Head Of SME Sales

• Direct Sales & Pipeline Building
  • Personally own and close deals with SME prospects - minimum 10 discovery calls per month in the first 90 days
  • Build ICP (Ideal Customer Profile) based on real market signals - refine continuously, not from assumptions
  • Establish pipeline tracking from lead to close: CRM, onboarding handoff, early churn signal monitoring
• Sales Process & Enablement
  • Build the sales playbook from scratch: discovery framework, objection handling, demo flow, and proposal structure
  • Develop supplementary outbound motion: LinkedIn, email sequences, industry associations (logistics, SME Hanoi)
  • Partner with Marketing to co-develop sales enablement kit: pitch deck by industry, ROI calculator, case studies
  • Own weekly pipeline reviews and monthly forecasts - full accountability for SME revenue target
• Team Building & Strategy
  • Hire and coach the first 2–3 SME sales reps after validating the motion - coaching directly, not purely managing
  • Provide market intelligence to Product and Marketing teams: what objections emerge, which industries have highest conversion, what messaging resonates
  • Support leadership in shaping broader channel strategy, including reseller program development for provincial markets

Yêu cầu ứng viên

• Experience
  • 5+ years in B2B sales, with a minimum of 3 years selling SaaS or tech solutions to the Vietnamese market. Experience in a high-growth startup environment is a major plus.
  • Demonstrated ability to personally close deals with an Annual Contract Value (ACV) of $5,000 – $50,000 without the crutch of a global brand.
  • Experience building sales pipeline from scratch - cold outbound, association networks, referral programs
  • Existing network in at least one priority industry: logistics, FDI manufacturing, FMCG, or commercial real estate in Vietnam is a significant advantage
  • Experience in navigating 'New Category' sales where you must educate the market and create a budget for a product they didn't know they needed.
• Skills & Knowledge
  • Consultative selling methodology - discover pain first, demo second; not feature-dump selling
  • Pipeline management and forecasting using structured CRM discipline (HubSpot, Pipedrive, or equivalent)
  • Ability to engage at both business and legal levels - no legal background required, but must understand compliance and contract risk value propositions
  • English proficiency sufficient for product documentation and demos with FDI enterprise clients
• Personal Attributes
  • Proactive and self-directed - comfortable operating without a ready-made playbook.
  • Genuine interest in AI-powered products and the legal technology space.
  • Strong ambition to grow into a Sales Director role as the team scales.
  • Comfortable working in a fast-paced, startup-like environment while engaging SME decision-makers.

Quyền lợi được hưởng

• Competitive compensation package (base salary + uncapped deal-based commission).
• Full ownership of GTM strategy for Vietnam's first enterprise-grade legal AI product - no layers, no committee approvals.
• CMC Group ecosystem: leverage the group's enterprise network as a warm lead source from day one.
• High-autonomy, performance-driven working environment with direct access to product leadership.
• Long-term career growth in the AI and legaltech ecosystem in Vietnam - one of the highest-growth categories globally.