In the aftermath of several real estate regulatory transformations, construction-technology evolutions, and digital transformation, the real estate sector in India is at an exciting juncture. According to IBEF, the real estate market size in India is expected to reach$ 1 trillion by 2030, up from$ 200 billion in 2021 and contribute 13 percent to the country’s GDP by 2025. Additionally, in FY23, Indian residential property market witnessed home sales reaching an all-time high of Rs. 3.47 lakh crore ($ 42 billion), marking a robust 48 percent year-on-year growth. The volume of sales also exhibited a strong growth trajectory, with a 36 percent rise to 379,095 units sold. It’s beyond any doubt that the real estate industry is riding along a lucrative growth curve, exposing revenue leaders to immense pressure and challenges. Through an exclusive interview, Amit Masaldan, Chief Revenue Officer, Housing.com, shares his leadership insights with CEO Insights magazine, which could help budding leaders in the segment navigate the future. With more than two decades of professional experience, Amit is a business growth expert with a demonstrated history of working in the BFSI / real estate industry. He is a strong leader with exceptional skills in Negotiation, Business Planning, Sales, Retail, and Customer Relationship Management (CRM). Below is an excerpt from our interview with Amit.

You have more than 25 years of professional experience. How has the evolution of a growth hacking leader been? What are the most essential traits of a modern-day CRO?

My journey as a leader over the past 25 years has been characterized by constant learning and adaptation. The industries I’ve worked in, be it financial services or real estate, have undergone substantial transformations over time, each demanding a unique approach to growth. The concept of a growth leader, particularly in sales, has evolved from merely driving revenue to strategically positioning the business in a fast-evolving market. Today’s Chief Revenue Officer is as much a strategist as they are a hands-on executor.

One of the key lessons I’ve learned over the years is that business is never static. Markets change, consumer preferences shift, and technology continuously disrupts the way we operate. To stay ahead, I’ve found that fostering a mindset of experimentation and openness to change is imperative. A modern-day CRO must be both—a visionary and a pragmatist—someone willing to test new ideas, pivot when necessary, and constantly iterate toward better solutions. As I often remind my team, “Change is the only constant in our business, and how we embrace it will determine our success.”

However, no leader operates in isolation. The importance of having the right team in place cannot be overstated. Empowering people—giving them the tools, trust, and autonomy to succeed—is a crucial trait of a modern CRO. My role often revolves around ensuring that my team has clarity in their objectives and that they feel confident in making critical decisions. This builds a culture of accountability and ownership, indispensable for sustained growth.

My leadership philosophy centers around one fundamental belief: success directly results from empowering people

Today’s growth leader must be dynamic, forward-thinking, and deeply connected to their team and the broader market. I believe the ability to balance innovation with execution, people with strategy, and vision with action defines the CRO of tomorrow.

Tell us about your leadership approach. What are the methodologies and guidelines you follow to lead your team?

My leadership philosophy centers around one fundamental belief: success directly results from empowering people. Identifying the right talent is crucial, but creating an environment where individuals feel trusted and supported is equally essential. I prioritize building a team of intelligent, capable professionals who know their craft and then give them the autonomy to perform at their best. By fostering a culture of accountability, I ensure that people have the platform to succeed and the confidence to grow.

For me, effective leadership is about striking the right balance between guidance and independence. I believe in being approachable and available for strategic direction but avoid micromanagement. The goal is to create a space where people feel comfortable experimenting, innovating, and taking ownership of the related outcomes.

Another critical element is clear communication. Regular, open dialogue ensures alignment on goals and expectations and keeps the team connected to the bigger picture. Ultimately, a great leader is someone who enables others to unlock their potential while staying focused on the organization's collective vision.

How do you train your team to work under pressure—respecting deadlines and ensuring customer satisfaction while adhering to company values?

Training a team to excel under pressure starts with setting clear expectations and fostering a culture of resilience. I emphasize to my team that pressure is inherent in sales, but how we respond to it defines our success. We focus on structured planning and prioritization—breaking down larger goals into achievable tasks—to meet deadlines without compromising quality.

Equally important is aligning the team with the company’s values. Customer satisfaction is at the core of everything we do, and I instill the mindset that delivering value to clients goes hand in hand with adhering to our values. This means being transparent, responsive, and always acting with integrity, even under time constraints.

I also encourage my team to communicate openly when challenges arise. By promoting a collaborative environment, we tackle issues collectively, ensuring no one feels overwhelmed. Training is an ongoing process, and I make it a point to lead by example, demonstrating that while pressure is unavoidable, it can be managed with the right focus and mindset. Ultimately, it’s about preparing the team to remain calm, disciplined, and solution-driven, even in the most demanding situations.

How do you ensure the professional growth of your team members? What are the strategies you adopt?

Ensuring the professional growth of my team is a key priority, as I firmly believe that a team’s success is directly linked to individual development. I adopt a multifaceted approach to growth, starting with identifying each team member’s strengths and improvement areas. This helps me personalize growth plans that align with their career aspirations and the organization’s objectives.

One of my core strategies is providing continuous learning opportunities. Whether through formal training, mentorship, or hands-on experiences, I ensure my team is exposed to new skills, perspectives, and industry trends. Encouraging cross-functional collaboration also allows them to broaden their knowledge base and develop a more holistic understanding of the business.

Another essential aspect is fostering a culture of feedback. When given regularly, constructive feedback helps individuals refine their approach, sharpen their skills, and stay on a path of continuous improvement. Equally, I focus on empowering people by giving them ownership of projects, allowing them to make decisions, and learning from successes and failures.

I also believe in recognizing and rewarding achievements. Celebrating milestones, regardless of size, keeps morale high and reinforces a culture of growth and ambition. Ultimately, my goal is to cultivate a team that is not just driven by results but by a desire to grow both personally and professionally.

What would be your advice to budding growth hackers in the industry?

My advice to aspiring growth hackers is to embrace a mindset of continuous learning and experimentation. The landscape constantly evolves, so staying curious and open to new ideas is essential. Don’t be afraid to take calculated risks—some of the best growth strategies come from bold, unconventional thinking.

At the same time, stay grounded in data. Always test, measure, and iterate. And most importantly, focus on building genuine value for your customers. Growth isn’t just about quick wins; it’s about creating sustainable, long-term success by aligning innovation with customer needs. As I like to say, “True growth comes when curiosity meets discipline.”

 

Favorite Movies/TV Series:

"Crimson Tide is one of my favorite movies. It features two strong leaders with diametrically opposite working styles, competing in a challenging environment stuck inside a submarine."

Favorite Books:

Good to Great by Jim Collins

Favorite Travel Destinations:

"I have always loved the mountains, and the hills of Uttarakhand, India, have been a place that has rejuvenated me and given me immense peace each time I have visited."

Favorite Cuisines: "Lebanese, for its simplicity and earthy flavors."  

Favorite Apps: "Housing.Com, of course."