Opportunities at Craft portfolio companies


Director of Sales, Mid Market



Sales & Business Development
Bengaluru, Karnataka, India
Posted on Saturday, April 6, 2024

About Us:

Airbase is the top-ranked modern spend management platform for businesses with 100-5,000 employees. It’s the best way to control spending, close the books faster, and manage financial risk. Airbase software offers modules for Guided Procurement, Accounts Payable Automation, Expense Management, and a flexible corporate card program on a single collaborative platform. It can be implemented in full or as individual modules. Airbase automates all spending workflows and guides the process for all purchases — procure, pay, close. It brings efficiency to complex business processes like multi-stakeholder compliance and accounting needs like multi-subsidiaries, amortizations, and purchase orders. Flexible intake and approval workflows ensure oversight across all stakeholders and spend compliance. Airbase integrates with your other business systems and seamlessly syncs to popular general ledgers. Employees and accounting teams love using Airbase.

Awards and Recognition: We’re proud of what we’ve been able to accomplish and what the future holds. Here are some of the most recent highlights.

  • Innovative Leadership: Category Leader in Vendr’s 2023 SaaS Trends Report.
  • Deloitte Fast 500: Secured 45th place nationally, showcasing rapid growth and technological innovation in the financial sector.
  • Forbes' America's Best Startup Employers: Ranked #212 out of 500 for workplace culture and employee satisfaction.
  • Stevie Award Winner: Most Innovative Tech Company of the Year, 3 years in a row.
  • High Customer Ratings: Rating of 4.67 on G2 Crowd & 4.7 on Gartner Peer Insights.
  • IDC, Forrester, and Spend Matters Reports: Featured prominently in major industry reports for impact and thought leadership in procure-to-pay solutions.
  • Fintech Top 250 by CB Insights: Innovative approach to financial technology.
  • SaaS 1000 Fastest-Growing SaaS Companies: Recognized for YoY revenue growth.
  • Controllers Council Award: Our Controller was named Controller of the Year in the Startup/Private Category, showcasing excellence in financial leadership.
  • US Fintech Awards: Finalist for Accounting Tech of the Year.
  • Global Presence: Featured on the Nasdaq Tower in Times Square.

Working at Airbase:

We strive to build and nurture a culture where employees feel energized and connected to the work each day. Our core values are woven through our teams, leading to an overall sense of trust, transparency, and confidence. Being globally dispersed, we support our employees with modern communication tools and intentional remote practices that keep everyone working collaboratively. As a fast-growing startup, we look to hire employees who are focused and have a strong sense of ownership to help us maintain our commitment to excellence and innovation.

About the role:

Reporting to the Global Director of Sales - Mid Market, this is a key and strategic role that requires a balance of strategy, active leadership, and a roll-up-your-sleeves, team-centric attitude. We’re looking for highly motivated individuals with experience working in fast-paced, high-growth, B2B SaaS organizations, ideally with experience in selling to finance and procurement teams or a background in Fintech. Our buyers are accountants, controllers, and procurement people, in teams that are part of the Office of the CFO. This is a chance to flex your strategic muscles, be the first on-site leader of the account executives in our Bangalore office, and contribute to building a new arm within our established global GTM organization.

As we embark on this journey to expand our employee base in Bangalore, you’ll be tasked with the opportunity to build and lead a high-performing Sales team from the ground up, truly making your mark with Airbase.

This role is required to be on-site in the Bangalore office. Transportation, snacks, and meals will be provided. Working hours are 6 pm IST - 3 am IST (Eastern Time Zone business hours)

What you'll do:

  • Build, hire, and lead a best-in-class Mid Market AE team
  • Help Airbase become the leading Procure to Pay platform for mid-market and early enterprise
  • Meet and exceed net new revenue goals within the mid-market segment
  • Lead from the front by being on important customer calls with your AEs. Give them executive support to do multi-level selling, coach them on deals
  • Build scalable, repeatable sales motions that lead to consistent results. Our sales motions cover multiple stakeholders and have characteristics of enterprise sales
  • Build pipeline consistently, with the help of marketing, outbound BDRs, channel partners, and with your AEs
  • Maintain an accurate revenue forecast
  • Build an operating cadence with your team that is aligned with the rest of the GTM team
  • Build and nurture partnerships with cross-functional stakeholders like sales enablement, BDRs, customer success, solution consulting, partnerships, and product and onboarding teams, to put the customer first and win new logos
  • Confidently work with C-level executives internally and externally
  • Be a subject matter expert in Procure to Pay both internally and towards our customers, understand the value Airbase provides, and be able to demonstrate this to our prospects.

What you'll bring:

  • 7+ years of full cycle sales experience in the Mid-market segment, specifically with SaaS products (fintech, spend management, and procurement software a big plus)
  • 3+ years of experience leading a SaaS direct sales team with demonstrated ability to mentor, motivate, and engage distributed teams across cultures and geographies
  • Strong customer-facing and presentation skills with the ability to establish credibility with, and influence internal and external stakeholders
  • Experience working with a sales-led growth (SLG) motion, and with teams sourcing opportunities in collaboration with an in-house business development team
  • Multi-level selling
  • Deep expertise in negotiating and navigating contracts and legal discussions
  • Low ego and builds connections fast with stakeholders
  • Excellent communication and presentation skills
  • A builder with strong analytical, conceptual, and problem-solving abilities
  • Ability to forecast and provide pipeline updates


  • Compensation: Competitive cash compensation including meaningful equity packages.
  • Flexibility for Remote roles: Enjoy the freedom of remote work, with the option to work from anywhere in India.
  • Commuter Benefits for In-Office roles: Company transportation service or monthly allowance options.
  • Health and Wellness Benefits: Medical and accidental insurance, along with comprehensive health check-ups, dental plans, and gym memberships through Cult-fit. Employees are covered starting on their first day of employment and can extend coverage to dependents including spouse, children, and parents (including parent in-laws).
  • Life Insurance: Airbase provides you with a life insurance policy on us.
  • Responsible Time Off: Enjoy a generous allocation of personal days, separate sick leave, and additional perks such as holidays.
  • Parental Leave Policy: Generous parental leave policy available, please check with us for more information.
  • Home Office Stipend: A one-time stipend of up to $500 for home office essentials, along with a recurring stipend of $250 every 2 years as needed.
  • Baby Bonus: Planning to expand your family? You’ll receive a $500 bonus for Air-babies!
  • Provident Fund Matching