE’s asset, campus, and
  expansion strategy.
  While GCC relationships are a critical mid-term growth vector, the initial priority of the role is to drive large domestic enterprise wins (500–1,000+ seats) and establish BHIVE’s credibility at that scale.

Design Principles of the Role:

1. Authority is explicit, not implied – The CGO operates with defined commercial and strategic authority within approved financial guardrails.
2. Relationship before transaction – Success is measured by access, influence, and institutional trust—not just closed revenue.
3. CEO-aligned, not operationally embedded – The role reports directly to the CEO to avoid dilution of authority and pull into day-to-day execution.
4. Market-making, not pipeline-chasing – The CGO shapes demand and context, not just responds to it.
   Key Responsibilities:
5. Strategic Enterprise Growth & Relationship Building

• Build and manage CXO-level relationships with large domestic enterprises and, over time, GCC leadership teams.
• Engage early with enterprise decision-makers, advisors, and consultants to influence workspace strategy, location decisions, and expansion roadmaps.
• Act as BHIVE’s primary external authority for large-format enterprise growth conversations.
• Institutionalize long-term enterprise relationships that extend beyond individual deals.

Large Deal Origination & Closure (₹50L+ Monthly Revenue)

• Originate, structure, and close large enterprise workspace mandates (typically ₹50L+ per month, 500+ seats).
• Own deal strategy end-to-end—from early relationship shaping through commercial closure.
• Lead complex, multi-stakeholder negotiations involving CXOs, procurement teams, advisors, and developers.
• Define walk-away thresholds and strategic trade-offs within approved ROCE / IRR / risk frameworks.

Anchor Clients & Campus-Led Growth

• Secure anchor clients for new campuses and large assets in alignment with BHIVE’s expansion roadmap.
• Work with Real Estate, Design, and Product teams to translate anchor client needs into campus configuration, capacity mix, and service design.
• Convert anchor relationships into multi-city, multi-building mandates over time.

Advisory & Ecosystem Engagement (Including GCCs)

• Build and maintain deep relationships with:
   International Property Consultants (IPCs)
   GCC advisory firms and site-selection consultants
   Developers, economic zone authorities, and ecosystem partners
• Position BHIVE as a trusted partner of choice within advisory-led enterprise decision ecosystems.
• Develop GCC relationships in parallel, with a long-term view toward scalable inflows as BHIVE’s enterprise credentials mature.

Strategic Partnerships & Commercial Innovation

• Structure strategic partnerships, joint initiatives, and alternative commercial models (management contracts, hybrid leases, revenue-share constructs).
• Collaborate with developers and partners to unlock large-format opportunities aligned with BHIVE’s asset strategy.
• Represent BHIVE in strategic discussions that may precede immediate revenue but create future growth optionality.

Enterprise Growth Playbooks & Capability Building

• Institutionalize playbooks for:
   Large-deal origination
   RFP participation and governance
   Anchor-led campus GTM
• Build and mentor a small, senior enterprise growth team focused on strategic deals and relationships.
• Enable Enterprise Sales and Sales Ops teams through frameworks, deal strategy guidance, and escalation support—without owning routine execution.

Cross-Functional Alignment

• Work closely with:
   CEO (strategic alignment, key relationships)
   Finance (deal economics, guardrails)
   Real Estate & Supply (asset alignment)
   Design, Projects, and Ops (delivery feasibility)
   Marketing (enterprise narrative and positioning)
• Ensure enterprise commitments are translated into clear internal milestones and accountability.
  Authority Framework (Non-Negotiable)
  The CGO will have explicit authority to:
• Originate and close large enterprise deals within approved financial guardrails.
• Commit BHIVE to anchor-client LOIs / MOUs aligned with expansion timelines.
• Represent BHIVE as decision authority with enterprise CXOs, advisors, IPCs, and strategic partners.
• Take first-order commercial and strategic decisions without repeated promoter involvement.
• Sponsor and build long-horizon strategic relationships even where immediate revenue is not guaranteed.
  Success Metrics (Indicative)
• Number and quality of strategic enterprise relationships institutionalized
• Reduction in CEO dependency for enterprise access and deal origination
• Conversion of large-format opportunities (500+ seats) into signed mandates
• Anchor clients secured for new campuses
• Long-term GCC pipeline maturity (not short-term closures)
  Candidate Profile
• 18–25 years of experience in enterprise business development, strategic growth, or advisoryled sales in:
   Commercial real estate
   Managed offices / flexible workspaces
   Infrastructure-led B2B services
• Proven ability to operate at CXO and boardroom level with large enterprises.
• Track record of shaping and closing complex, high-value, long-cycle deals.
• Deep networks across enterprise decision-makers, advisors, IPCs, developers, or GCC ecosystems.
• High comfort operating in ambiguity, with patience for long gestation cycles.
• Strong judgment, negotiation capability, and executive presence.
• Entrepreneurial mindset with the maturity to act as a CEO proxy externally.
  What BHIVE Offers
• A rare opportunity to shape enterprise growth architecture, not just revenue numbers.
• Direct CEO engagement and visibility.
• High autonomy with clear authority boundaries.
• A platform to build long-term enterprise and GCC relationships at scale.
• The chance to define how BHIVE competes in the large-format, campus-led workspace market.
  Collaboration and communication: Proactive monitoring and collaboration with team members and internal departments are necessary to guarantee seamless operations at the centre.
  How the role Interact with other teams or Individuals: Ensure effective communication and coordination between different cross functional teams to align the revenue function with overall business goals.