This is with our client – They are redefining procurement intelligence. They are a leading next-generation, enterprise-grade platform that uses modular AI agents to transform how businesses manage sourcing, negotiations, onboarding, compliance, and spend – autonomously.
Job Title: Associate Sales Director / Senior Account Executive (B2B)
Experience: 8 – 12 years
Location: Bangalore – Work From Office (WFO)
Role Snapshot
As an Associate Sales Director, you’ll own the full sales cycle with a focus on hunting and closing new enterprise logos. You’ll partner with SDRs and Marketing to drive pipeline, while also self-sourcing high-value opportunities. Success here means not just closing deals, but building executive-level trust, driving consensus across stakeholders, and crafting value-led business cases that accelerate enterprise adoption.
You’ll be working on deal sizes ranging from $150k to $2M+, where complex buying committees
and multi-threaded relationships are the norm.
Core Area
Pipeline Acceleration & Deal Sourcing
• Own pipeline for your target accounts – sourced via SDRs, Marketing, and self-prospecting.
• Build account plans and guide SDRs to maximize coverage and penetration.
• Open new doors by mapping and multithreading into C-level and functional leaders.
Discovery, Value Engineering & Business Cases
• Lead deep discovery to surface customer pain, impact and urgency.
• Build compelling, value-led business cases (ROI, TCO, payback) that align with CFO and CPO priorities.
• Apply frameworks like MEDDIC to drive qualification and control complex deal cycles.
Stakeholder Management & Enterprise Selling
• Navigate multi-stakeholder deals with confidence and precision.
• Build executive-level relationships and influence decision-making at the boardroom level.
• Present and negotiate in person with CXOs – from procurement to finance to operations.
Collaboration & Account Leadership
• Drive structured account planning and orchestrate SDRs, Solution Consultants, and Marketing around target accounts.
• Partner with product and leadership to ensure customer needs shape positioning.
• Share learnings from the field to continuously refine GTM playbook.
Closing & Expansion
• Own the close – from negotiation through contract execution.
• Consistently achieve and exceed quota targets.
You’ll Thrive Here If You Have
- 8-12 years of SaaS sales experience, with a strong record of hunting and closing new logos.
- Experience selling to enterprise customers in India and/or the US
- A proven track record of handling and closing deal sizes between $150k and $2M+.
- Proven command of enterprise sales frameworks (MEDDIC or equivalent).
- Expertise in building value-led business cases that resonate with CFOs and procurement leaders.
- Comfortable presenting to C-level executives and negotiating high-stakes deals.
- Curiosity, experimentation, and a willingness to travel as needed.
Nice-to-have:
Procurement tech or supply chain SaaS sales experience.
What’s In It For You
- Close deals that transform procurement at global enterprises.
- Be part of a high-performance GTM team building a $10M+ SaaS rocketship.
- Competitive salary, perks, and accelerators that reward top performers.
- Clear growth path to senior enterprise sales leadership.
- An open, bias-for-action culture where your impact is visible every quarter.
