Description:

About the Role

The Account Director Mid Enterprise Sales will be responsible for driving revenue growth by managing and expanding accounts within the Startups and Mid-Enterprise segment across multiple industry verticals in India. This role requires end-to-end ownership of the sales cycle, including prospecting, solution positioning, negotiation, and deal closure.

The Account Director will play a critical role in building long-term client relationships, identifying new opportunities within existing accounts, and executing cross-sell and upsell strategies. The ideal candidate will combine strong consultative selling skills with strategic account management capabilities to consistently exceed revenue targets.

Key Responsibilities:

Sales & Revenue Growth:

- Drive sales of company products and solutions within the Startup and Mid-Enterprise segment across assigned verticals in India.

- Own the complete sales lifecycle, from lead generation and opportunity identification to proposal development, negotiations, and deal closure.

- Consistently achieve and exceed assigned revenue and growth targets.

Account Management & Expansion:

- Manage and grow an existing portfolio of accounts through cross-selling and upselling initiatives.

- Identify new business opportunities within current accounts by uncovering additional use cases and requirements.

- Increase revenue contribution from existing clients through strategic engagement and solution expansion.

Client Relationship Management:

- Build, maintain, and strengthen relationships with key decision-makers and stakeholders across client organizations.

- Act as a trusted advisor by understanding client business challenges and aligning solutions accordingly.

- Tailor sales pitches and solution proposals based on client needs, industry dynamics, and business goals.

Business Development & Market Strategy:

- Develop and execute new logo acquisition strategies within the assigned territory or vertical.

- Conduct market research and account mapping to proactively identify potential prospects and growth opportunities.

- Anticipate client needs through continuous market and industry analysis.

Stakeholder & Solution Mapping:

- Map relevant stakeholders within target and existing accounts to uncover broader organizational requirements.

- Present and position solutions effectively to diverse stakeholders, including business and technical teams.

- Collaborate internally with product, marketing, and delivery teams to ensure solution alignment and successful deal execution.

Required Qualifications & Experience:

- 7 - 12 years of experience in B2B sales, account management, or enterprise/mid-enterprise sales roles.

- Proven track record of achieving or exceeding sales targets in the Startup and Mid-Enterprise segment.

- Strong experience managing the full sales cycle, including prospecting, negotiations, and closures.

- Demonstrated success in cross-selling and upselling within existing client accounts.

- Experience working across multiple industry verticals in India.

- Excellent communication, presentation, and negotiation skills.

- Strong relationship-building and stakeholder management capabilities.

- Strategic mindset with the ability to identify long-term growth opportunities.