Enterprise Sales Director

BIPO; Bengaluru; On-site; INR 12,000,000 - 16,000,000; Full time

Job summary

BIPO is expanding its enterprise sales team in Bengaluru, inviting a high-caliber hunter to own full-cycle deals with CHROs, CFOs, CIOs and Procurement. You will craft territory plans, prospect aggressively, and close complex, multi-country programmes across BIPO’s HRMS, Global Payroll, Employer of Record and related solutions.

Ideal candidates bring a proven track record of closing USD 1B+ deals, strong quota achievement, regional networks, and C-suite credibility.

Qualifications

• Big-deal track record closing large, complex deals with USD 1B+ companies.
• Quota attainment above target in most of the last 3–5 years, with figures and references.
• Experience opening greenfield territories and winning net-new logos, not just managing existing accounts.
• Articulate, confident communicator who leads executive conversations, presentations and negotiations.
• Resilience and drive across long sales cycles of 6–18 months with large buying committees.
• Strong network among large enterprises in your market; regional or multi-country exposure preferred.

Responsibilities

• Territory and pipeline: build a plan for a named list of USD 1B+ enterprises.
• Pipeline creation: generate most of your own pipeline via outbound prospecting, events, and referrals.
• Forecast discipline: keep CRM, pipeline and forecast accurate with MEDDICC qualification.
• Winning complex deals: end-to-end ownership from discovery to contract signature.
• Multi-threaded selling: align HR, Finance, IT, Shared Services and Procurement.
• Value selling: build ROI and TCO cases for payroll consolidation and efficiency.
• Competitive positioning: win against major global players and local providers.
• Solution breadth: sell HCM, Global Payroll, Employer of Record, and related modules.

Skills

Big-deal track record

Quota attainment

Hunter mindset

C-suite credibility

Perseverance

Local market network

Job description

BIPO is a global HR and payroll technology company with 15+ years of experience, 6,000+ clients and 700,000+ users. One integrated platform covers HRMS, Global Payroll Outsourcing (90+ countries) and Employer of Record services (170+ countries). BIPO runs its own payroll engine in 26 countries, has 51 offices worldwide and is a Workday Platinum Partner. Enterprise clients include Siam Commercial Bank, PwC, Unilever, Kering, Lagardère and Epson. Having raised over USD 50 million, BIPO is now scaling its enterprise business globally.

About the Role

THE ROLE

You will open and win large, multi-country accounts in your market. You will own the full sales cycle, from territory planning and prospecting to negotiating and closing complex, high-value deals with CHROs, CFOs, CIOs and Procurement. You will position BIPO against global HCM suites, payroll providers and EOR players, and turn first wins into multi-country, multi-product programmes. This is a hands-on, hunter role for someone who wants to build a territory, not inherit one.

Responsibilities

KEY RESPONSIBILITIES

• Territory and pipeline
• Territory plan: build and run an account plan for a named list of USD 1B+ enterprises, regional HQs and fast-growing multinationals in your market.
• Pipeline creation: generate most of your own pipeline through outbound prospecting, executive networking, events and partner referrals, supported by marketing and SDRs.
• Forecast discipline: keep the CRM, pipeline and forecast accurate and current; use a structured qualification method (e.g. MEDDICC) on every major deal.
• Winning complex deals
• Full-cycle ownership: lead discovery, solution design, demos and proof-of-concepts, commercial proposals, negotiation and contract signature.
• Multi-threaded selling: build consensus across HR, Finance, IT, Shared Services and Procurement, including RFP and vendor-due-diligence processes.
• Value selling: build ROI and total-cost-of-ownership business cases for payroll consolidation, compliance risk reduction and HR shared-services efficiency.
• Competitive positioning: win against ADP, Dayforce, SAP SuccessFactors, Workday, Oracle, Ramco, Deel, Papaya Global and local payroll providers.
• Solution breadth: sell BIPO’s HRMS, Global Payroll (GPO), Employer of Record, Time & Attendance and AI capabilities, alone or as consolidated multi-country programmes.
• Ecosystem and growth
• Partner co-selling: work with Workday, SAP SuccessFactors and Oracle ecosystems, system integrators, Big Four advisory firms and HR/payroll consultants.
• Land and expand: turn first-country or first-module wins into regional and global rollouts, working closely with Customer Success and Delivery.
• Team selling: lead the deal team of pre-sales, solution consultants, implementation, legal and finance.
• Market voice: feed buyer and competitor insight back to Product and Marketing, and represent BIPO at industry forums.

Qualifications

• Strong academics: a strong academic record from a reputable institution, showing high intellect and the ability to learn quickly.

WHAT WE ARE LOOKING FOR

Must have

• Big-deal track record: proven record of closing large, complex deals with USD 1B+ companies. Any enterprise SaaS background is welcome (HCM, ERP, CRM, fintech, cloud or similar).
• Consistent over-achievement: quota attainment above target in most of the last 3–5 years, backed by figures and references.
• Hunter mindset: experience opening greenfield territories and winning net-new logos, not only managing existing accounts.
• C-suite credibility: an articulate, confident communicator who can lead executive conversations, presentations and negotiations.
• Perseverance: resilience and drive across long sales cycles of 6–18 months with large buying committees.
• Local market network: a strong network among large enterprises in your market; regional or multi-country exposure preferred.

Preferred Skills

Nice to have

• Domain experience: HR technology, payroll, workforce management, EOR or HR outsourcing. Helpful but not required.
• Ecosystem relationships: with Workday, SAP SuccessFactors or Oracle partners, system integrators or Big Four HR advisory.
• Commercial depth: experience with RFPs, multi-year contracts, pricing structures and enterprise procurement.
• Sales method: training in MEDDICC, Challenger, Value Selling or similar, and comfort using AI and sales‑intelligence tools.
• Industry focus: experience selling to BFSI, manufacturing, retail, technology, healthcare or conglomerates.