The Sleep Company has appointed Hemal Jain as Chief Financial Officer as it scales across product lines and channels, signalling a shift towards stronger financial governance and sustainable growth amid intensifying competition in India’s direct-to-consumer (D2C) market.
Experienced finance leader to steer profitability
Jain joins at a stage when The Sleep Company is expanding rapidly. He brings more than two decades of experience spanning FMCG, B2B commerce, food tech, quick commerce and startup consulting. His brief includes tightening financial controls, optimising capital allocation and supporting the company’s push towards long-term profitability.
Background and sector experience
Prior to this role, Jain held senior finance responsibilities at Eternal and served as Global Head of Finance and CFO at Hyperpure, Zomato’s B2B sourcing arm. At Hyperpure he worked on scale-up operations and financial visibility during a phase of accelerated expansion in the B2B segment.
Earlier in his career he spent significant time at Hindustan Unilever Ltd, where he gained exposure to structured finance, large-scale operations and consumer-focused business models. Observers say this mix of corporate discipline and startup agility is well-suited to a D2C brand seeking both growth and efficiency.
Financial trajectory and operational priorities
The appointment follows a period of strong revenue growth for The Sleep Company. The company reported a marked year-on-year increase in operating revenue in the last financial year, while losses have narrowed compared with earlier periods as investments in brand, technology and offline expansion continued.
Management and analysts point to a rising focus on cost optimisation, supply-chain strengthening and improving contribution margins. With Jain in place, the company is expected to prioritise smarter capital deployment and tighter financial governance to support sustainable scaling.
Product range and go-to-market strategy
Founded by Harshil Salvi and Priyanka Salot, The Sleep Company operates in the premium sleep and comfort segment with products that include mattresses, pillows, cushions, bedding and ergonomic office chairs aimed at home and work-from-home consumers.
The company follows an omnichannel approach, selling via its own D2C platforms as well as major marketplaces such as Amazon and Flipkart, and is simultaneously expanding its offline retail footprint to widen urban reach.
Implications for the sector
Industry observers view Jain’s appointment as part of a wider trend in India’s D2C landscape, where startups increasingly hire seasoned CFOs to manage the transition from hypergrowth to durable, investor-ready business models. For The Sleep Company, enhanced financial leadership could bolster investor confidence and operational resilience.
As the sleep, wellness and ergonomic furniture markets evolve, the company’s blend of product innovation and tighter financial oversight positions it to pursue steady, disciplined growth in a competitive environment.
