Director - Sales - IT

Description:

- The candidate must have at least 5+ years of experience in B2B SaaS or enterprise technology sales from overall experience.
- US enterprise sales experience is preferred, with strong exposure to US enterprise sales cycles.
- The candidate must have deep experience in enterprise sales, handling large, complex, multi-stakeholder deals.
- The candidate must have driven $5M+ in annual enterprise revenue (preferably $10M+).
- The candidate must have 2+ years of people leadership experience.
- The candidate must have managed a sales team of 10+ members, including AEs and SDRs.
- The candidate must have hands-on experience building, executing, and scaling sales strategies.
- The candidate must have experience managing both inbound and outbound sales motions.
- Background in cybersecurity, deep tech, or complex technical products is preferred.
- Experience with VAR, multi-product, or consultative enterprise sales is a plus.
- The candidate must be comfortable leading revenue across global regions, with the US as the primary focus.
- The candidate must be based in Bangalore or willing to relocate.
What You Will Own:

Revenue & Pipeline:

- Own global enterprise revenue, with primary focus on the US
- Build and maintain a predictable pipeline across inbound and outbound motions
- Drive forecasting accuracy, deal reviews, and revenue governance
- Improve win rates, strengthen qualification frameworks, and optimize sales velocity
Team Leadership & Coaching:

- Lead, mentor, and develop a high-performing sales team (pods, SDRs, AEs)
- Build a culture of accountability, high performance, and continuous learning
- Coach the team on enterprise selling, negotiation, and multi-stakeholder engagement.
- Set and enforce clear KPIs, performance standards, and operating rhythms
GTM, Sales Enablement & Cross-Functional Strategy:

- Partner with Marketing to align top-of-funnel quality, campaigns, and messaging
- Work with Product & Engineering to channel customer insights into roadmap decisions
- Build and refine sales playbooks, messaging guides, qualification models (MEDDIC/BANT), competitive frameworks, and objection handling
- Strengthen sales enablement - onboarding, continuous training, competitive intelligence, content readiness, and deal support
- Collaborate with RevOps on CRM hygiene, reporting accuracy, forecasting discipline, and tooling
- Ensure seamless alignment across Sales, CS, Product, and Marketing
Operational Excellence:

- Implement best-in-class sales processes and governance
- Improve sales efficiency across the funnel through data, insights, and process optimization
- Introduce mechanisms to increase accountability, speed of execution, and deal quality
- Establish a predictable, repeatable, and scalable sales engine
What We're Looking For:

Experience & Leadership:

- 8 - 10 years in B2B SaaS or enterprise tech sales
- Minimum 2 - 3 years leading and scaling sales teams
- Demonstrated ability to drive $5M annual enterprise revenue (preferably $10M)
- Experience managing both inbound and outbound sales motions
- Preferred exposure to US enterprise sales cycles
Industry & Deal Expertise:

- Deep experience in enterprise sales - mandatory
- Background in cybersecurity, deep tech, or complex technical products is preferred
- Experience with VAR, multi-product, or consultative enterprise sales is a plus
Geography & Market Exposure:

- Must be based in Bangalore (or willing to relocate)
- Comfortable leading revenue across global regions, with US as primary focus
Who You Are:

- A strategic operator with strong bias for execution
- Exceptional coach and people leader
- Data-driven, structured, and strong on process
- Skilled communicator with executive presence
- Thrives in high-growth, high-accountability environments
- Comfortable influencing cross-functionally and navigating enterprise complexity