Director - Strategic Accounts @ Clear (ClearTax) Aviate

About Aviate

Job Description

About the Role We are looking for a Director Strategic Accounts to lead build a GTM motion of acquiring Strategic Accounts having ARR potential >1Cr over a period of 2-3 years through land and expansion strategy. Roles and Responsibilities Set ARR and Pipeline goals for the team and define individual rep targets on output and input metrics for full year broken down by quarter and month Work with Sales Ops to refine the NAL for Strategic Accounts and drive account allocation between reps Partner with SDR & Marketing leadership on creating a targeting plan for strategic accounts - involving multi-channel touchpoints Co-build a strategy on leveraging partners to penetrate deep into strategic accounts (co-build it with LT Members) Drive 100% adherence of the discovery & solutioning process on all deals in the pipeline Build a right pre-sales coverage model alongside pre-sales leadership - i.e., which accounts to have pre-sales engaged and at what frequency Lead from the front - Do value articulation himself/ herself in large accounts using the discovery & solutioning done by the team Support team with negotiation tactics to help in closing deals at the right price, lead negotiations for key deals and manage objections Requirements: Over all 12-15 years of experience in sales, with a focus on strategic accounts or enterprise-level clients in the B2B SaaS space. Proven track record of successfully managing large accounts and achieving sales targets. Experience in sales leadership and team management, with a strong ability to motivate and guide teams to success. Selling to Indian customers is mandatory Understanding of Tax Compliance processes in preferred (not mandatory) - E-invoicing, E-way bill, GST, Direct Taxes, and evolving regulations such as IMS Familiarity with enterprise resource planning (ERP) systems and financial tools.,