Director – Global Sales & Business Development

We are seeking a highly experienced and results-driven Associate Director – Global Sales &

Business Development to lead Codilar's business growth across all international markets outside

the GCC region.

This is a senior leadership role responsible for driving revenue growth, expanding market presence,

building and leading a high-performing sales team, and developing strategic relationships with

enterprise customers and ecosystem partners.

The ideal candidate will have 10-12 years of experience in IT Services, Digital Commerce,

Technology Consulting, or Software Services sales, with a proven track record of managing global

sales initiatives, closing enterprise deals, leading sales teams, and consistently achieving revenue

targets.

This individual will be accountable for sales performance across North America, Europe, APAC,

Africa, and other international markets outside GCC.

KEY RESPONSIBILITIES:

1. Revenue Ownership & Business Growth

● Own and drive overall revenue, pipeline, and growth targets across all assigned

international markets outside GCC.

● Develop and execute market-specific sales strategies aligned with organizational

growth objectives.

● Drive new logo acquisition and account expansion initiatives.

● Establish market penetration plans for North America, Europe, APAC, Africa, and

emerging markets.

● Build annual, quarterly, and monthly business development plans to achieve revenue

targets.

● Identify high-growth market opportunities and prioritize investments based on market

potential.

● Develop strategies to increase average deal size, account penetration, and customer

lifetime value.

● Monitor industry trends, competitor activities, and market shifts to proactively identify

growth opportunities.

● Build a sustainable and predictable revenue pipeline across multiple geographies.

● Own both individual and team revenue targets, ensuring achievement of overall

business growth objectives across assigned markets.

● Drive collective sales performance by ensuring all direct reports consistently achieve

their pipeline, opportunity, and revenue goals.

● Monitor team target attainment and implement corrective action plans to address

performance gaps and ensure overall target achievement.

2. Sales Leadership & Team Management

● Lead, mentor, and manage Business Development Executives, SDRs, Account

Managers, and regional sales representatives.

● Set targets, KPIs, and performance expectations for the team.

● Conduct regular pipeline reviews, coaching sessions, and performance discussions.

● Drive accountability for individual and team revenue goals.

● Participate in hiring, onboarding, training, and development of sales talent.

● Build and scale the global sales team to support future business growth.

● Create individual development plans and career progression paths for team

members.

● Foster a high-performance, ownership-driven sales culture.

● Develop incentive programs and recognition mechanisms to drive motivation and

productivity.

● Ensure consistent adoption of sales processes, methodologies, and best practices.

3. Strategic Business Development

● Identify high-potential industries, accounts, and regions for expansion.

● Develop account acquisition and market expansion strategies.

● Lead enterprise sales cycles from prospecting through closure.

● Engage with C-level executives and senior decision makers.

● Develop account penetration and stakeholder engagement plans.

● Build strategic account plans for key target enterprises.

● Create territory development strategies and regional growth roadmaps.

● Establish relationships with key decision-makers, influencers, and industry leaders.

● Identify cross-selling and upselling opportunities across existing accounts.

● Drive strategic pursuits and large enterprise transformation opportunities.

4. Client Engagement & Solution Selling

● Conduct executive-level discovery workshops and business consultations.

● Understand client business challenges, objectives, and technology landscapes.

● Collaborate with Presales, DX, Delivery, and Technology teams to craft tailored solutions.

● Lead commercial discussions, negotiations, and deal closures.

● Present value propositions, solution recommendations, and business cases to senior

stakeholders.

● Translate complex technology offerings into measurable business outcomes.

● Develop executive relationships throughout the customer buying journey.

● Ensure alignment between client expectations and proposed solutions.

● Lead proposal reviews, RFP responses, and solution presentations.

● Manage strategic negotiations, pricing discussions, and contract finalization.

5. Outbound & Inbound Sales Management

● Drive outbound sales initiatives through strategic prospecting, networking, partnerships, and

executive outreach.

● Oversee qualification and progression of inbound opportunities.

● Optimize conversion rates across the sales funnel.

● Maintain healthy pipeline governance and forecasting practices.

● Define and monitor lead generation targets across regions.

● Improve lead-to-opportunity and opportunity-to-win conversion rates.

● Establish structured account-based marketing and outreach programs.

● Work closely with SDR and marketing teams to improve pipeline quality.

● Monitor sales velocity and remove bottlenecks in the sales process.

● Ensure consistent follow-up and opportunity progression across all active deals.

