Director Sales - B2B / AI SaaS

Client - One of the largest eCommerce players, listed and growing across other business verticals

About the Role

We are building a new-age AI Services (AI BPO) business that delivers outcomes—not software. This role is for a sales leader who thrives in ambiguity, enjoys selling new ideas, and can operate at the intersection of AI, services, and enterprise problem-solving. This is not a manage pipeline role. This is a 0–1 and 1–10 sales role where you will work closely with the leadership team to deeply understand customer needs, position our value proposition, and build long-term partnerships that drive business outcomes.

What You Will Do

• Own and drive end-to-end enterprise/SMB sales cycles—from prospecting to closing.
• Define and continuously refine ICP, buyer personas, and buying journeys.
• Personally lead high-stakes deals, discovery conversations, and negotiations.
• Build structured sales motions for selling new, disruptive offerings (not commodity products).
• Map client org structures to identify true decision-makers, influencers, and blockers.
• Develop and iterate on pricing strategies and models (outcome-based, slab-based, pilots, risk-sharing).
• Identify product and service gaps through customer conversations.
• Work deeply with Product, Tech, and Ops to influence roadmap based on market feedback.
• Own continuous improvement of demos—what we show, how we show it, and why it works.
• Coach the team on problem discovery, storytelling, and strategic selling.
• Continuously track competition and adapt sales playbooks accordingly.

What You Will Need

• 7–12 years of experience in B2B sales, with strong exposure to Indian mid-market / enterprise customers.
• Proven hunter mindset with a track record of closing complex, non-obvious deals.
• Experience selling new products, new concepts, or disruptive offerings.
• Strong comfort with cold outreach (calls, emails, LinkedIn).
• Excellent oral/written communication—you can create crisp decks, proposals, and structured documents.
• Demonstrated negotiation strength across pricing, scope, and commercials.
• Strong understanding of technology and AI (you don't need to code, but you must get it).
• Exposure to consultative / solution selling rather than transactional sales.
• Prior experience in a high-growth or 0–1 environment.
• Ability to think strategically while executing tactically.
• High ownership and hunger.
• Sharp problem-identification and analytical skills.
• Bias for action, iteration, and learning.
• Comfortable operating without playbooks.