IndiGo is India’s largest and most preferred passenger airline and amongst the fastest growing airlines in the world.We have a simple philosophy: offer fares that are affordable, flights that are on time, and provide a courteous and hassle-free travel experience across our unparalleled network. We show that low cost does not mean low quality. With our fleet of over 320 aircraft, we operate well over 2000+ daily flights, connecting over 118 destinations (of which 32 international), welcoming 100 million customers on board last year. We have an industry leading on-time performance and one of the highest customer NPS in the Indian spanet. At IndiGo, we will continue to extend our scope, by spreading our wings internationally, developing from a domestic carrier to a global aviation giant.

Job Role Summary

We are seeking a commercially and technically proficient Digital Lead to drive the strategic integration of MarTech, Salesforce CRM, Microsoft Dynamics, and AI-driven practices across IndiGo’s B2C and B2B functions. This role will shape how technology, data, and spaneting come together to accelerate commercial growth, sales productivity, and loyalty outcomes across the airline.

The position demands a balance of strategic delivery and governance — overseeing large-scale CRM and digital initiatives with full accountability for budget management, project governance, vendor performance, and invoice control. The Digital Lead will ensure all commercial technology programs are financially sound, operationally efficient, and aligned with the airline’s business and brand objectives.

This person will own the technical and financial performance of key customer engagement and loyalty programs, ensuring they align with enterprise commercial objectives. Success requires blending a brand-centric product sensibility with a deep understanding of Salesforce architecture to build model-driven personalization, agentic automation, and predictable revenue streams from strategic commercial assets. Aviation industry experience managing commercial stakeholders and navigating global partnership structures is a significant advantage.

Key Responsibilities

Commercial Strategy & Stakeholder Management (Airline Focus)

• Lead Monthly/Quarterly Commercial Reviews with Airline Sales, Revenue Management, Finance, and Commercial leadership to report on P&L performance, partnership health, and CRM/Loyalty program ROI.
• Architect Partner & Channel Economics (including partner tiers, incentives, co-selling rules, and revenue share) across global airline alliances and commercial partnerships, developing finance-aligned forecasts and liability management for loyalty points and contractual obligations.
• Lead Executive Steering on AI governance, global partner strategy, and enterprise sales enablement; present high-stakes business cases and secure funding for strategic, revenue-generating projects.
• Negotiate and Manage Vendor Strategy for core platforms, specifically Salesforce CRM/Marketing Cloud, MLOps, and system integrators, focusing on optimizing commercial terms and Service Level Agreements (SLAs).
• Run Incident Management for high-impact commercial issues such as large-scale notification/settlement failures, enterprise SLA breaches (e.g., corporate travel contracts), or partner disputes, leading rapid remediation and process improvement.

MarTech, CRM, and Sales Enablement

• Own the Digital Roadmap of CRM, Loyalty, and B2B Engagement, ensuring a critical balance between direct B2C customer platform strategy, global airline partner/channel growth, and large enterprise account retention.
• Translate Roadmap into Digital Journey, and enterprise playbooks, managing major platform launches and partner rollouts end-to-end within the Salesforce/Microsoft ecosystem.
• Deliver B2B Campaign Orchestration deeply integrated with Salesforce Sales Cloud and AI: implementing account scoring, intent signals, personalized outreach, and next-best-action recommendations for the sales force.
• Enable the Global Sales Team with real-time dashboards, lead/account scoring, dynamic playbooks, one-click assets, and tight process integration into the Salesforce CRM platform.
• Collaborate with spaneting and communications teams to design data-led campaigns, automation workflows, and unified customer experiences.
• Equip sales and spaneting teams with dashboards, playbooks, and digital assets to improve communication efficiency and execution consistency.

Budget Management & Project Governance

• Own end-to-end financial governance of programs, including budgeting, forecasting, spend optimization, and invoice management.
• Define and enforce project governance frameworks covering planning, risk, delivery timelines, and post-implementation benefit tracking.
• Ensure accountability in vendor delivery, contract compliance, and financial transparency.
• Drive measurable ROI across digital programs while maintaining alignment with business and finance priorities.
• Mentor and Grow a Cross-Functional Team (CRM/product managers, data & ML engineers, campaign leads, sales enablement) and codify best-in-class playbooks for repeatable B2B motion.

Core Skills & Competencies

• Strategic Commercial & Financial Acumen
• Expertise in Salesforce Platform (Sales Cloud, Marketing Cloud, or CPQ)
• High-Stakes Stakeholder & Change Management (particularly with Sales and Finance leaders)
• Proven Project Governance & Budget Management Expertise
• Vendor & Contract Management (Technology, SI, MarTech)
• B2B & Account-Based Marketing (ABM) Strategy
• Partner & Channel Economics / Loyalty Economics
• Contract Negotiation & Vendor Management (large-scale technology deals)

• Compliance & Governance (Data Privacy, GDPR, etc.)
• Leadership, Mentorship & Cross-Functional Team Management

Education & Experience

• Minimum Qualification required B.Tech /M.B.A./M.Tech
• Total 10+ Years of experience in overall
• Relevant experience of 5 years managing senior leadership level stakeholder.

At IndiGo, we believe in the innate strength of an energetic, diverse, and inclusive workforce, where the viewpoints and life experiences of our employees help us foster strong connection with all our customers. Our diversity equity and inclusion efforts are designed to attract, nurture, and advance the lives of our employees and customers irrespective of their, but not limited to, gender, race, color, religion, caste, creed, ethnicity, origin, language, social and economic status, sexual orientation, persons with disabilities, nationality, age, marital and maternity status.

IndiGo does not charge fees for Job Interviews, Registration, Verification or Offer Letters. All Official communication will be from verified IndiGo IDs (e.g., xxxgoindigo.in). Please report any fake job offer to eco.goindigo.in

At IndiGo we are committed to fostering an inclusive and equitable workplace. All employment decisions are made solely on the basis of merit and qualifications, without regard to a candidate’s gender, race, color, religion, caste, creed, ethnicity, language, sexual orientation, marital status, maternity status, disability, or social and economic background’