Associate Director

Job Description

Roles and Responsibilities 

• Work with the Sales Director to drive the overall sales strategy (inbound and outbound) and growth roadmap for selling to the customers in Indonesia 

• Acquire new clients (focus on End clients/Large MR, consulting firms) to meet or exceed quarterly/annual sales quotas 

• Take responsibility for all phases of the complete sales cycle, including pre-sales presentations, client interaction & persuasion, solution design, negotiations, contract terms, and client service requirements 

• Build a strong client engagement and sales pipeline - responsible for forecasting and detailed pipeline management for the geography and customer segments 

• Develop long-term relationships with customers as a consultative solution advisor and not a ‘salesperson.’ 

• Collaborate with Customer Success team to develop account management and growth plans for the existing and new clients 

• Translate sales targets into specific goals for the given geography, customer and industry segments 

• Identify new opportunities in industry verticals in select geographies and drive expansion into them 

• Own the company-level sales target for the region 

• Define GTM strategy/playbooks to expand our business 

• Accurately plan for and forecast sophisticated, long-term sales cycles 

• Motivate and inspire the sales, inside sales and sales operation teams 

• Partner with marketing and customer success teams to align go-to-market message and execution 

• Work closely with our account management team to help influence & shape product/offer direction 

Experience and Qualifications 

• Has a work permit in Indonesia 

• Expert knowledge of quantitative and qualitative research 

• 10+ years of proven results in a primary research qual and quant and/or sales role 

• History of selling to large/mid-sized accounts & closing USD 5 million annually 

• Experience defining a sales strategy and motivating teams to execute upon that strategy 

• Operational rigour - hold your team accountable for operational excellence in CRM hygiene, forecasting, and tracking to KPIs 

• Pedigree of working deals across different buyers, org divisions, and seniority levels 

• Prior ownership of acquiring new logos as well as expanding existing accounts 

• Demonstrated skill in coaching sales team to deliver peak performance 

• Gravitas - personal presence and ability to own the room with prospects/customers; with the ability to roll sleeves up to help the team win 

• Solid skill set in navigating legal, security, and procurement organizations 

• Reliable references that talk to the ability to work well across internal functions and use available resources proactively 

• A builder mentality; easily able to handle a fast-paced, hyper-growth culture while keeping a steady hand to drive the team’s success 

• Experience selling products/solutions a plus