Director – Enterprise Growth

Director – Enterprise Growth

About the role

Key Responsibilities

• Enterprise Sales & Revenue Ownership

• Own and achieve individual sales quotas while contributing to overall business growth.

• Personally manage the complete enterprise sales cycle, including prospecting, discovery, qualification, proposals, commercial negotiations, and deal closure.

• Acquire new enterprise clients and build a consistent pipeline of qualified opportunities.

• Sell consulting-led technology services across Data Engineering, Data Analytics, AI/ML, Generative AI, Cloud Data Platforms, and related solutions.

• Develop and maintain relationships with CXOs, CIOs, CTOs, Chief Data Officers, business heads, and other senior decision-makers.

• Demonstrate a consistent personal track record of closing enterprise deals and generating revenue.

• Team Leadership & Sales Coaching

• Lead and mentor an initial team of approximately two Enterprise Growth Sellers.

• Establish individual targets, account plans, pipeline expectations, and performance metrics.

• Coach sellers on enterprise discovery, opportunity qualification, consultative selling, business cases, value-based selling, and commercial negotiations.

• Participate in strategic meetings and complex deal discussions to improve conversion rates.

• Balance personal quota achievement with team productivity and overall revenue performance.

• Strategic Account & Market Development

• Develop named-account plans and industry-specific sales strategies.

• Identify and pursue enterprise opportunities across BFSI, Retail, and CPG verticals.

• Build relationships with target accounts and develop long-term strategic client partnerships.

• Drive account expansion, cross-selling, and upselling across Muoro's service offerings.

• Identify market trends, customer pain points, competitive positioning, and new business opportunities.

• Establish relationships with enterprise decision-makers and relevant technology ecosystem partners.

• Consultative Selling & Solution Alignment

• Collaborate with the Solutions Architect and CTO to align proposed solutions with client business and technical requirements.

• Translate complex Data & AI capabilities into compelling business value propositions.

• Lead strategic discovery sessions to understand business challenges, technology environments, and customer objectives.

• Develop proposals, presentations, commercial models, and business cases in collaboration with technical teams.

• Ensure alignment between client expectations, proposed solutions, commercials, and delivery capabilities.

• Pipeline Management & Sales Operations

• Maintain a healthy pipeline of qualified enterprise opportunities.

• Own sales forecasting, opportunity reviews, CRM hygiene, and deal progression.

• Track pipeline coverage, win rates, average deal size, revenue attainment, and sales cycle efficiency.

• Establish repeatable sales plays, qualification frameworks, and account development processes.

• Share market feedback, customer insights, and growth recommendations with the Founder/CEO.

Ideal Candidate Profile

• 8–12+ years of experience in enterprise sales, IT consulting, technology services, Data & AI, cloud platforms, or related technology-led businesses.
• Demonstrated success in personally closing enterprise deals and achieving individual sales targets.
• Experience selling consulting-led technology services rather than exclusively transactional products.
• Proven ability to develop enterprise relationships and manage complex, multi-stakeholder sales cycles.
• Experience leading, mentoring, or coaching a small enterprise sales team while retaining direct revenue responsibility.
• Strong understanding of Data Engineering, Data Analytics, AI/ML, Generative AI, Cloud Data Platforms, and modern data ecosystems.
• Exposure to platforms such as Databricks and Snowflake is highly desirable.
• Experience selling to BFSI, Retail, or CPG customers is preferred.
• Strong commercial acumen, negotiation skills, and the ability to build business cases tied to customer outcomes.
• Entrepreneurial mindset with the ability to operate independently in a growing organization.

Preferred Background & Hiring Priorities

Candidates will be prioritized based on the following:

• Proven individual sales performance: A verifiable record of personally closing enterprise deals, achieving quota, and generating new business.
• IT consulting and services sales: Experience selling consulting-led engagements, professional services, data transformation, cloud solutions, or Data & AI services.
• Enterprise customer relationships: Established connections with CXOs, CIOs, CTOs, data leaders, and business decision-makers.
• Relevant industry exposure: Experience in BFSI, Retail, or CPG, with the ability to identify industry-specific business challenges and position relevant solutions.
• Player-coach leadership: Experience managing or mentoring sales professionals while remaining directly involved in prospecting, negotiations, and deal closure.
• Data platform and AI familiarity: Working knowledge of the Data & AI ecosystem, including Databricks, Snowflake, cloud data platforms, and analytics services.
• Business development capability: Ability to create named-account strategies, generate qualified pipeline, convert opportunities, and build repeatable sales motions.

Not the right fit: Candidates whose experience is primarily sales administration, team management, account servicing, or SaaS product sales without demonstrated personal enterprise deal-closing responsibility.

Key Performance Indicators (KPIs)

Performance will be evaluated against mutually agreed targets, including:

• Individual quota attainment and revenue bookings.
• New enterprise logos acquired.
• Qualified pipeline generation and pipeline coverage.
• Team revenue performance and individual seller productivity.
• Win rate and average deal size.
• Existing account expansion and upsell revenue.
• Sales cycle efficiency and opportunity conversion.
• Forecast accuracy and CRM discipline.
• Strategic account development and repeatable sales play creation.

Must-have skills

Enterprise Sales & Revenue Team Leadership & Sales Coaching Consultative Selling