Associate Director - KAM

Location: Bangalore

Reporting To: VP - Hyperlocal

About LoadShare:

LoadShare is one of India's most innovative and resilient logistics platforms, transforming how goods move across the country. Founded in 2017, we've grown into a pan-India, multi-category last-mile network with a unique presence across both Tier 1 metros and deep Tier 2/3 towns.

What sets us apart:

- Scale with depth: We handle 550K+ deliveries every day across food, e-commerce (B2C), B2B retail, and digital commerce, powered by a network of 30,000+ delivery partners.

- Strong financials, stronger ambition: With 800+ Cr FY26 revenue and backing from global investors including Tiger Global, Matrix, BII, Stellaris, and BeeNext, we're well-capitalized and building for long-term profitability.

- Dual-engine model: Along with operating one of India's most flexible last-mile delivery networks, our in-house logistics technology platform processes 2M+ orders daily, enabling asset cross-utilization across multiple business verticals.

- Technology-first approach: Our proprietary platform enables intelligent cross-utilization of delivery partners across multiple earning opportunities throughout the day, significantly improving network efficiency and partner earnings.

- Strategic partner to India's digital economy: We work with leading players across e-commerce, quick commerce, food delivery, mobility, and retail, continuously expanding our wallet share while co-creating new logistics solutions.

- Built to scale profitably: We are building India's most capital-efficient, technology-enabled logistics platform. Our next phase is focused on scaling the business 5X over the next five years through deeper client partnerships, operational excellence, and new growth engines.

Founding Team:

- Raghu Talluri (CEO) Formerly Myntra, McKinsey

- Pramod Nair (CTO) Formerly Freecharge, Snapdeal, MartMobi

- Rakib Ahmed (Co-Founder & Business Head E-commerce, Trucking & Warehousing) Formerly ICICI Prudential, Co-founder of Lunate Eco

Role Overview:

We are looking for a commercially driven business leader to drive new business acquisition, strategic partnerships, revenue growth and account expansion for LoadShare's Hyperlocal and Quick Commerce businesses. This is a hunter-led role, with a strong focus on identifying and acquiring new enterprise clients, building a high-value sales pipeline, developing strategic partnerships and driving large commercial closures. The role will also be responsible for expanding existing strategic accounts through cross-sell, upsell and increased share of wallet.

Key Responsibilities:

1. New Business & Market Development:

- Drive new business acquisition across marketplaces, brands, SMEs, D2C players and emerging commerce businesses.

- Build and manage a strong pipeline of high-value enterprise and strategic accounts.

- Identify new market opportunities, use cases and customer segments to expand the business.

- Develop customized, solution-led propositions based on customer requirements and business problems.

- Build strategic partnerships and GTMs that can unlock new revenue pools.

2. Strategic Account Growth:

- Own and grow relationships with key strategic accounts, with a focus on revenue, wallet share and long-term account value.

- Identify cross-sell and upsell opportunities across LoadShares logistics, hyperlocal and technology-led offerings.

- Develop account plans and joint GTMs with key customers and ecosystem partners.

- Build strong senior-level relationships and position LoadShare as a strategic business partner rather than just a logistics vendor.

3. Business & P&L Ownership:

- Own revenue, margins and commercial performance for the Marketplace business.

- Drive pricing, commercials, profitability and overall unit economics in partnership with Finance and Operations.

- Build revenue forecasts, track business performance and identify levers for growth and efficiency.

- Balance aggressive growth with sustainable margins and operational scalability.

4. Solutioning & Cross-functional Leadership:

- Work closely with Product, Operations, Finance and Technology to design and deliver customer-specific solutions.

- Bring customer insights back into the organization and influence product and service development.

- Lead commercial discussions while ensuring solutions are operationally viable and scalable.

- Act as the bridge between customers and internal teams to drive faster execution and better customer outcomes.

What We Are Looking For:

- 8- 12+ years of experience in B2B / Enterprise Sales, Business Development, Strategic Accounts or Partnerships.

- Proven track record of acquiring new enterprise / strategic clients and delivering meaningful revenue growth.

- Experience managing large-value sales pipelines and closing complex, multi-stakeholder deals.

- Strong experience in hunting rather than purely relationship-led account management.

- Experience in logistics, e-commerce, quick commerce, hyperlocal, mobility, SaaS, fintech or other technology-led businesses would be preferred.

- Strong commercial understanding with the ability to evaluate pricing, margins, business cases and deal structures.

- Demonstrated ability to engage and influence CXO/VP-level stakeholders.

- Strong negotiation, consultative selling and solutioning capabilities.

- Experience in expanding existing accounts through cross-sell, upsell and increased share of wallet.

- Strong analytical and problem-solving skills with the ability to use data to drive commercial decisions.

- Comfortable operating in a fast-paced, ambiguous, and entrepreneurial environment.

- Strong ownership mindset with the ability to independently drive opportunities from idea to closure.