Director- Business Development

Director - BD

What you will own

• Pipeline to close: End-to-end deal ownership

Source, qualify, and advance enterprise and mid-market opportunities across India + assigned APAC market

Negotiate MSAs, SOWs, and SaaS subscription contracts directly with procurement and C-suite counterparts

• Revenue conversion: POC-to-ARR conversion

Identify and execute the fastest path from pilot to paid contract for each active POC

Define success criteria jointly with clients; drive internal alignment on delivery milestones

• Player-coach: Team leadership

Hire, onboard, and manage 23 BD Managers and Executives within 6 months

Set quotas, run weekly pipeline reviews, and coach the team on deal strategy

• Strategic input: Market intelligence

Feed competitive and pricing intelligence back to CBO and product leadership

Identify new verticals, use cases, or partnership angles within your market

• Internal alignment: Cross-functional coordination

Work with product, tech, and implementation teams to scope POCs accurately and ensure client commitments are deliverable

What We Are Looking For

Must-haves

• 8–12 years of BD in E-commerce, or enterprise sales experience, with Fashion brands
• Demonstrable track record personally closing multi-million deals from scratch (of significant value in your domain), with a verifiable pipeline of deals sourced and closed
• Consistent track record of having driven rapid 0-10 scale-up, or significant growth on a large base, across multiple stints in your career.
• Experience working with global fashion brands, marketplaces, or digital-first retailers — or adjacent B2B SaaS
• Comfortable operating at CEO/CPO level with large clients and at procurement/operational level simultaneously
• Experience managing direct teams & working with diverse internal stakeholder functions
• Ability to translate technology capability into financial outcomes — you can build an ROI case clearly aligned with the client’s core goals, not just a product demo

Strong preference

• Experience at large e-commerce marketplaces, ideally in the Fashion category
• Exposure to Indian & International Fashion brands — ideally with a working network in at least one geography / brand cluster apart from India
• Familiarity with Shopify partner ecosystem, Flipkart/Myntra vendor relationships, or similar platform GTM channels
• Prior experience building a BD function from scratch, including hiring and quota-setting