Associate Director

About Flipkart Commerce Cloud:

FCC is Flipkart’s digital commerce technology platform, built to power global retailers, brands, and marketplaces. We offer a modular and scalable commerce stack—spanning catalog, pricing, checkout, OMS, WMS, personalization, and more—that has been battle-tested at Flipkart scale

About the Role

We are looking for a dynamic and results-driven leader to establish and scale our Business Development function. This role is critical to fueling our global growth, primarily supporting our Sales teams in the US and Australia. As a key member of the FCC Sales Leadership team, this individual will play a significant role in influencing our go-to-market strategy and shaping the product roadmap.

You are Responsible for

• Strategy & Planning: Define and execute the end-to-end Business Development (BD) strategy, including territory mapping, target account identification, and campaign prioritization to achieve pipeline and revenue goals.
• Pipeline Generation: Be directly responsible for building a robust and qualified sales pipeline for the FCC Sales teams in the US and Australia through targeted, scalable outreach campaigns (email, phone, social, etc.).
• Team Leadership & Management:
• Recruitment & Scaling: Staff the Business Development team from scratch, defining roles, hiring top talent, and building a high-performing, successful function.
• Coaching & Development: Lead, coach, and mentor a team of BD and Sales Development Representatives (SDRs), driving operational excellence, consistent execution, and professional development.
• Global Alignment: Ensure the team operates effectively to serve international clients. The BD team will be required to work flexibly, with the expectation of adapting their schedule to collaborate with prospective customers and sales teams in US/Australia time zones when necessary. The team's work schedule will be aligned to the client's time zone.
• Operational Excellence: Implement best-in-class B2B SaaS sales processes, playbooks, and technologies to maximize lead conversion, efficiency, and data integrity
• .Cross-Functional Influence: Work closely with Product, Engineering, and Delivery teams to give structured feedback, influence the product roadmap, and help customers and partners derive maximum value from the FCC platform.

• Qualifications and Experience Experience:
• 10+ years of experience, with a proven track record of successfully running and scaling B2B SaaS Business Development (BD) and SDR functions.
• Leadership: Demonstrated experience building and scaling large, successful business development functions, ideally from the ground up.
• Domain Expertise: Deep understanding of the B2B SaaS sales process, digital commerce architecture, and experience in the retail/ecommerce technology space is highly desirable.

• Skills:
• Exceptional communication, presentation, and storytelling skills.
• Ability to think strategically and translate business goals into tactical BD/SDR campaigns.
• A flexible and adaptable approach to work, with a proven ability to manage and motivate time-zone-distributed teams.