Associate Director

1) Sales Leadership

· Own new logo acquisition and revenue growth across target sectors (e.g., Technology, Engineering, Healthcare, Finance, Light Industrial) SI | Tier 1 Vendors Majorly

· Build and execute the go-to-market (GTM), territory plans, and enterprise pursuit strategies.

· Lead pipeline management, pricing strategy (markups, bill/pay rates, GM%), and contract negotiations (MSA/SOW).

· Establish demand generation: ABM, outbound cadences, partner ecosystem (MSP/VMS), events, and thought leadership.

· Forecast accurately; drive CRM discipline; ensure predictable quarterly performance.

2) Account Management Leadership

· Expand revenue within strategic accounts; grow programs across locations, skill families, and labor categories.

· Strengthen MSP/VMS relationships; improve scorecards, SLAs, and tier positioning.

· Implement QBR/MBR governance, executive sponsor alignment, and expansion charters.

· Drive client satisfaction (NPS/CSAT) and renewal strategies; mitigate churn through proactive risk management.

· Ensure compliance with client policies (onboarding, background checks, E-Verify, DE&I, security, supplier diversity).

3) Delivery (Recruiting) Management Leadership

· Architect scalable recruiting operations: sourcing COEs, delivery pods, recruitment marketing, and talent communities.

· Optimize cycle times (submittal, interview-to-offer), fill ratios, and quality-of-hire through data-driven process excellence.

· Deploy workforce planning, bench management, redeployment, and referral engines.

· Standardize tools and workflows (ATS/CRM, VMS integrations, analytics dashboards).

· Ensure adherence to US compliance (I-9/E-Verify via client processes), payrolling, timesheets, and onboarding SOPs.

Leadership & Culture

· Hire, coach, and retain high-performing leaders; create a culture of accountability and recognition.

· Promote ethical selling, compliance-first operations, and DE&I commitments.

· Lead change management across systems, processes, and cross-functional teams (Finance, HR, Legal, IT).

Required Qualifications

· 12–18+ years in US staffing with 5+ years in P&L or multi-functional leadership (Sales/AM/Delivery).

· Deep experience with SI or Imp Partners and Tier 1 Vendors.

· Demonstrated success in enterprise pursuits, pricing models, and commercial constructs (MSA/SOW).

· Strong command of ATS/CRM, recruiting operations, and analytics.

· Proven ability to lead distributed teams across India/US time zones.

· Excellent executive communication; negotiation and stakeholder management skills.

· Education: Any Graduate

Preferred Experience

· Multi-vertical exposure (IT, Engineering, Healthcare, Finance, Light Industrial).

· Building centres of excellence (sourcing, delivery pods, talent marketing).

· Data/BI proficiency (pipeline, margin, productivity dashboards).

· Prior experience improving MSP/VMS scorecard tiers and supplier performance.

Core Competencies

· Commercial Acumen: Pricing, GM%, margin optimization, contract constructs.

· Operational Excellence: SLA governance, process standardization, lean recruiting.

· Strategic Execution: GTM, segmentation, pursuit planning, playbook creation.

· People Leadership: Coaching, succession, performance culture, retention.

· Client-Centricity: Executive presence, consultative engagement, outcomes focus.

· Data-Driven: Forecasting accuracy, KPI stewardship, decision-making via analytics.

Success Metrics (KPIs)

· Revenue & Profit: YoY growth, GM%

· Sales Health: Qualified pipeline coverage (≥3×), cycle time, ASP by role/family.

· Delivery Efficiency: Submittals-to-interview ratio, time-to-fill, fill ratio, redeployment rate.

· Account Health: Renewal rate, CSAT/NPS, expansion revenue, MSP/VMS scorecards.

· Quality & Compliance: Offer acceptance %, first-90-day retention, audit pass rate, SLA adherence.

· People Metrics: Attrition %, productivity per recruiter/seller, internal mobility.