Description:

The Role

As a Senior Sales Director at Aerchain, youll lead and scale a high-performing team of 3 Sales Directors, each carrying $1M+ individual quotas, to collectively deliver $34M in annual revenue. Youll be both a strategic leader and a hands-on operator - setting the GTM playbook, coaching your team through complex enterprise cycles, and personally engaging on marquee deals when needed. Success here means building a repeatable, scalable sales engine - not just hitting quota, but elevating every director on your team to consistently exceed theirs. Youll shape pipeline strategy, drive forecast accuracy, and be Aerchains voice in the room with the most strategic enterprise buyers. Your team will be working on deal sizes ranging from $150k to $2M+, where complex buying committees and multi-threaded relationships are the norm.

Your Day-to-Day

- Lead and scale a high-performance sales team, managing 3 Sales Directors with $1M+ individual quotas; instill strong deal discipline, coaching rigor, and accountability through structured reviews and 1:1s.

- Own and deliver a $3-4M team revenue target, driving consistent pipeline coverage, deal velocity, and forecast accuracy via weekly pipeline reviews, deal inspections, and forecast calls.

- Define and execute pipeline + territory strategy, optimizing account planning and coverage to maximize new logo acquisition across India, with expansion into Middle East and Southeast Asia.

- Drive complex enterprise deals as executive sponsor, engaging CXOs, navigating multi-stakeholder buying committees, and coaching teams on value engineering, ROI-led business cases, and deal strategy.

- Lead cross-functional GTM execution, partnering with Marketing, SDRs, Solutions, and Product to strengthen pipeline generation, improve win rates, and translate field insights into positioning and roadmap inputs.

- Hire, onboard, and scale the team, recruiting top Sales Directors, building structured enablement programs, accelerating ramp, and managing performance with clear metrics and decisive action.

Youll Thrive Here If You Have

- 12-15 years of B2B SaaS sales experience, with at least 3-4 years in a second-line leadership role managing quota-carrying sales directors or senior AEs.

- A proven track record of building and leading teams that consistently deliver $3M+ in annual new business revenue.

- Experience selling to enterprise customers in India, with exposure to the Middle East or Southeast Asia being a strong plus.

- Deep command of value engineering, business case development (ROI, TCO, payback), and enterprise sales frameworks - with the ability to coach and inspect against them.

- Expertise in pipeline management, forecasting, and building scalable sales processes from the ground up.

- Comfortable operating at the CXO level - both in customer-facing settings and internally with Aerchain leadership.

- Strong talent instincts - youve hired, developed, and retained top enterprise sales talent.

- Nice-to-have: procurement tech or supply chain SaaS experience.