Associate Director, Sales – SMB

📋 Description

• Propel the pipeline through a strong field presence - Take charge of the in-person efforts for India and APAC. You will cultivate and sustain a robust network of SMB decision-makers in the region, exemplifying the field-first culture you wish for the team to emulate, ensuring in-person pipeline is a primary metric rather than an afterthought.

• Create and manage the segment playbook - Develop a comprehensive pipeline strategy that encompasses outbound, field, and inbound channels. Document this strategy into playbooks that your Team Leads can implement. Take ownership of the commercial standards — including multi-year deal rates, annual billing, and pricing discipline — to be integrated into the operational process rather than enforced deal by deal.

• Cultivate your leaders - Your main focus for coaching should be your Team Leads, not your Account Executives. You will mentor Team Leads from proficient operators into strategic leaders capable of independently managing their pods, including those who operate remotely or travel less frequently.

• Define the segment strategy - Establish the direction for SMB in India and APAC for the next 2–3 years. Determine what success looks like, create the business justification for necessary investments, and monitor the leading indicators that forecast outcomes prior to the end of the quarter.

• Collaborate across the organization - Work closely with Marketing, Finance, Product, and Operations as a co-owner of the results that rely on their contributions. Build and maintain these relationships intentionally rather than through escalation.

⛳️ Requirements

• Over 8 years of experience in B2B SaaS sales, with a minimum of 4 years in a sales leadership position overseeing a specific region or segment. Experience in selling technical solutions — such as compliance, security, infrastructure, or developer tools — to buyers including CTOs, CISOs, or Heads of Engineering.

• A confirmed field seller at heart. You have generated a pipeline through personal relationships rather than solely through inbound and outbound sequences, and you understand how to make customer meetings impactful.

• A well-established network of SMB decision-makers in India that you are prepared to engage. Having relationships with technical buyers — such as CTOs, CISOs, and Heads of Engineering — is a significant advantage in this position.

• Experience in building a sales motion from the ground up — whether outbound, field, or partnerships — and ensuring it is repeatable enough for a team to execute independently.

• A history of developing leaders rather than merely managing performers. You have successfully coached someone through the transition from a top closer to a team leader.

• Comfortable managing a distributed team where not all members travel as frequently as you do. Remote coaching and accountability are integral aspects of the role.

• Located in a city with strong domestic and international airport connectivity — Bengaluru, Mumbai, Delhi, or Hyderabad. Willingness to travel frequently across India and the region is essential.

🏝️ Benefits

• Work wherever you prefer: We are fully remote, allowing you to choose your work environment — be it home, a café, the hills, or the beach.

• Co-working, on us: If co-working suits you, we provide a generous annual allowance of up to INR 14,000* for social working.

• We prioritize your growth: We are committed to your professional development, offering USD 1000 annually to help enhance your skills.

• We value your well-being, not just your productivity: We see you as a person, not merely as an employee. So if you need time to recharge, take advantage of our Unlimited leave policy.

• Your safety is our priority: We address the unforeseen with comprehensive health insurance coverage up to INR 10 lakh for you and your family, along with accident protection of an additional INR 10 lakh, and life insurance worth three times your annual salary, ensuring you and your family are safeguarded while you focus on thriving.

• Create your ideal workspace: Work from anywhere, and if that’s at home, we’ll contribute INR 35,000 to help you establish a workspace that aligns with your workflow.