Associate Director of Sales

This is with our client - They are redefining procurement intelligence. They are a leading next-generation, enterprise-grade platform that uses modular AI agents to transform how businesses manage sourcing, negotiations, onboarding, compliance, and spend — autonomously.

Job Title: Associate Sales Director / Senior Account Executive (B2B)

Experience: 8 - 12 years

Location: Bangalore – Work From Office (WFO)

Role Snapshot

As an Associate Sales Director, you’ll own the full sales cycle with a focus on hunting and closing new enterprise logos. You’ll partner with SDRs and Marketing to drive pipeline, while also self-sourcing high-value opportunities. Success here means not just closing deals, but building executive-level trust, driving consensus across stakeholders, and crafting value-led business cases that accelerate enterprise adoption.

You’ll be working on deal sizes ranging from $150k to $2M+, where complex buying committees

and multi-threaded relationships are the norm.

Core Area

Pipeline Acceleration & Deal Sourcing

• Own pipeline for your target accounts - sourced via SDRs, Marketing, and self-prospecting.

• Build account plans and guide SDRs to maximize coverage and penetration.

• Open new doors by mapping and multithreading into C-level and functional leaders.

Discovery, Value Engineering & Business Cases

• Lead deep discovery to surface customer pain, impact and urgency.

• Build compelling, value-led business cases (ROI, TCO, payback) that align with CFO and CPO priorities.

• Apply frameworks like MEDDIC to drive qualification and control complex deal cycles.

Stakeholder Management & Enterprise Selling

• Navigate multi-stakeholder deals with confidence and precision.

• Build executive-level relationships and influence decision-making at the boardroom level.

• Present and negotiate in person with CXOs - from procurement to finance to operations.

Collaboration & Account Leadership

• Drive structured account planning and orchestrate SDRs, Solution Consultants, and Marketing around target accounts.

• Partner with product and leadership to ensure customer needs shape positioning.

• Share learnings from the field to continuously refine GTM playbook.

Closing & Expansion

• Own the close - from negotiation through contract execution.

• Consistently achieve and exceed quota targets.

You’ll Thrive Here If You Have

• 8-12 years of SaaS sales experience, with a strong record of hunting and closing new logos.
• Experience selling to enterprise customers in India and/or the US
• A proven track record of handling and closing deal sizes between $150k and $2M+.
• Proven command of enterprise sales frameworks (MEDDIC or equivalent).
• Expertise in building value-led business cases that resonate with CFOs and procurement leaders.
• Comfortable presenting to C-level executives and negotiating high-stakes deals.
• Curiosity, experimentation, and a willingness to travel as needed.

Nice-to-have:

Procurement tech or supply chain SaaS sales experience.

What’s In It For You

• Close deals that transform procurement at global enterprises.
• Be part of a high-performance GTM team building a $10M+ SaaS rocketship.
• Competitive salary, perks, and accelerators that reward top performers.
• Clear growth path to senior enterprise sales leadership.
• An open, bias-for-action culture where your impact is visible every quarter.