Sales Director

Overview

In this role you will define and execute the company’s go-to-market strategy to accelerate growth and diversify the sales model. You will shape target segments, channels, and partnerships, while building a scalable sales process and a strong revenue engine. You’ll own revenue, pipeline, and key commercial KPIs, aligning closely with product and technology teams to improve the offer and pricing. This is a hands-on leadership role with room to scale the go-to-market function and partnerships as the business grows.

Responsibilities

• Define and execute go-to-market strategy and growth initiatives
• Identify high-value segments, markets and commercial opportunities
• Balance direct sales, digital acquisition and partnerships
• Develop a repeatable, scalable sales process
• Establish sales targets, pipeline expectations and KPIs
• Shift from online-led acquisition to broader commercial model
• Test, learn and refine the commercial model based on market feedback
• Personally drive key commercial opportunities while enabling scale
• Own revenue generation, pipeline and forecast performance
• Collaborate with the existing salesperson and grow the wider sales capability
• Drive new customer acquisition and growth of key accounts
• Build relationships with senior customers and decision-makers
• Create and maintain a consistent sales methodology and process
• Maintain qualified pipeline coverage and forecast accuracy
• Ensure commercial activity is tracked in Zoho CRM
• Monitor performance and act early if off plan
• Identify and develop strategic partnerships and an scalable partner model
• Understand customer needs and use feedback to inform pricing and GTM decisions
• Retain and grow the existing customer base; identify expansion opportunities
• Develop high-performance, entrepreneurial culture and scale infrastructure
• P&L ownership including budgets, forecasts, pricing and discounting
• Manage receivables and working capital
• Address performance variances early

Key requirements

• Experience in SaaS, technology or digitally enabled business
• Strong understanding of go-to-market strategy and sales-led growth
• Experience building or improving sales processes and routes to market
• Experience leading and developing a sales or commercial team
• Strong business development and customer acquisition experience
• Experience developing partnerships or indirect routes to market
• Understanding of SaaS pricing, customer economics and recurring revenue models
• Experience collaborating with product and technology teams
• Commercial and financial understanding with P&L ownership or equivalent
• Track record of growing a business, product or commercial function
• Hands-on, independent decision-maker who resists micromanagement

• strategic thinking
• cross-functional collaboration
• entrepreneurial mindset
• Zoho CRM
• P&L management
• pricing strategy

…