Director Of Sales – Saas (enterprise / B2b)

Experience: 8–10 Years
Role Level: Senior Leadership
Work Mode: Hybrid
Working Days: 5 Days
Location: Indiranagar, Bengaluru
Education: Graduation (Mandatory)

Position Summary

we are seeking a Director of Sales to lead and scale our global enterprise SaaS revenue function, with a strong focus on the US market.

In this role, you will own revenue outcomes end-to-end, build a high-performing sales organisation, and create a predictable, scalable enterprise sales engine. You will work closely with cross-functional leaders to shape the go-to-market strategy, strengthen sales execution, and drive sustained growth across regions.

This role is ideal for a hands-on sales leader who thrives in complex enterprise environments, enjoys building teams and processes from the ground up, and has successfully closed and scaled large, multi-stakeholder enterprise deals.

What You Will Own

Enterprise Revenue & Pipeline Ownership

• Own global enterprise revenue, with the US market as the primary focus

• Build and maintain a strong, predictable pipeline across inbound and outbound motions.

• Drive accurate forecasting, deal with inspections, and revenue governance.

• Improve win rates, deal quality, and sales velocity.

• Lead large, complex, multi-stakeholder enterprise deals through closure

Team Leadership & Coaching

• Lead, mentor, and scale a high-performing sales team (SDRs, AEs, pods)

• Build a culture of accountability, execution excellence, and continuous learning.

• Coach the team on enterprise selling, negotiation, and executive conversations.

• Define and track clear KPIs, performance standards, and operating rhythms.

• Manage and develop 10+ team members, including frontline managers if applicable.

GTM Strategy, Sales Enablement & Cross-Functional Leadership

• Partner with Marketing to improve top-of-funnel quality, ICP alignment, and campaigns

• Collaborate with Product and Engineering to bring customer insights into roadmap decisions.

• Build and refine sales playbooks, messaging, qualification frameworks (MEDDIC/BANT), and competitive positioning.

• Strengthen sales enablement through onboarding, training, content readiness, and deal support.

• Work closely with RevOps to ensure CRM hygiene, reporting accuracy, and forecasting discipline.

• Ensure seamless alignment across Sales, Customer Success, Marketing, and Product.

Operational Excellence

• Implement best-in-class enterprise sales processes.

• Improve funnel efficiency using data, insights, and process optimisation.

• Introduce mechanisms that drive speed, accountability, and deal predictability.

• Build a repeatable, scalable, and metrics-driven sales engine.

Mandatory Requirements (Non-Negotiable)

• 5+ years of experience in B2B SaaS or enterprise technology sales

• Deep enterprise sales experience, handling large and complex deals

• Proven track record of driving $5M+ annual enterprise revenue (preferably $10M+)

• US enterprise sales exposure with a strong understanding of US sales cycles

• 2+ years of people leadership experience

• Experience managing a sales team of 10+ members (SDRs & AEs)

• Hands-on experience building, executing, and scaling sales strategies

• Experience managing both inbound and outbound sales motions

• Comfortable leading global revenue, with the US as a primary market

• Based in Bengaluru or willing to relocate

Preferred Background

• Experience in cybersecurity, deep tech, or complex technical products

• Exposure to VAR, consultative, or multi-product enterprise sales models

• Strong understanding of enterprise buying committees and long sales cycles

Who You Are

• A strategic thinker with a strong bias for execution

• A confident people leader and coach

• Data-driven, structured, and process-oriented

• An excellent communicator with executive presence

• Comfortable operating in high-growth, high-accountability environments

• Skilled at influencing cross-functionally and navigating enterprise complexity

What’s Offered

• Opportunity to own and scale a global enterprise revenue

• High-impact leadership role in a fast-growing SaaS environment

• Competitive compensation aligned with seniority and impact

• Performance-linked incentives

• Hybrid work model with a collaborative leadership team