Director SMB Sales & Commercial

About the role

PTCL, a technology company providing integrated ICT and cellular network services in Pakistan, is looking for a Director of SMB Sales & Commercial. The role drives revenue growth by formulating and executing sales strategies, building relationships with key stakeholders and overseeing the performance of the sales team to achieve revenue targets. It calls for a visionary leader with a strong telecom and ICT background, leadership and people-management skills, and a proven track record in competitive markets.

Key responsibilities

• Turn corporate sales strategy into territory execution plans, build and maintain a 2x qualified pipeline, and ensure accurate forecasting and CRM visibility.
• Maintain gross margin discipline, oversee pricing and deal approvals, monitor receivables and collections, and ensure commercial investments meet profitability and ROI objectives.
• Build strategic customer relationships, develop account growth plans, improve retention and satisfaction, and drive cross-sell, upsell and market expansion.
• Manage territory planning, customer segmentation, quota allocation, CRM governance, forecasting accuracy and customer credit-risk compliance.
• Lead, coach and develop sales teams through performance management, succession planning, capability building and employee engagement.
• Work with Product, Technology, Marketing, Finance, HR and Operations on go-to-market initiatives, timely delivery and compliance.

Required profile

• Minimum bachelor's degree in engineering, computer science or business administration; a master's in one of these fields is preferred.
• 15+ years of relevant experience in SMB sales and the related domain.

What we offer

• Family-centric policies including 6 months of maternity leave and 30 days of paternity leave.
• A hybrid work model.