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 accounts from 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 new 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:
Positive 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

LOCATION
Chennai
REPORTING STRUCTURE
Reports to: Chief Business Officer

📌 Associate Director Enterprise Sales (Chennai)
🏢 Clari5 - A Perfios
📍 Chennai