Director of Sales

About the Team We are the driving force behind Lark's expansion in the APAC market. Our focus is on helping businesses embrace digital transformation through our collaboration solutions, and we're dedicated to identifying and seizing market opportunities while acquiring new customers to foster growth. Join us if you're ready to be a part of this exciting journey and to make a tangible impact on business growth! This role will be based in Jakarta, and will report into the Direct Sales lead based in Singapore. Responsibilities: - You will drive new business development and market expansion across Indonesia, with a strong focus on large enterprise customers. - You will identify, develop, and close strategic opportunities with large enterprises, conglomerates, and key accounts — owning the full sales cycle from business development and stakeholder mapping through negotiation, procurement, and contract execution. - You will own and overachieve the assigned quota. - Your responsibility includes creating reliable forecasts, managing complex pipeline, and achieving the target of key customer references and adoption of the Lark platform within enterprise customers. - You will negotiate favorable pricing and business terms with enterprise companies by selling value and ROI. - You will build and maintain executive-level relationships with C-level decision-makers within target organizations. - You'll attentively listen to the needs of the market and share insights with product and marketing teams. - You are expected to create and own your territory plan towards achieving the goals set by the business. - Your intuitive sense of the steps required to close business and gain customer validation will identify a robust set of business drivers behind all opportunities. - Maintaining, building, and managing relationships internally and externally with customers and partners for your territory — including existing relationships and aspirational contacts — is vital. - You'll proactively solve problems even if they're outside your area and be ready to take on additional initiatives and responsibilities as they emerge. - Thoroughly understanding your customer's business and ensuring their continued usage and expansion is a vital part of your role. Minimum Qualification(s): - We value individuals who embody a hungry and driven attitude. This trait goes beyond traditional qualifications; it speaks to your innate motivation, determination, and commitment to achieving both personal and company goals. It's about having an insatiable curiosity to learn, the pursuit of excellence, and the intrinsic drive to go above and beyond what's expected. - You have strong business development and hunting capabilities, with the proven ability to open doors, build relationships, and close deals within large enterprises and conglomerates. - You are experienced in managing complex, multi-stakeholder enterprise sales cycles, and are confident engaging and influencing executive-level (C-level) decision-makers. - You possess an in-depth knowledge of the assigned markets, and this expertise guides your strategic decisions. You know the pulse of industry events and the competitor and partner landscape, understanding precisely which to target and champion to align with your overall go-to-market strategy. - You're an initiator and a proactive collaborator. Your ability to take initiative and work closely with cross-functional teams sets you apart — uniting their expertise to drive the success of projects and deals. - You are an effective communicator in English. You possess exceptional presentation skills, being able to convey complex concepts in a clear and compelling manner, ultimately driving successful client engagements. - You embody a mission-driven mindset with an entrepreneurial edge. You think strategically to drive measurable outcomes, approach your role with ownership and accountability, and thrive in a fast-paced, dynamic environment — comfortable with constant change and ambiguity, and willing to wear multiple hats to get the job done. Preferred Qualification(s): - You're passionate and possess strong curiosity. You enjoy learning, staying up-to-date with industry trends and emerging technologies, and bringing innovative ideas to the business. - You have a proven track record of selling software, cloud, or enterprise technology (B2B) solutions to large organizations. - You have experience demonstrating business value and ROI to stakeholders and negotiating commercial terms at the enterprise level. - You are familiar with the Indonesia market, including enterprise customers, conglomerates, and partner ecosystems. - You're a difference maker who thinks out of the box, consistently bringing fresh perspectives and creative ideas to the table.