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