Director SMB Sales & Commercial

About the role

PTCL is seeking a Director of SMB Sales & Commercial to lead revenue growth across its small‑and‑medium‑business segment. The role will shape and execute sales strategies, build key stakeholder relationships, and manage a high‑performing sales team to meet ambitious targets.

Key responsibilities

• Translate corporate sales strategy into territory execution plans, maintain a qualified pipeline, and ensure accurate forecasting.
• Maintain gross‑margin discipline, oversee pricing, deal approvals, receivables and collections, and validate commercial business cases.
• Develop and manage strategic customer relationships, drive account growth, retention, cross‑sell and upsell opportunities.
• Lead territory planning, customer segmentation, quota allocation, CRM governance and credit‑risk compliance.
• Coach, mentor and develop the sales team through performance management, succession planning and capability building.
• Collaborate with Product, Technology, Marketing, Finance, HR and Operations to deliver customer‑centric solutions and support go‑to‑market initiatives.

Required profile

• Bachelor’s degree in Engineering, Computer Science or Business Administration; Master’s degree preferred.
• Minimum 12 years of experience in telecom or ICT sales, with a proven record of achieving revenue targets in competitive markets.
• Strong leadership and people‑management capabilities.
• Ability to drive financial and commercial governance, including margin discipline and ROI analysis.

Required skills

• Sales strategy formulation and execution.
• Financial and commercial governance.
• Customer relationship management.
• Territory and quota planning.
• Cross‑functional collaboration.

What we offer

• Family‑centric policies including 6‑month maternity and 30‑day paternity leave.
• Hybrid work arrangement.
• Opportunity to lead a high‑impact function within Pakistan’s leading telecom provider.