Sales Director

We're hiring on behalf of a Series B-funded start-up, which is on its growth journey to grow to $100M in revenue in the next three years time.

Head of Mid-Market & SMB Sales (APAC + US)

Location: Chennai (In-office)

Team: 7 AEs (2 APAC Mid-Market, 5 SMB) + cross-functional with SDR/BDR, Marketing, CS

Reports to: CRO/CEO

Role Summary

Own net-new revenue for APAC Mid-Market and global SMB (US/APAC). Lead, coach, and scale a 7-AE team in Chennai. Build an AE-led outbound culture, run a tight forecast, and close key deals yourself. Turn strategy into operating cadence, sharpen ICP/segments, and consistently hit ambitious new-logo targets.

Responsibilities

• Sales leadership: Set segment strategy, quotas, territories; drive a high-performance, coaching-first culture. Run weekly forecast, pipeline reviews, and 1:1s; uphold methodology rigor.
• Hands-on execution: Join late-stage calls, run exec alignments, and personally close lighthouse logos. Model strong discovery, multi-threading, and negotiation.
• Sales strategy & GTM: Define ICP, value props, and plays by segment (APAC MM vs SMB US/APAC). Partner with Marketing on pipeline SLAs and with CS on handoffs/expansion seeds.
• Team management: Hire, onboard, and ramp AEs; implement repeatable coaching plans and deal clinics. Create enablement (talk tracks, objection handling, competitive tear-downs).
• Sales operations: Own pipeline health, forecast accuracy, and CRM hygiene; standardize stages and exit criteria. Instrument dashboards (coverage, win-rate, cycle, activity ? outcome).
• Outbound culture: Stand up AE-led outbound alongside SDRs with named-account lists, weekly prospecting blocks, sequenced plays, and peer call-reviews.
• Market intelligence: Track competitive moves, pricing, and regional nuances; feed insights to product and GTM.
• Cross-functional: Align closely with Marketing, RevOps, Product, and CS to unblock revenue.