91Springboard - Head - Growth - Supply & Demand Vertical - Flex Office Transactions (12-15 yrs)

Location: Mumbai / Delhi NCR / Bengaluru; frequent multi-city travel

Role Purpose:

- To design, lead, and own the full stack of flex transactions growth, right from securing supply to sourcing demand, structuring lease transactions and client deals, and ensuring overall portfolio health. This role will have oversight of both sales and leasing arms, ensuring alignment, discipline, and market leverage for an aggressive scale up primarily in the enterprise hybrid and managed office segment. The role incumbent must be a commercial thinker, negotiator, risk manager, and team builder with a national lens.

- Strategic KPIs focus on revenue growth, high-yield supply acquisition, efficient conversions, portfolio performance, strong financial returns, accurate forecasting, regional alignment, and channel partner impact.

Key Responsibilities

1. Strategic Growth & Portfolio Design

- Lead the creation of a national growth blueprint and network plan integrating demand and supply across markets.

- Define transaction models that balance upside and risk: asset-light, back-to-back leases, revenue-share, partially owned/asset-backed demand, landlord fitouts etc.

- Segment the market (by city, product format, seat size) and prioritize investments accordingly.

- Constantly benchmark yield models, lease obligations, and inherent risks as the Company scales.

2. Demand / Sales / Channel Leadership

- Guide regional sales teams to penetrate across the spectrum - mid to large enterprises, GCC clients, and enterprise hybrid use cases

- Establish and scale a channel ecosystem (brokers, CRE intermediaries, referral networks) structured for performance, yield and accountability

- Oversee demand forecasting, pipeline health, and conversion metrics with tight governance.

- Explore new ways to grow demand, such as signing anchor clients, securing enterprise contracts, and offering flexible consumption-based models.

3. Supply / Leasing / Acquisition Leadership

- Lead regional leasing teams to identify, negotiate, and secure supply under favorable terms across the identified micromarkets

- Oversee end-to-end dealing of major leasing transactions, ensuring flexibility (exit rights, sub-lease rights,guarantees, escalations, landlord co-invest)

- Supervise structuring of back-to-back leasing, and work collaboratively with Projects/Operations to minimize time-to-activation and handover risk, to drive capex/opex optimisation in initial asset launch stages

4. Financial & Risk Governance

- Own the underwriting process for deals with focus on asset viability metrics, cashflow, margin levers, break-evens.

- Define acceptance thresholds and guardrails per deal (yield floors, vacancy buffers, scenario stress).

- Monitor unit-level P&L and flag remediation or exit strategies for underperforming deals/assets.

Required Profile / Skills & Experience

- 12-14 years of experience in commercial real estate / workspace / office space transactions, with both sales & leasing exposure.

- Prior role managing national or multi-city scale, ideally in flexible workspace, CRE, IPCs or relevant segments

- Strong experience in lease structuring (back-to-back, revenue share, exit clauses) and underwriting.

- Ability and past track record of directly managing key stakeholders landlords, developers, CRE teams, and corporates.

- Ability to operate under uncertainty, ambiguity, and evolving metrics.

- Credibility in the real estate / CRE ecosystem with strong relationships with brokers, landlords, developers, CRE departments.