Job Description ENTERPRISE SALES ASSOCIATE DIRECTOR/SENIOR MANAGERn (INDIVIDUAL CONTRIBUTOR)n Job Descriptionn ABOUT THE ORGANIZATIONn We are a leading Enterprise Financial Crime Management platform, trusted by banks, financial institutions, and insurance companies across India and globally.n 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.n ROLE SUMMARYn 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.n 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.n KEY RESPONSIBILITIESn Enterprise Sales & New Logo Acquisitionn n Own the end-to-end sales cycle for large-ticket enterprise deals (6-12 month cycles), from prospecting through contract closuren Identify, qualify, and nurture high-potential enterprise prospects aligned with organizational targetsn Develop and execute comprehensive sales strategies for each major prospect, including account plans, stakeholder mapping, and deal strategyn Build compelling value propositions tailored to client business challenges, leveraging the organization's 75+ product portfolio and 850+ data sourcesn Navigate complex, multi-layer decision-making structures and manage C-level executive engagement (CIO, CRO, CFO, COO, Business & Product Heads)n Conduct technical discovery sessions, translate client requirements into customized solutions, and work collaboratively with Solutions and Pre-Sales teams to develop pricing and delivery modelsn Manage complex negotiations, objection handling, and contracting for enterprise dealsn Develop innovative contracting models, alternative commercial structures, and RFP engagement strategies with key accountsn Achieve quarterly and annual revenue targets for new business acquisitionn n Strategic Account Management & Expansionn n Manage and grow 4-6 strategic enterprise accounts through relationship depth, trust, and consistent value deliveryn Build and maintain strong relationships with multiple stakeholders within each account, ensuring alignment across functional areasn Conduct regular business reviews and strategic planning sessions with clients to understand evolving business priorities and identify cross-selling and up-selling opportunitiesn Identify expansion opportunities within existing client base (additional products, business lines, use cases) and drive incremental revenue through share-of-wallet growthn Develop and implement sound retention and growth strategies utilizing strong negotiation skills and value-based selling approachesn Serve as the primary point of contact and "face of the company" to key accounts,



ensuring consistently high levels of customer satisfaction and engagementn Inform customers regularly of new product features, solution enhancements, and strategic benefits to maintain brand recall and product priorityn Develop new business initiatives with clients to increase adoption and drive sustainable revenue growthn n Sales Strategy Development & Account Planningn n Develop comprehensive annual sales strategies and account plans for all assigned accounts, aligned with organizational goalsn Build and manage sales pipelines with clear stage definitions, probability assessments, and forecast accuracyn Track account trends, competitive dynamics, and evolving customer needs; adjust strategies to maximize revenue growth and market sharen Define and execute customer acquisition and expansion plans with measurable milestones and KPIsn Collaborate with product, marketing, and customer success teams to develop market-specific go-to-market strategiesn n Relationship Building & Customer Ecosystem Developmentn n Build and nurture a strong ecosystem of internal and external stakeholders (Sales, Solutions, Customer Success, Product, Skilled Services) to ensure exceptional account executionn Demonstrate deep account management standards through proactive communication, issue escalation, and problem resolutionn Drive customer education and awareness through training programs, webinars, and workshops to build product expertise and loyaltyn Manage escalation paths effectively, ensuring timely resolution of customer concerns at appropriate levelsn Mentor junior team members and contribute to building a high-performance sales culturen Maintain detailed and accurate customer relationship management (CRM) documentation and pipeline hygienen n Revenue Growth & Performance Metricsn n Achieve and exceed revenue targets for both new business acquisition and account expansionn Drive month-on-month revenue growth through disciplined pipeline management and forecastingn Improve average deal size and contract value through effective upselling and multi-product bundlingn Monitor key metrics including win/loss rates, sales cycle length, average contract value, customer lifetime value, and retention ratesn Provide regular performance reporting against targets and strategic initiativesn n SUCCESS METRICS & DELIVERABLESn A successful Associate Director of Enterprise Sales will demonstrate:n n Recent Logo Acquisition: Consistently close large-ticket enterprise deals aligned with organizational targets and achieve new business revenue quotan Pipeline Development: Build robust, accurately forecasted pipelines with clear deal progression and realistic conversion probabilityn Account Health: Maintain/grow annual contract value (ACV) and gross revenue retention (GRR) within assigned accounts above 110%n Customer Satisfaction: Achieve high Net Promoter Scores (NPS) and customer satisfaction scores within managed accountsn CXO Engagement: Regularly conduct business reviews and strategic planning sessions with C-level stakeholders at all key accountsn Cross-Sell/Upsell Execution: Identify and successfully implement 2-4 expansion initiatives per key account annuallyn Sales Velocity:



Demonstrate consistent improvement in sales cycle length and deal closure rates through disciplined process executionn Forecast Accuracy: Maintain 85%+ forecast accuracy month-over-month with clear line of sight to quota achievementn Stakeholder Management: Build strong internal and external relationships; drive collaborative execution across teamsn n REQUIRED EXPERIENCE & CORE COMPETENCIESn Experience Requirementsn n 7-15 years of progressive enterprise sales experience, with a minimum of 4-6 years in Key Account Management or Strategic Account Management rolesn 4+ years of successful experience managing large-ticket enterprise dealsn Proven track record in the Technology/SaaS/Fintech sector, with specific experience in the BFSI (Banking, Financial Services, Insurance) domain highly preferredn Experience managing strategic enterprise accounts while simultaneously hunting for new logo acquisitionn Background with financial data, financial crime management, compliance solutions, or fintech products is a significant plusn Bachelor's degree in Business, Technology, or related field (Master's degree is a plus but not mandatory)n n Core Competencies & Technical Skillsn Sales Excellence:n n Proven ability to identify, qualify, and close complex enterprise opportunitiesn Exceptional ability to navigate and influence multi-stakeholder, matrix decision-making environmentsn Strong consultative and value-based selling approach; ability to reframe solutions around client business outcomesn Track record of exceeding revenue targets and managing complex sales forecastsn Demonstrated success with both new logo acquisition and account expansion/retentionn n Strategic Thinking & Account Planning:n n Ability to develop comprehensive account strategies and sales plans aligned with business prioritiesn Strong analytical skills; comfortable with CRM systems, sales metrics, dashboarding, and performance analyticsn Ability to synthesize market trends, competitive intelligence, and customer data into actionable strategiesn Demonstrated ability to identify cross-selling and up-selling opportunities within complex customer environmentsn n Relationship Management & Communication:n n Exceptional interpersonal and communication skills with ability to build trust quickly with C-level executivesn Demonstrated ability to communicate technical concepts in business-focused languagen Strong presentation and storytelling skills; ability to articulate complex value propositions clearlyn Proactive communication style with structured approach to relationship management and issue escalationn Ability to inspire confidence and credibility with both internal and external stakeholdersn n Technical & Domain Knowledge:n n Good understanding of financial services, banking operations, and compliance/risk managementn Knowledge of enterprise software, on premise deployment, and cloud solutionsn Fluency with MS Excel, PowerPoint, and CRM systems (Salesforce or similar)n Fluent spoken and written English; regional language fluency is an advantagen n Personal Attributes:n n Entrepreneurial mindset with drive, ownership, and accountability mentalityn Customer-centric orientation with genuine passion for understanding and solving customer challengesn Results-oriented with proven ability to execute against aggressive targets in fast-paced environmentsn Strong networking and business development orientationn n LOCATIONn Mumbain REPORTING STRUCTUREn Reports to: Chief Business Officer

📌 Enterprise Sales Manager (Raigarh)
🏢 Clari5 - A Perfios
📍 Raigarh