Sales Director

Sales Director – India
Reports to (Job title):
VP Global Sales
Department: Finance Sales
Sub-department:
India – North, East, South & West Territories
# Direct reports:
16–20 Hunters (4–5 per territory: North, East, South, West), plus Product sales Experts and MidMarket player coach
A. Please indicate what the primary focus of the function is: please choose between both options. It is not possible to select both options.
Focus is on technical expertise and individual contribution
(Individual contribution – the position is rather focused on technical expertise than people, project or process management)
Focus is on management
(the focus of the position is on people, project and process management)
B. Mission: Describe below the primary purpose and function of this job. Why does the job exist in the company?
Please formulate your answer as follows: which activities (a,b,c) will need to be completed in order to obtain the following results (x,y,z).
The Sales Director – India is responsible for leading new-customer acquisition across the India region, organized into four territories: North, East, South, and West. This is a hands-on leadership role responsible for building and managing a high-performing acquisition sales team of 4–5 Hunters per territory (16–20 in total), alongside Enterprise Account Directors who report into this role. The role exists to give the region a dedicated leader who can convert market opportunity into new enterprise accounts across all four territories, while developing and coaching the team responsible for closing and expanding them.
C. Key roles and responsibilities: List up to 5 - 7 key roles and responsibilities of this job. Additionally, please indicate the percentage of time spent on a monthly basis for each role/responsibility.
Roles/Responsibilities
Own the new-customer acquisition strategy and revenue targets for the India region, across all four territories — North, East, South, and West
Recruit, lead, and coach a team of 4–5 Hunters per territory (16–20 in total across North, East, South, and West), plus Enterprise Account Directors, directly managing their pipeline, deal strategy, and performance against quota
Maintain and optimize the go-to-market plan across the four territories, including account segmentation, territory coverage, and pricing strategy in coordination with global sales leadership
Build a scalable, repeatable sales process covering prospecting, qualification, negotiation, and closing of new business across all four territories, including named/enterprise accounts owned by Enterprise Account Directors
Partner with Marketing to align demand-generation activity with sales capacity and regional priorities
Establish and monitor key acquisition metrics — pipeline coverage, conversion rates, average deal size, and sales cycle length — and provide accurate forecasting to regional and global leadership
Act as the primary point of contact for major new-logo negotiations, stepping in on strategic Enterprise Account Director-led deals as needed, and represent the company at regional industry events
Manage the Midmarket sales leader who will be responsible for the acquisition motion for all non-enterprise clients
D. Financial responsibility: are you responsible for an operational budget. If so, please provide an indication on the budget size (EUR)
Direct revenue responsibility — Yes
Operational budget ownership — Yes (India acquisition sales budget)
F. Job requirements and qualifications: Indicate the minimum education and experience for this job, competencies required
Minimum education:
Bachelor's degree in Business, Marketing, or a related field; MBA preferred
Minimum experience:
8+ years of B2B sales experience, with at least 3 years in a sales leadership role focused on new-customer acquisition. Proven track record building and scaling acquisition sales teams within the Indian market, including direct management of senior account roles such as Enterprise Account Directors.
Language skills:
English — full professional proficiency (written and verbal); proficiency in Hindi and/or additional regional languages is an advantage
Required competencies:
People leadership and coaching, direct management of senior account roles (e.g. Enterprise Account Directors), new-business hunting, regional go-to-market strategy, forecasting and pipeline management, cross-functional collaboration with global sales leadership.

Work arrangement
No