Associate Director -Sales

We are seeking a highly driven and commercially focused Associate Director - Sales to expand Codilar's presence

in the US market. This role will be responsible for generating new business opportunities, nurturing prospects

throughout the sales funnel, and driving revenue growth through both outbound and inbound sales initiatives.

The ideal candidate will have 7-10 years of experience in IT Services sales with a strong background in outbound

prospecting, cold calling, LinkedIn outreach, email campaigns and enterprise account development. The candidate

should possess excellent communication skills, a consultative sales approach, and the ability to engage with business

and technology decision-makers across target industries.

This role will work closely with marketing, presales, solutioning and delivery teams to identify opportunities,

qualify prospects, and convert them into long-term clients.

Key Responsibilities

A) Outbound Business Development

Target Client Repository

● Build, maintain and continuously enhance a target account database focused on the US market

● Identify and prioritize high-potential prospects across key industries and market segments

Outbound Sales

● Execute outbound sales campaigns through cold calling, LinkedIn outreach, email marketing and

networking activities

● Generate qualified meetings and business opportunities through proactive prospect engagement

Lead Nurturing Across Funnel

● Nurture prospects throughout the sales lifecycle from initial contact to opportunity creation

● Develop and execute follow-up strategies to improve engagement and conversion rates

Client Meetings

● Conduct virtual and in-person meetings with prospects to understand business objectives and challenges

● Build relationships with key stakeholders and decision-makers

Discovery & Requirement Understanding

● Conduct discovery sessions to identify client requirements, business goals, technology landscape and

project expectations

● Document findings and collaborate with internal teams for solution development

Solution Mapping & Pitching

● Work with the DX team to develop tailored proposals and solution presentations

● Present Codilar's capabilities and value proposition effectively to prospective clients

Enterprise Deal Development

● Identify and pursue enterprise-level opportunities within target accounts

● Develop account penetration strategies and stakeholder engagement plans

Event Engagement & Partnerships

● Participate in industry events, webinars, conferences and networking activities

● Build relationships with technology partners, consultants and ecosystem stakeholders to drive referrals

and business opportunities

Competition & Account Mapping

● Conduct market and competitor analysis to identify opportunities and strengthen sales positioning

● Develop account intelligence and right-to-win strategies

Prospecting & Outreach Activities

● Drive consistent prospecting efforts through cold calling, cold emailing, LinkedIn outreach, accountbased outreach, referrals, networking and other lead generation activities

● Develop and execute multi-channel outreach strategies to engage target accounts and create new business

opportunities

● Track outreach performance metrics, optimize messaging, and improve response and conversion rates

through continuous experimentation and analysis

● Maintain a healthy pipeline of qualified prospects through ongoing prospecting and relationship-building

activities

B) Inbound Sales & Opportunity Management

Client Repository Management

● Maintain accurate and up-to-date records of inbound leads and opportunities within CRM systems

Lead Qualification & Nurturing

● Manage inbound leads across Top-of-Funnel (TOF), Middle-of-Funnel (MOF) and Bottom-of-Funnel

(BOF) stages

● Ensure timely follow-ups and engagement in line with defined SLAs

Client Meetings & Discovery

● Conduct qualification and discovery calls to assess business needs and opportunity fit

● Gather and document requirements for solution development

Solution Mapping & Sales Presentations

● Support solution demonstrations, proposal discussions and client presentations

● Collaborate with internal stakeholders to address client queries and requirements

Sales Target Achievement

● Achieve monthly, quarterly and annual sales pipeline and revenue targets

● Contribute to overall business growth objectives

C) Sales Operations & Business Excellence

Sales Asset Enhancement

● Contribute to the development and improvement of sales collateral, presentations, case studies and

outreach templates

FAQ Library Management

● Maintain and enhance sales FAQs, objection-handling guides and knowledge repositories

Forecasting & Revenue Projection

● Maintain accurate sales forecasts and pipeline reports

● Provide visibility into opportunity status, risks and revenue projections

Deal Closure Documentation

● Support commercial discussions and coordinate documentation related to proposals, contracts, SOWs and

deal closures

Marketing Feedback Loop

● Share customer insights, lead quality feedback and market intelligence with marketing teams to improve

campaign effectiveness

Research & Analysis

● Conduct market research, account intelligence gathering and industry analysis to identify growth

opportunities

Reporting & CRM Management

● Maintain accurate CRM records and activity tracking

● Prepare weekly and monthly reports on pipeline performance, sales activities and key business metrics

Ecosystem Training & Development

● Continuously build knowledge of Codilar's service offerings, ecommerce platforms, digital commerce

technologies and inRequirementsdustry trends

Requirements

● 7-10 years of experience in Business Development, Sales Development, Inside Sales or IT Services Sales

● Proven experience selling IT Services, Digital Transformation, Ecommerce Solutions, Software

Development Services or Technology Consulting services

● Strong experience working with US-based clients and prospects

● Demonstrated success in outbound prospecting through cold calling, LinkedIn Sales Navigator, email

outreach and account-based sales strategies

● Experience generating qualified meetings, building sales pipelines and driving revenue growth

● Strong understanding of consultative and solution-based selling methodologies

● Excellent communication, presentation, negotiation and stakeholder management skills