Zenskar - Associate Director - Enterprise Sales

About this role
What have we achieved so far with the GTM motion-
We've hit product-market fit with a repeatable sales motion, led by:
- A 20-member lead generation team: BDRs, Marketers and RevOps
- 2 Account Executives
- A 4-member Customer Success team
We have completed two sales cycles, through which we have converted customers, primarily in the US market. The product has demonstrated strong product-market fit, delivering zero customer churn to date.
We're scaling our sales motion and looking for a co-pilot as we embark on our 1-to-100 journey. The current AE team is an integral part of the company and has played a pivotal role in creating the current playbook for our sales motion.
Way forward-
We've already grown 2x in the last 6 months and are on track to end the year with 4x growth based on our current pipeline.
We expanded our lead generation team of BDRs and marketers at the start of this year, which has doubled the volume of lead generation and is on track to double it again in the next quarter.
We aim to double our revenue in the next six months and quadruple it in 2026.
Your Role: Associate Director - Enterprise Sales-
The primary objective of this role is to:
- Convert high ACV ($75k+) accounts in our existing and new pipelines into paying customers, and establish a process for closing mid-6-figure deals over time.
- Mentor and coach the current team of AEs.
- We have a strong flow of leads being generated by our 20-member marketing and BDR teams. You'd be responsible for closing the leads generated by these teams, and not be expected to generate leads from scratch yourself.
As - Associate Director - Enterprise Sales at Zenskar- , you'll lay the foundation for our Enterprise Sales motion and work directly with the founders. We're looking for someone who can not only close deals but also coach and enable the current team of AEs on closing large ACV accounts.
This is a - player-coach role- where you'll carry your own quota while mentoring AEs on closing large ACV accounts.

You will work directly with the founders, as well as the Heads of CS, Engineering, Growth, and Marketing. This is an opportunity to join a fast-moving team that's scaling the sales engine with the backing of strong traction and growing demand.
If you're looking to execute a fully mature playbook, Zenskar might not be the right fit for you. But if you're excited by the challenge of scaling a proven motion while shaping new strategies and playbooks along the way, we'd love to hear from you
Responsibilities
- End-to-end pipeline management: Take ownership of the prospect journey starting from qualified meetings set by our lead generation team. Show up as the first point of contact in these meetings, define clear stages of the sales funnel, and continuously optimize each step to drive conversions through to close.
- Discovery and demos: Lead discovery calls, conduct compelling product demos for prospects; Work with Customer Success and Engineering to create custom demos that drive higher impact.
Mentor and coach:
- Mentor the current team of AEs on best practices to close large ACV customers.
- Help current AEs close deals in the advanced stages by joining in as the senior persona from Zenskar's sales team.
- Pilots: Manage pilots and demonstrate the value of Zenskar for the specific use case of the prospect. Your project management game and proactiveness need to be top notch.
- Given the long sales cycle, which also involves pilots, you will need to project manage deals and steer them to victory through sheer hustle and proactiveness. Whether it is internal coordination with CS & engineers, or external follow ups with prospects, the deal owner (you) will need to act as a force of nature.
- Negotiate contracts, demonstrate Zenskar's value compared to legacy vendors and win deals.
- Implementation: Work with Engineering and Solutions to manage implementations and nudge prospects towards go-live.
- Exceed sales quotas.
- Instill best-in-class CRM hygiene for improved pipeline visibility.
- Drive product improvement: You will be closest to understanding our customers' pain points and expectations, and thus their biggest champion. You will advocate for their needs in discussions with Product, Design and Engineering.
- Hire and build a team of AEs over time.
In this role, you will be carrying an individual revenue quota as well as mentoring the current AE team, who have their own IC quota. As an early team member, we'd love for you to be open to working on other aspects of revenue generation when needed.
Key qualifications
- 8+ years of experience selling B2B SaaS to US customers.
- Previous experience selling to Mid Market and Enterprise customers: Closed Enterprise deals, - $75k+ ACV, ideally $100k+.
- Prior experience in coaching/managing junior AEs is a strong plus.
- Ability to build, manage and motivate a team.
- Prior success as one of the first AEs at a startup; comfortable working in a fast-paced, early stage startup environment.
- Track record of consistently beating your quota.
- Solid hustle and entrepreneurial mindset; Thrive under the uncertainty that comes with an early stage setup.
- Strong project management skills and proactiveness, given the long sales cycle and pilot (free trials) heavy nature of deals.
- Strong first-principles understanding of sales processes (e.g. MEDDPICC).
MANDATORY- :

- Willing to work in the US time zone (~4 am IST) on weekdays (Mon-Fri) because the majority of our clients are based in the US. You have flexibility on when you want to start your day in the afternoon (IST), or take breaks (e.g. family time, gym etc). This role will require you to stretch outside your comfort zone.
- Self-driven individual with high ownership and strong work ethic.
- Previous entrepreneurial experience is a huge plus.
- Not taking yourself too seriously :)
Compensation
- OTE (Fixed + Variable):- INR 65-85 lacs
- We have hit product-market fit and are seeing strong demand for our product. If you are an ambitious salesperson, you can make significant upside in commissions!
- ESOPs-
-The range displayed reflects the minimum and maximum salaries for the position. Within the range, individual pay is determined by various factors including - job-related skills, experience, and relevant education or training.-
Location - Remote