Associate Director - Sales, SMB

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Associate Director - Sales, SMB based in India.

This is a high-impact sales leadership role responsible for driving SMB growth across India and APAC, with potential expansion into other international markets.
You will own the end-to-end segment strategy, building a predictable and scalable revenue engine across outbound, inbound, and field-led motions.
The role combines hands-on market presence with strategic leadership, where in-person customer engagement is a core driver of pipeline creation.
You will lead and develop Team Leads who manage pods of Account Executives, focusing on building strong, autonomous sales leaders.
Beyond execution, you will define the long-term SMB vision, shaping go-to-market direction and commercial strategy for the region.
This is a field-first, entrepreneurial environment where leadership is measured by both revenue outcomes and team capability building.
You will collaborate cross-functionally with Marketing, Product, Finance, and Operations to drive aligned and scalable growth.

• 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 teams and maintain strong 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.

Benefits:

• Fully remote-first work culture with flexibility to work from anywhere
• Generous coworking allowance for flexible work environments
• Annual learning and development budget to support professional growth
• Unlimited leave policy for improved work-life balance
• Comprehensive health insurance coverage for you and your family
• Accident and life insurance coverage for financial security
• Home office setup support to create a productive workspace
• Opportunity to lead and scale a high-growth SMB segment across international markets
• Strong ownership-driven culture with high autonomy and impact.