ENTERPRISE SALES ASSOCIATE DIRECTOR/SENIOR MANAGER (INDIVIDUAL CONTRIBUTOR)

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.

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.

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
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
Develop innovative contracting models, alternative commercial structures, and RFP engagement strategies with key accounts
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
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 advantages to maintain brand recall and product priority
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; 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
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

A successful Associate Director of Enterprise Sales will demonstrate:
Account Health: Maintain/grow annual contract value (ACV) and gross revenue retention (GRR) within assigned accounts above 110%




Achieve high Net Promoter Scores (NPS) and customer satisfaction scores within managed accounts
Regularly conduct business reviews and strategic planning sessions with C-level stakeholders at all key accounts
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
Stakeholder Management: 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)

Sales Excellence:
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
comfortable with CRM systems, sales metrics, dashboarding, and performance analytics
Ability to synthesize market trends, competitive intelligence, and customer data into actionable strategies
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
Proactive communication style with structured approach to relationship management and issue escalation
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
Strong networking and business development orientation

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