Director - Enterprise Sales - IT

Director - Enterprise SalesRole Snapshot:

We are hiring a Director - Enterprise Sales to build and close a pipeline of mid-market and large enterprise AI deals.

Field Detail:Title: Director - Enterprise Sales

Company: DalAI (a 4th Orbit Business Solutions Pvt. Ltd. brand)

Location: Bengaluru (hybrid); travel to client sites across India

Reports to: Founder & CEO

Type: Full-time

Experience: 12 - 18 years in B2B enterprise sales; 5+ years selling ERP, IT cloud or cybersecurity

Target buyers: CIO, CTO, CISO, CFO, COO, Head of Digital Transformation

About DalAI:

DalAI is the enterprise AI brand of 4th Orbit Business Solutions, a Bengaluru venture studio. We deploy private and on-premise LLMs, AI agents, and voice AI for enterprises that cannot send sensitive data to public clouds.

SecureAI: Private AI deployment for regulated enterprises, already delivered for a SEBI-regulated listed company

Digital Workforce: AI receptionist, sales, customer service, and marketing agents

Talkar: Managed voice AI for hospitality, fintech, and lending

Enterprise buyers already run ERP, cloud, and security stacks. AI is now sold into that same office of the CIO and CISO - which is why we want a leader who has sold there.

Mission of the Role:

Own enterprise revenue end to end: open doors in the CIO/CISO office, run complex multi-stakeholder deals, and build the enterprise sales motion and team from the ground up. This is a builder role, not a territory hand-over - you will set the playbook others follow.

Key Responsibilities:

• Pipeline and Closing: Personally source and close enterprise deals in the 25 lakh to 2 crore+ range; run the full cycle from first meeting to signed MSA/SOW.

• Account Strategy: Build a named list of 40 - 60 target enterprises across BFSI, manufacturing, retail/eCommerce, healthcare, and listed companies; map buying committees and own account plans.

• Solution Selling: Translate business problems (data sovereignty, cost-to-serve, compliance, productivity) into AI use cases with clear ROI; lead discovery, demos, POCs, and proposals with the delivery team.

• Partner and Channel: Activate alliances with ERP implementers, system integrators, cloud resellers, and MSSPs to co-sell DalAI into their installed base.

• Deal Governance: Own pricing, negotiation, procurement, security reviews, and legal redlines with CXO-level buyers.

• Team Building: Hire and lead account executives, pre-sales, and SDRs as the business scales; set targets, cadences, and CRM discipline (HubSpot).

• Forecasting: Weekly pipeline reviews and a monthly forecast to the CEO within - 10% accuracy.

• Market Feedback: Feed buyer objections and feature asks into product and pricing decisions.

What You Bring:

• Must-Have: 12 - 18 years in B2B enterprise sales, with at least 5 years carrying a quota in one or more of: ERP (SAP, Oracle, Microsoft Dynamics, Infor, Ramco), IT cloud (AWS, Azure, GCP partners, SaaS, managed services) or cybersecurity (network, endpoint, IAM, SOC/MDR, data protection)

• Track record of closing individual deals of 50 lakh+ and hitting an annual quota of 5 crore+, with verifiable numbers

• Active relationships with CIOs, CISOs, and CFOs in Indian enterprises; able to get meetings within 30 days of joining

• Experience running long, multi-stakeholder cycles (6 - 12 months) including RFPs, POCs, and procurement

• Fluent with a structured sales method (MEDDICC, Challenger, SPIN or similar) and CRM hygiene

• Strong Advantage: Sold to BFSI or other regulated sectors where data residency and compliance drive buying

• Built a sales team or opened a new region/vertical from zero

• Worked with SI/channel partners on co-sell motions

• Hands-on understanding of AI/LLM, data platforms, or automation

• Startup or scale-up experience; comfortable with ambiguity and doing the work yourself

• Not a Fit: Pure account managers who have only farmed existing accounts

• Transactional SMB or inside-sales backgrounds

How Success is Measured:

• First 30 days: Target account list of 40 - 60 enterprises approved; 15+ CXO meetings booked

• 90 days: 5 crore qualified pipeline; 3+ POCs or paid pilots live; 2 SI/channel partners signed

• 6 months: First 1 crore in closed enterprise contracts; repeatable pitch and pricing playbook documented

• 12 months: 3 - 5 crore annual contract value closed; first 2 - 3 sales hires onboarded; forecast accuracy within - 10

Compensation and How to Apply:

• Fixed: [To be decided - market band for this profile in Bengaluru is typically 60 - 75 lakh]

• Variable: Uncapped commission on closed ACV, paid quarterly

• Equity/ESOP: [To be decided]

• Other: Travel and client-entertainment budget; direct access to the Founder & CEO