Associate Director of Sales

21 hours ago

Gurugram, India Aviate Full time

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

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