Associate Director - Sales, SMB

This position is posted by Jobgether on behalf of a partner company. We are currently looking for a Associate Director - Sales, SMB in India.

This is a high-impact segment leadership role focused on driving SMB growth across India and APAC, with potential expansion into other global markets. You will own the full SMB sales strategy, shaping how pipeline is built, deals are won, and teams are scaled in a fast-moving SaaS environment. The role blends strategic leadership with hands-on field engagement, requiring close interaction with customers and decision-makers across the region. You will lead distributed sales pods through Team Leads, building predictable, scalable revenue engines while strengthening leadership depth within the organization. A strong emphasis is placed on in-person customer engagement, particularly in high-opportunity markets where relationships directly influence deal success. This is an opportunity to define what “winning” looks like for SMB sales and turn it into a repeatable, high-performance motion.

• Own the SMB sales strategy across India and APAC, defining the long-term vision, growth levers, and execution roadmap for the segment.
• Drive pipeline generation through a strong field-first motion, building and maintaining relationships with SMB decision-makers and technical buyers.
• Develop scalable go-to-market playbooks covering outbound, inbound, and field-led sales motions to ensure predictable revenue outcomes.
• Lead and mentor Team Leads managing AE pods, focusing on leadership development, coaching, and performance optimization.
• Establish commercial discipline across deals, including pricing strategy, multi-year contracts, and revenue quality metrics.
• Partner closely with Marketing, Product, Finance, and Operations to align on pipeline generation, product positioning, and revenue execution.
• Continuously refine sales processes based on market feedback, performance data, and evolving customer needs.

Requirements:

• 8+ years of experience in B2B SaaS sales, including at least 4 years in a leadership role managing a region or sales segment.
• Proven success selling technical solutions such as compliance, security, infrastructure, or developer-focused products to senior technical buyers (CTO, CISO, Head of Engineering).
• Strong track record of building pipeline through field sales and in-person customer engagement.
• Experience designing and scaling repeatable sales motions across outbound, field, and partnership channels.
• Demonstrated ability to develop sales leaders and coach high-performing teams.
• Strong network within SMB or mid-market ecosystems in India is a strong advantage.
• Ability to manage distributed teams and coach effectively in hybrid or remote environments.
• Excellent communication, stakeholder management, and cross-functional collaboration skills.
• Willingness to travel extensively across India and the APAC region.

Benefits:

• Fully remote-first culture with flexibility to work from anywhere.
• Generous learning and development budget to support continuous upskilling.
• Unlimited leave policy supporting work-life balance and personal well-being.
• Comprehensive health, accident, and life insurance coverage for employees and families.
• Home workspace support to build a productive remote work environment.
• Co-working space allowance to support flexible working preferences.
• Strong culture of inclusion, diversity, and psychological safety.
• Opportunity to lead and shape a high-growth SMB sales organization across multiple regions