Associate Vice President - Enterprise Sales

You are being hired as an Associate Director, Enterprise Sales to take charge of building and leading the corporate sales team at the company. Your primary responsibility will be to oversee Pan-India enterprise revenue focusing on Business Information Reports (BIR), soft B2B Collections, and adjacent risk/KYB services. Your role will involve leading and expanding a high-performing field team, securing key accounts, increasing multi-LOB adoption, and ensuring disciplined deal governance and forecasting. Your target market segments will include large corporates, conglomerates, procurement-heavy enterprises, and fast-growing mid-market companies. Key Responsibilities: - Own the Plan: Meet quarterly/annual bookings, revenue, and gross margin targets; maintain a 3:4 pipeline coverage with accurate stage hygiene and forecasts. - Enterprise Acquisition: Drive new customer acquisitions in priority verticals such as FMCG, Pharma, Auto, Infra/EPC, Metals, IT/ITeS, and Logistics; identify key buying centers within these organizations. - Strategic Account Management: Establish and nurture executive relationships with key stakeholders like CFOs, CPOs, and Heads of Risk; conduct Quarterly Business Reviews (QBRs) and develop success plans for client retention and expansion. - Vertical GTM: Develop Ideal Customer Profiles (ICPs), value propositions, and industry-specific case studies; collaborate with Marketing to execute Account-Based Marketing (ABM) campaigns and participate in industry events and associations. - Customer Onboarding: Ensure smooth handover of clients to the Delivery team; agree on turnaround time (TAT), quality metrics, escalation procedures, and adoption milestones. - Partnerships/Alliances: Form referral and channel partnerships with insurers, Export Credit Agencies (ECAs), procurement/ERP platforms, and international associates to facilitate cross-border transactions. Preferred Candidate Profile: - 10-15+ years of experience in enterprise sales within B2B information services, risk/credit analytics, collections, fintech/SaaS, or related fields, consistently exceeding sales quotas. - Previous team leadership experience, preferably managing other managers, demonstrating a track record of team building and scaling. - Proficiency in CXO-level selling and adept at navigating complex multi-stakeholder deals involving Finance, Procurement, Risk, Legal, and IT/InfoSec departments. - Exceptional skills in negotiation, communication, and executive presence, coupled with strong commercial acumen and focus on maintaining profit margins. - A Bachelor's degree is required; an MBA or equivalent qualification would be advantageous. You are being hired as an Associate Director, Enterprise Sales to take charge of building and leading the corporate sales team at the company. Your primary responsibility will be to oversee Pan-India enterprise revenue focusing on Business Information Reports (BIR), soft B2B Collections, and adjacent risk/KYB services. Your role will involve leading and expanding a high-performing field team, securing key accounts, increasing multi-LOB adoption, and ensuring disciplined deal governance and forecasting. Your target market segments will include large corporates, conglomerates, procurement-heavy enterprises, and fast-growing mid-market companies.
Key Responsibilities: - Own the Plan: Meet quarterly/annual bookings, revenue, and gross margin targets; maintain a 3:4 pipeline coverage with accurate stage hygiene and forecasts. - Enterprise Acquisition: Drive new customer acquisitions in priority verticals such as FMCG, Pharma, Auto, Infra/EPC, Metals, IT/ITeS, and Logistics; identify key buying centers within these organizations. - Strategic Account Management: Establish and nurture executive relationships with key stakeholders like CFOs, CPOs, and Heads of Risk; conduct Quarterly Business Reviews (QBRs) and develop success plans for client retention and expansion. - Vertical GTM: Develop Ideal Customer Profiles (ICPs), value propositions, and industry-specific case studies; collaborate with Marketing to execute Account-Based Marketing (ABM) campaigns and participate in industry events and associations. - Customer Onboarding: Ensure smooth handover of clients to the Delivery team; agree on turnaround time (TAT), quality metrics, escalation procedures, and adoption milestones. - Partnerships/Alliances: Form referral and channel partnerships with insurers, Export Credit Agencies (ECAs), procurement/ERP platforms, and international associates to facilitate cross-border transactions.
Preferred Candidate Profile: - 10-15+ years of experience in enterprise sales within B2B information services, risk/credit analytics, collections, fintech/SaaS, or related fields, consistently exceeding sales quotas. - Previous team leadership experience, preferably managing other managers, demonstrating a track record of