About the role:
Reporting to the Global Director of Sales - Mid Market, this is a key and strategic role that requires a balance of strategy, active leadership, and a roll-up-your-sleeves, team-centric attitude. We’re looking for highly motivated individuals with experience working in fast-paced, high-growth, B2B SaaS organizations, ideally with experience in selling to finance and procurement teams or a background in Fintech. Our buyers are accountants, controllers, and procurement people, in teams that are part of the Office of the CFO. This is a chance to flex your strategic muscles, be the first on-site leader of the account executives in our Bangalore office, and contribute to building a new arm within our established global GTM organization.
As we embark on this journey to expand our employee base in Bangalore, you’ll be tasked with the opportunity to build and lead a high-performing Sales team from the ground up, truly making your mark with Airbase.
This role is required to be on-site in the Bangalore office. Transportation, snacks, and meals will be provided. Working hours are 6 pm IST - 3 am IST (Eastern Time Zone business hours)
What you'll do:
- Build, hire, and lead a best-in-class Mid Market AE team
- Help Airbase become the leading Procure to Pay platform for mid-market and early enterprise
- Meet and exceed net new revenue goals within the mid-market segment
- Lead from the front by being on important customer calls with your AEs. Give them executive support to do multi-level selling, coach them on deals
- Build scalable, repeatable sales motions that lead to consistent results. Our sales motions cover multiple stakeholders and have characteristics of enterprise sales
- Build pipeline consistently, with the help of marketing, outbound BDRs, channel partners, and with your AEs
- Maintain an accurate revenue forecast
- Build an operating cadence with your team that is aligned with the rest of the GTM team
- Build and nurture partnerships with cross-functional stakeholders like sales enablement, BDRs, customer success, solution consulting, partnerships, and product and onboarding teams, to put the customer first and win new logos
- Confidently work with C-level executives internally and externally
- Be a subject matter expert in Procure to Pay both internally and towards our customers, understand the value Airbase provides, and be able to demonstrate this to our prospects.
What you'll bring:
- 7+ years of full cycle sales experience in the Mid-market segment, specifically with SaaS products (fintech, spend management, and procurement software a big plus)
- 3+ years of experience leading a SaaS direct sales team with demonstrated ability to mentor, motivate, and engage distributed teams across cultures and geographies
- Strong customer-facing and presentation skills with the ability to establish credibility with, and influence internal and external stakeholders
- Experience working with a sales-led growth (SLG) motion, and with teams sourcing opportunities in collaboration with an in-house business development team
- Multi-level selling
- Deep expertise in negotiating and navigating contracts and legal discussions
- Low ego and builds connections fast with stakeholders
- Excellent communication and presentation skills
- A builder with strong analytical, conceptual, and problem-solving abilities
- Ability to forecast and provide pipeline updates
We offer competitive cash compensation and equity packages, comprehensive benefit plans, parental leave, and generous time off for all of our full-time roles.
