Director - Sales - IT

Description:

- The candidate must have at least 5+ years of experience in B2B SaaS or enterprise technology sales from overall experience.

- US enterprise sales experience is preferred, with strong exposure to US enterprise sales cycles.

- The candidate must have deep experience in enterprise sales, handling large, complex, multi-stakeholder deals.

- The candidate must have driven $5M+ in annual enterprise revenue (preferably $10M+).

- The candidate must have 2+ years of people leadership experience.

- The candidate must have managed a sales team of 10+ members, including AEs and SDRs.

- The candidate must have hands-on experience building, executing, and scaling sales strategies.

- The candidate must have experience managing both inbound and outbound sales motions.

- Background in cybersecurity, deep tech, or complex technical products is preferred.

- Experience with VAR, multi-product, or consultative enterprise sales is a plus.

- The candidate must be comfortable leading revenue across global regions, with the US as the primary focus.

- The candidate must be based in Bangalore or willing to relocate.

What You Will Own:

Revenue & Pipeline:

- Own global enterprise revenue, with primary focus on the US

- Build and maintain a predictable pipeline across inbound and outbound motions

- Drive forecasting accuracy, deal reviews, and revenue governance

- Improve win rates, strengthen qualification frameworks, and optimize sales velocity

Team Leadership & Coaching:

- Lead, mentor, and develop a high-performing sales team (pods, SDRs, AEs)

- Build a culture of accountability, high performance, and continuous learning

- Coach the team on enterprise selling, negotiation, and multi-stakeholder engagement.

- Set and enforce clear KPIs, performance standards, and operating rhythms

GTM, Sales Enablement & Cross-Functional Strategy:

- Partner with Marketing to align top-of-funnel quality, campaigns, and messaging

- Work with Product & Engineering to channel customer insights into roadmap decisions

- Build and refine sales playbooks, messaging guides, qualification models (MEDDIC/BANT), competitive frameworks, and objection handling

- Strengthen sales enablement - onboarding, continuous training, competitive intelligence, content readiness, and deal support

- Collaborate with RevOps on CRM hygiene, reporting accuracy, forecasting discipline, and tooling

- Ensure seamless alignment across Sales, CS, Product, and Marketing

Operational Excellence:

- Implement best-in-class sales processes and governance

- Improve sales efficiency across the funnel through data, insights, and process optimization

- Introduce mechanisms to increase accountability, speed of execution, and deal quality

- Establish a predictable, repeatable, and scalable sales engine

What We're Looking For:

Experience & Leadership:

- 8 - 10 years in B2B SaaS or enterprise tech sales

- Minimum 2 - 3 years leading and scaling sales teams

- Demonstrated ability to drive $5M annual enterprise revenue (preferably $10M)

- Experience managing both inbound and outbound sales motions

- Preferred exposure to US enterprise sales cycles

Industry & Deal Expertise:

- Deep experience in enterprise sales - mandatory

- Background in cybersecurity, deep tech, or complex technical products is preferred

- Experience with VAR, multi-product, or consultative enterprise sales is a plus

Geography & Market Exposure:

- Must be based in Bangalore (or willing to relocate)

- Comfortable leading revenue across global regions, with US as primary focus

Who You Are:

- A strategic operator with strong bias for execution

- Exceptional coach and people leader

- Data-driven, structured, and strong on process

- Skilled communicator with executive presence

- Thrives in high-growth, high-accountability environments

- Comfortable influencing cross-functionally and navigating enterprise complexity