Associate Director - Enterprise Sales - B2B SaaS

Sales:

- End to end pipeline management: Shepherd deals from first touch to close; Concretely define different stages of the funnel and optimise them

- Sourcing: While you will have access to some leads (marketing, BDRs), you will be responsible for sourcing atleast some of your own leads. Iterate and experiment with messaging - outbound email sequences, inbound lead responses etc

- Discovery and demos: Lead discovery calls, Conduct compelling product demos for prospects; Work with Engineering to create custom demos that drive higher impact

- Pilots: Manage pilots (free trials) 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 (free trials), you will need to project manage deals and steer them to victory through sheer hustle and proactiveness. Whether it is internal coordination with engineers, or external follow ups with prospects, the deal owner (you) will need to act as a force of nature.

Partnerships:

- In an early stage startup, people are expected to wear multiple hats. Atleast some of your bandwidth will be devoted to building out a partnerships motion for Zenskar.

- Iterate to figure out a scalable and revenue generating partnerships motion by running experiments with a quick feedback loop.

Ideal Candidate:

- 9+ years of experience selling B2B SaaS to US customers

- 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.

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.