Associate Director

Job Description

Roles and Responsibilities

 

• Work with the Founders to drive the overall sales strategy (inbound and outbound) and growth roadmap for selling to the customers across the Singapore
• 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 as 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/offering direction

Experience and Qualifications
 

• 5+ years of proven results in a sales role
• Has work permit in Singapore
• 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