Director, Enterprise Sales

About Indusface:

Indusface is a leading application security SaaS company that secures critical Web, Mobile, and API applications of 6500+ global customers using its award-winning fully managed platform that integrates web application scanner, web application firewall, DDoS & BOT Mitigation, CDN, and threat intelligence engine.

Indusface, funded by Tata Capital Growth Fund II, is the only vendor to receive 100% customer recommendation rating three years in a row and is a global customer choice in the Gartner Peer Insights™ Web Application and API Protection (WAAP) Report 2023. Indusface is also a “Great Place to Work” 2022 Winner in the Mid-Size category in India and is PCI, ISO27001, SOC 2, GDPR certified and has been the recipient of many prestigious start-up awards.

Indusface’s Product Suite:

• AppTrana WAAP Platform - AI-Powered, Fully Managed Application and API Protection.
• Indusface WAS Platform - Fully Managed DAST Platform for Website, Mobile App & API Vulnerability Scanning.
• SSL/VMC Certificates - Secure your online digital communication and build customer trust.

Why Join Us?

• Be part of a Market Leader - Work with an industry-recognized cybersecurity company trusted by global enterprises.
• Shape the Future - Play a pivotal role in driving innovation, partnerships, and revenue growth.
• Fast-Paced Growth - Thrive in an agile, high-growth environment with opportunities to make a real impact.
• Collaborate with the Best - Work alongside industry experts and thought leaders.
• Rewards & Recognition - Competitive salary, performance-based incentives, and clear career growth pathways

Responsibilities:

New business and territory growth

• Drive revenue growth in South India and set of named accounts, by expanding existing relationships and winning new business through direct sales, customer engagement, and channel partners.
• Understand each customer’s business challenges and technology requirements in depth, and clearly present Indusface’s value proposition in application security and cloud-based protection at every level of the organisation.
• Deliver compelling, well-structured presentations to CXO and VP-level executives, and meet both quantitative and qualitative performance targets.

Deal ownership

• Own the full sales cycle, from pricing negotiations and contract development through to successful order fulfilment.
• Lead and coordinate internal resources on every engagement, including pre-sales, inside sales, and technical support, to deliver a seamless customer experience.

Renewals and account expansion

• Own renewals for assigned accounts and achieve 100% of quarterly renewal targets, working closely with the assigned Sales Engineer and Customer Success Manager.
• Begin renewal conversations at least three months before contract expiry to ensure timely closure.
• Build strong, long-term customer relationships through a structured account management approach.
• Identify and convert upsell and upgrade opportunities within existing accounts, including during the renewal process.

Channel and partner development

• Prospect, qualify, and build relationships with partner decision-makers and senior executives.
• Generate new pipeline through deeper engagement with assigned partners, in line with the Channels team’s pipeline targets.
• Strengthen partner relationships to drive repeat business with shared customers.

Sales operations

• Manage day-to-day sales operations, including accurate CRM updates, licensing, and ensuring purchase orders are released before contract expiry.

Candidate Profile:

• Bachelor’s degree in a related field, or equivalent experience.
• 15+ years in enterprise cybersecurity sales, with strong depth in application security.
• Solid understanding of SaaS-based cybersecurity solutions and the ability to position them against competing offerings.
• Proven success working with regional channel partners / system integrators (SIs).
• Established CXO-level relationships with mid-size and large enterprises across South India.
• A track record of hunting, driving, and closing large, complex deals with the support of pre-sales and technical teams.
• Ability to engage and influence stakeholders at every level of an enterprise
• A results-driven, self-motivated approach, equally effective working independently or collaborating with a team to hit regional targets.