ENTERPRISE SALES ASSOCIATE DIRECTOR/SENIOR MANAGER

(INDIVIDUAL CONTRIBUTOR)

Job Description

ABOUT THE ORGANIZATION

We are a leading Enterprise Financial Crime Management platform, trusted by banks, financial institutions, and insurance companies across India and globally.

We serve over 65+ clients with a suite of products across 26 countries, specializing in Banking and Insurance sectors. Our platform enables financial institutions to prevent frauds using advanced AI and ML algorithms.

ROLE SUMMARY

The Associate Director of Enterprise Sales is a strategic individual contributor responsible for identifying, closing, and managing large-ticket enterprise deals while simultaneously stewarding and growing the existing customer base in the assigned region. This role bridges enterprise business development with account growth, requiring the ability to drive complex, multi-stakeholder deals with sales cycles of 6-12 months while maximizing the lifetime value of existing client relationships.

You will own the full sales cycle for large enterprise accountsfrom initial discovery through implementation planning—while building and maintaining relationships at the C-level (CIO, CRO, CFO, COO) and functional heads. Success requires both hunter mentality for new logos and farmer mindset for account expansion and retention.

KEY RESPONSIBILITIES

Enterprise Sales & New Logo Acquisition

- Own the end-to-end sales cycle for large-ticket enterprise deals (6-12 month cycles), from prospecting through contract closure
- Identify, qualify, and nurture high-potential enterprise prospects aligned with organizational targets
- Develop and execute comprehensive sales strategies for each major prospect, including account plans, stakeholder mapping, and deal strategy
- Build compelling value propositions tailored to client business challenges, leveraging the organization's 75+ product portfolio and 850+ data sources
- Navigate complex, multi-layer decision-making structures and manage C-level executive engagement (CIO, CRO, CFO, COO, Business & Product Heads)
- Conduct technical discovery sessions, translate client requirements into customized solutions, and work collaboratively with Solutions and Pre-Sales teams to develop pricing and delivery models
- Manage complex negotiations, objection handling, and contracting for enterprise deals
- Develop innovative contracting models, alternative commercial structures, and RFP engagement strategies with key accounts
- Achieve quarterly and annual revenue targets for new business acquisition

Strategic Account Management & Expansion

- Manage and grow 4-6 strategic enterprise accounts through relationship depth, trust, and consistent value delivery
- Build and maintain strong relationships with multiple stakeholders within each account, ensuring alignment across functional areas
- Conduct regular business reviews and strategic planning sessions with clients to understand evolving business priorities and identify cross-selling and up-selling opportunities
- Identify expansion opportunities within existing client base (additional products, business lines, use cases) and drive incremental revenue through share-of-wallet growth
- Develop and implement sound retention and growth strategies utilizing strong negotiation skills and value-based selling approaches
- Serve as the primary point of contact and "face of the company" to key accounts, ensuring consistently high levels of customer satisfaction and engagement
- Inform customers regularly of new product features, solution enhancements, and strategic benefits to maintain brand recall and product priority




- Develop new business initiatives with clients to increase adoption and drive sustainable revenue growth

Sales Strategy Development & Account Planning

- Develop comprehensive annual sales strategies and account plans for all assigned accounts, aligned with organizational goals
- Build and manage sales pipelines with clear stage definitions, probability assessments, and forecast accuracy
- Track account trends, competitive dynamics, and evolving customer needs; adjust strategies to maximize revenue growth and market share
- Define and execute customer acquisition and expansion plans with measurable milestones and KPIs
- Collaborate with product, marketing, and customer success teams to develop market-specific go-to-market strategies

Relationship Building & Customer Ecosystem Development

- Build and nurture a strong ecosystem of internal and external stakeholders (Sales, Solutions, Customer Success, Product, Professional Services) to ensure exceptional account execution
- Demonstrate deep account management standards through proactive communication, issue escalation, and problem resolution
- Drive customer education and awareness through training programs, webinars, and workshops to build product expertise and loyalty
- Manage escalation paths effectively, ensuring timely resolution of customer concerns at appropriate levels
- Mentor junior team members and contribute to building a high-performance sales culture
- Maintain detailed and accurate customer relationship management (CRM) documentation and pipeline hygiene

Revenue Growth & Performance Metrics

- Achieve and exceed revenue targets for both recent business acquisition and account expansion
- Drive month-on-month revenue growth through disciplined pipeline management and forecasting
- Improve average deal size and contract value through effective upselling and multi-product bundling
- Monitor key metrics including win/loss rates, sales cycle length, average contract value, customer lifetime value, and retention rates
- Provide regular performance reporting against targets and strategic initiatives

