Company
SaaS
AssociateDirector-Sales,SMB
Neural analysis suggests this role is
optimal for Director candidates.
“Associate Director - Sales, SMB. Skills: SMB segment strategy, pipeline engine, go-to-market playbooks, leadership development, commercial acumen. Own and drive SMB segment strategy across India and APAC, defining long-term growth plans, revenue targets, and execution frameworks for sustainable expansion. Build and scale a field-led pipeline engine, actively engaging with SMB decision-makers and establishing in-person relationships that convert into revenue opportunities. Develop structured go-t”
What You'll Achieve.
Own and drive SMB segment strategy across India and APAC, defining long-term growth plans, revenue targets, and execution frameworks for sustainable expansion.
Industry & Context.
revenue predictability; revenue opportunities
Based in or willing to operate from a major Indian metro (Bengaluru, Mumbai, Delhi, Hyderabad) with high travel flexibility across India and APAC.
What They're Looking For.
Must Have
You are a seasoned B2B SaaS sales leader with deep experience in building and scaling revenue teams in technical, complex sales environments. You bring a mix of strategic thinking, field execution, and leadership development capability. 8+ years of experience in B2B SaaS sales, including at least 4+ years in sales leadership roles owning a region or segment. Proven experience selling technical or enterprise solutions such as security, compliance, infrastructure, or developer tools to senior technical buyers (CTO, CISO, Head of Engineering). track record of building pipeline through field sales and in-person customer engagement, not solely reliant on inbound channels. Experience designing and scaling repeatable sales motions across outbound, field, and partner-led channels. Demonstrated ability to develop leaders and elevate high-performing individual contributors into management roles. commercial acumen with experience managing forecasting, deal structuring, and revenue targets in complex sales cycles. Ability to lead distributed teams and maintain accountability across remote and geographically dispersed environments. Based in or willing to operate from a major Indian metro (Bengaluru, Mumbai, Delhi, Hyderabad) with high travel flexibility across India and APAC.
What You'll Do.
Own and drive SMB segment strategy across India and APAC, defining long-term growth plans, revenue targets, and execution frameworks for sustainable expansion.
Build and scale a field-led pipeline engine, actively engaging with SMB decision-makers and establishing in-person relationships that convert into revenue opportunities.
Develop structured go-to-market playbooks across outbound, inbound, and field motions, ensuring repeatability and scalability across teams.
Lead, coach, and develop Team Leads, enabling them to independently manage AE pods and evolve into sales leaders.
Establish commercial rigor across the segment, including pricing discipline, deal structuring, multi-year contracts, and revenue predictability.
Partner cross-functionally with Marketing, Product, Finance, and Operations to align execution with broader business objectives and growth initiatives.
How You'll Work.
Team & Collaboration
Partner cross-functionally with Marketing, Product, Finance, and Operations to align execution with broader business objectives and growth initiatives.
Full Job Description
## Accountabilities Own and drive SMB segment strategy across India and APAC, defining long-term growth plans, revenue targets, and execution frameworks for sustainable expansion. Build and scale a strong field-led pipeline engine, actively engaging with SMB decision-makers and establishing in-person relationships that convert into revenue opportunities. Develop structured go-to-market playbooks across outbound, inbound, and field motions, ensuring repeatability and scalability across teams. Lead, coach, and develop Team Leads, enabling them to independently manage AE pods and evolve into strong sales leaders. Establish commercial rigor across the segment, including pricing discipline, deal structuring, multi-year contracts, and revenue predictability. Partner cross-functionally with Marketing, Product, Finance, and Operations to align execution with broader business objectives and growth initiatives. Requirements: You are a seasoned B2B SaaS sales leader with deep experience in building and scaling revenue teams in technical, complex sales environments. You bring a strong mix of strategic thinking, field execution, and leadership development capability. 8+ years of experience in B2B SaaS sales, including at least 4+ years in sales leadership roles owning a region or segment. Proven experience selling technical or enterprise solutions such as security, compliance, infrastructure, or developer tools to senior technical buyers (CTO, CISO, Head of Engineering). Strong track record of building pipeline through field sales and in-person customer engagement, not solely reliant on inbound channels. Experience designing and scaling repeatable sales motions across outbound, field, and partner-led channels. Demonstrated ability to develop leaders and elevate high-performing individual contributors into management roles. Strong commercial acumen with experience managing forecasting, deal structuring, and revenue targets in complex sales cycles. Ability to lead distributed team
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