This role is for one of Weekday’s clients
Min Experience: 8+ years
Location: Gurgaon, Haryana, India, Bengaluru, Karnataka, India
JobType: full-time
We are seeking a results-driven Director – Enterprise Growth to drive enterprise sales, expand strategic accounts, and lead a high-performing team of enterprise growth sellers. This is a hands-on leadership role that combines individual quota ownership with team development, strategic account planning, and revenue growth.
The ideal candidate will have 8–12+ years of experience in enterprise consulting, technology services, data and AI, or cloud sales, with a proven track record of closing complex enterprise deals and coaching sales professionals. The role requires a strong individual contributor who can lead by example while building scalable sales strategies and improving overall team productivity.
Requirements
Key Responsibilities
- Revenue and Quota Ownership: Own individual sales targets and drive seller productivity while maintaining direct involvement in enterprise sales opportunities and deal closures.
- Team Leadership: Lead and mentor an initial team of approximately two enterprise growth sellers, improving their sales effectiveness, pipeline generation, and overall performance.
- Strategic Account Planning: Develop named-account plans, vertical-specific strategies, and targeted approaches to penetrate enterprise accounts and drive new business.
- Enterprise Deal Execution: Personally participate in strategic discovery, opportunity qualification, proposal development, commercial negotiations, and deal closure.
- Sales Coaching: Coach sellers on enterprise discovery, qualification frameworks, business case development, stakeholder management, and commercial negotiation.
- Technical Solutioning: Collaborate with the RSA and CTO to align technical solutions with customer requirements, business objectives, and enterprise sales opportunities.
- Account Management and Expansion: Own account management and revenue expansion across the team's portfolio, identifying opportunities for cross-selling, upselling, and long-term customer growth.
- Pipeline and Forecast Management: Maintain strong pipeline visibility, accurate forecasting, and disciplined opportunity management across the team.
- Sales Strategy and Enablement: Identify repeatable sales plays, refine go-to-market approaches, and communicate insights, opportunities, and recommendations to the VP.
- Performance Management: Monitor individual and team performance, identify productivity gaps, and implement strategies to improve conversion rates and revenue outcomes.
Must-Have Skills
- Strong experience in Technology Services and enterprise sales.
- Expertise in Data and AI, cloud solutions, or related technology offerings.
- Proven track record of personally closing complex enterprise deals and achieving individual sales quotas.
- Experience leading, coaching, and improving the productivity of enterprise sales professionals.
- Strong understanding of enterprise sales cycles, account planning, opportunity qualification, and commercial negotiations.
- Ability to balance individual sales execution with team leadership and strategic growth initiatives.
- Excellent communication, stakeholder-management, and business development skills.
Good-to-Have Skills
- Experience in enterprise consulting and solution-led sales.
- Exposure to data engineering, AI solutions, cloud transformation, or digital services.
- Experience developing vertical-specific sales strategies and repeatable enterprise sales playbooks.
- Strong understanding of enterprise buying processes, account expansion strategies, and complex commercial structures.
Candidate Profile
Experience: 8–12+ years in enterprise consulting, technology services, Data & AI, cloud sales, or a related field.
The ideal candidate is a hands-on enterprise seller with demonstrated success in closing strategic deals and leading sales professionals. They should combine commercial acumen, technical understanding, and a coaching mindset to drive individual performance while building a disciplined and scalable enterprise growth function.
Key Performance Indicators (KPIs)
- Individual quota attainment
- Team pipeline generation and coverage
- New-logo bookings
- Account expansion and revenue growth
- Sales win rate
- Average deal size
- Seller productivity and performance
- Forecast accuracy