6. Strategic Partnerships & Ecosystem Development

● Build relationships with technology partners, consulting firms, and ecosystem stakeholders.

● Identify referral, alliance, and co-selling opportunities.

● Represent Codilar at industry conferences, webinars, trade shows, and networking events.

● Strengthen relationships with Adobe, Shopify, Pimcore, Fluent Commerce, and other strategic

partners.

● Develop joint go-to-market initiatives with partner organizations.

● Explore new partnership opportunities that can accelerate market expansion.

● Drive partner-led pipeline generation and revenue contribution.

● Establish strategic alliances to strengthen Codilar's market positioning.

7. Sales Operations & Business Excellence

● Own forecasting, budgeting, and revenue planning processes.

● Improve sales methodologies, qualification frameworks, and pipeline management

processes.

● Ensure CRM hygiene and accurate reporting.

● Monitor KPIs, conversion rates, and team productivity.

● Develop dashboards and executive reporting mechanisms.

● Drive sales process optimization and operational efficiency.

● Ensure accurate forecasting and visibility into future revenue performance.

● Establish governance around opportunity qualification and deal progression.

● Analyze sales performance data and implement corrective actions where necessary.

● Maintain disciplined pipeline management practices across the organization.

8. Cross-Functional Collaboration

● Partner with Marketing to improve lead generation and brand visibility.

● Work with Delivery and Customer Success teams to identify growth opportunities.

● Share market intelligence and competitive insights with leadership.

● Collaborate with Presales teams to strengthen solution positioning.

● Work closely with Delivery teams to ensure successful project transitions post-sale.

● Participate in strategic planning and business growth discussions with executive leadership.

● Support customer retention and expansion initiatives through proactive engagement.

● Facilitate alignment between sales, marketing, delivery, and finance functions.

● Provide customer and market feedback to influence service offerings and innovation.

9. Executive Leadership & Strategic Planning

● Contribute to the organization's overall growth strategy and business planning initiatives.

● Provide leadership with insights on market opportunities, competitive positioning, and

revenue forecasts.

● Drive strategic initiatives aimed at expanding Codilar's global footprint.

● Participate in annual planning, budgeting, and target-setting exercises.

● Build long-term business relationships with strategic enterprise customers.

● Act as a brand ambassador for Codilar in international markets.

● Support mergers, acquisitions, partnerships, and expansion initiatives when required.

● Present business performance, market insights, and growth recommendations to senior

leadership.

● Ensure alignment of sales strategies with company vision, goals, and market objectives.

SUCCESS METRICS

• Revenue achievement across all non-GCC markets

• Team sales target achievement

• Pipeline generation and growth

• New logo acquisition

• Enterprise deal closures

• Forecast accuracy

• Sales team productivity and performance

• Opportunity conversion rates

• Strategic account growth

• Market expansion success

• Partnership-generated opportunities and revenue

• Team development and retention

REQUIREMENTS

1. Experience

• 10-12 years of experience in Business Development, Sales, Account Management, or

Revenue Leadership within IT Services, Digital Commerce, Software Services, Technology

Consulting, or Digital Transformation organizations.

• Proven experience managing international markets and enterprise sales engagements.

• Strong track record of consistently achieving and exceeding revenue targets.

• Experience closing complex, high-value enterprise deals.

2. Leadership Experience

• 3-5+ years of experience leading Business Development, SDR, Inside Sales, or Account

Management teams.

• Proven success in building, mentoring, and scaling high-performing sales teams.

• Experience managing team revenue targets, forecasting, and performance management.

3. Domain Expertise

• Ecommerce & Digital Commerce

• Adobe Commerce (Magento)

• Shopify Plus

• Pimcore

• OMS & Inventory Platforms

• Headless & Composable Commerce

• Enterprise Integrations

• Digital Transformation Programs

• Custom Software Development

• Technology Consulting Services

4. Skills & Competencies

• Strong consultative and solution-selling expertise.

• Excellent communication, presentation, negotiation, and stakeholder management skills.

• Ability to engage C-level executives and senior business leaders.

• Strong commercial acumen and business development capabilities.

• Experience with Salesforce, HubSpot, Zoho CRM, or equivalent platforms.

• Strong market research, account mapping, and strategic planning capabilities.

OTHER DETAILS

Location: Bangalore(Onsite)

Experience Required: 10-12 Years

Industry: IT Services / Digital Commerce / Technology Consulting

Function: Global Sales & Business Development