Associate Director of Sales

We're seeking an experienced Strategic Accounts Director to develop and execute our market penetration strategy for high-value enterprise clients. This role will focus on cultivating accounts with potential revenue exceeding ₹1 Crore over a 2-3 year horizon.

Key Responsibilities

• Establish team ARR targets and pipeline objectives, with detailed breakdowns of individual performance metrics across monthly, quarterly, and annual timeframes
• Collaborate with Sales Operations to optimize strategic account lists and ensure effective territory management
• Create integrated multi-channel engagement strategies with SDR and Marketing teams specifically tailored for enterprise prospects
• Develop and implement partnership frameworks to enhance market penetration in key accounts
• Ensure rigorous application of discovery and solution development methodologies across all pipeline opportunities
• Determine appropriate pre-sales resource allocation and engagement cadence in partnership with pre-sales leadership
• Determine appropriate pre-sales resource allocation and engagement cadence in partnership with pre-sales leadership
• Personally lead value articulation sessions with major accounts, demonstrating leadership through direct client engagement
• Guide team through complex negotiations, personally handling strategic deal discussions to optimize pricing and address objections

Qualifications

• 12-15 years in B2B SaaS sales with significant enterprise account management experience
• Demonstrated history of exceeding targets with large-scale clients
• Proven leadership capabilities in building and developing high-performing sales teams
• Direct experience selling to Indian market enterprises (required)
• Working understanding of enterprise resource planning systems and financial solutions