Shiprocket - Associate Director - HRTech Sales

Company Overview:
Shiprocket is India's leading tech-enabled logistics and fulfillment platform, empowering over 250,000 e-commerce sellers by simplifying their shipping and post-order journey. By integrating with multiple courier partners and providing a unified dashboard, the company enables businesses of all sizes to deliver products efficiently across the country. Operating at the intersection of logistics, fintech, and SaaS, Shiprocket is scaling rapidly to build the operating system for Indian e-commerce, fostering a culture of innovation, data-driven decision-making, and high-impact execution.
Role Overview:
As the Associate Director - HR Tech Sales, you will spearhead the growth strategy for our HR technology solutions, driving the acquisition of enterprise clients and expanding our market footprint. You will work closely with cross-functional leadership, including product, marketing, and customer success teams, to translate market needs into scalable sales strategies. This role is pivotal in positioning our HRIS and related tech products as the gold standard for businesses, directly influencing our revenue growth and market share in the competitive HR SaaS landscape.
Key Responsibilities:

- Lead the end-to-end Go-To-Market strategy for HR tech products to capture new market segments and drive sustainable revenue growth.
- Manage the entire sales lifecycle, from prospecting and pipeline development to complex contract negotiations and deal closure with enterprise stakeholders.
- Collaborate with product and engineering teams to provide market feedback that informs the product roadmap and ensures our solutions remain competitive.
- Build and nurture high-value relationships with CHROs, HR heads, and decision-makers to establish long-term partnerships.
- Mentor and lead a high-performing sales team, setting clear performance benchmarks and fostering a culture of excellence and accountability.
- Analyze market trends and competitor activities to refine sales pitches and value propositions, ensuring consistent conversion rates.
Required Skillset:
- Proven track record of 6 - 12 years in IT product sales, specifically within the SaaS or HRIS domain, with a deep understanding of enterprise buying cycles.
- Experience in HRMS, HCM, ATS, Payroll, and Workforce Management systems
- ERP and enterprise software sales along with Technology-led HR transformation and automation initiatives
- Exceptional ability to articulate complex technical value propositions to non-technical stakeholders, ensuring clarity and buy-in at the leadership level.
- Strong analytical mindset to interpret sales data, forecast revenue accurately, and pivot strategies based on real-time market performance.
- Demonstrated expertise in managing complex solution sales, including navigating multi-stakeholder environments and long-cycle negotiations.
- High degree of professional maturity and interpersonal agility, enabling effective communication with stakeholders and internal cross-functional teams.
- Ability to thrive in a fast-paced, high-growth environment, maintaining focus on performance metrics while managing multiple strategic priorities.
Candidates with a proven track record in driving adoption, implementation, or sales of enterprise HR technology platforms and transformation solutions will be strongly preferred.