SUCCESS METRICS & DELIVERABLES

A successful Associate Director of Enterprise Sales will demonstrate:

- New Logo Acquisition: Consistently close large-ticket enterprise deals aligned with organizational targets and achieve new business revenue quota
- Pipeline Development: Build robust, accurately forecasted pipelines with clear deal progression and realistic conversion probability
- Account Health: Maintain/grow annual contract value (ACV) and gross revenue retention (GRR) within assigned accounts above 110%
- Customer Satisfaction: Achieve high Net Promoter Scores (NPS) and customer satisfaction scores within managed accounts
- CXO Engagement: Regularly conduct business reviews and strategic planning sessions with C-level stakeholders at all key accounts
- Cross-Sell/Upsell Execution: Identify and successfully implement 2-4 expansion initiatives per key account annually
- Sales Velocity: Demonstrate consistent improvement in sales cycle length and deal closure rates through disciplined process execution
- Forecast Accuracy: Maintain 85%+ forecast accuracy month-over-month with clear line of sight to quota achievement
- Stakeholder Management: Build strong internal and external relationships; drive collaborative execution across teams





REQUIRED EXPERIENCE & CORE COMPETENCIES

Experience Requirements

- 7-15 years of progressive enterprise sales experience, with a minimum of 4-6 years in Key Account Management or Strategic Account Management roles
- 4+ years of successful experience managing large-ticket enterprise deals
- Proven track record in the Technology/SaaS/Fintech sector, with specific experience in the BFSI (Banking, Financial Services, Insurance) domain highly preferred
- Experience managing strategic enterprise accounts while simultaneously hunting for new logo acquisition
- Background with financial data, financial crime management, compliance solutions, or fintech products is a significant plus
- Bachelor's degree in Business, Technology, or related field (Master's degree is a plus but not mandatory)

Core Competencies & Technical Skills

Sales Excellence:

- Proven ability to identify, qualify, and close complex enterprise opportunities
- Exceptional ability to navigate and influence multi-stakeholder, matrix decision-making environments
- Strong consultative and value-based selling approach; ability to reframe solutions around client business outcomes
- Track record of exceeding revenue targets and managing complex sales forecasts
- Demonstrated success with both new logo acquisition and account expansion/retention

Strategic Thinking & Account Planning:

- Ability to develop comprehensive account strategies and sales plans aligned with business priorities
- Strong analytical skills; comfortable with CRM systems, sales metrics, dashboarding, and performance analytics
- Ability to synthesize market trends, competitive intelligence, and customer data into actionable strategies
- Demonstrated ability to identify cross-selling and up-selling opportunities within complex customer environments

Relationship Management & Communication:

- Exceptional interpersonal and communication skills with ability to build trust quickly with C-level executives
- Demonstrated ability to communicate technical concepts in business-focused language
- Strong presentation and storytelling skills; ability to articulate complex value propositions clearly
- Proactive communication style with structured approach to relationship management and issue escalation
- Ability to inspire confidence and credibility with both internal and external stakeholders

Technical & Domain Knowledge:

- Good understanding of financial services, banking operations, and compliance/risk management
- Knowledge of enterprise software, on premise deployment, and cloud solutions
- Fluency with MS Excel, PowerPoint, and CRM systems (Salesforce or similar)
- Fluent spoken and written English; regional language fluency is an advantage

Personal Attributes:

- Entrepreneurial mindset with drive, ownership, and accountability mentality
- Customer-centric orientation with genuine passion for understanding and solving customer challenges
- Results-oriented with proven ability to execute against aggressive targets in fast-paced environments
- Strong networking and business development orientation
- Ability to operate independently as an individual contributor while collaborating effectively with cross-functional teams
- Adaptability and resilience in navigating changing market dynamics and customer needs
- Demonstrates integrity, professionalism, and high ethical standards

LOCATION

Chennai

REPORTING STRUCTURE

Reports to: Chief Business Officer

ADDITIONAL NOTES

- Travel to customer sites and industry events
- Participation in industry events, conferences, and networking forums
- Contribution to the sales organization's knowledge base and best practice documentation

📌 Associate Director Enterprise Sales (Individual Contributor) (Chennai)
🏢 CustomerXPs Software
📍 Chennai