POSITION: Senior Account Executive

COMPANY: DIROX - DIGITAL SOLUTION MAKER

Dirox is a global software development and digital transformation company helping startups, scaleups, and enterprises design, build, and operate high-quality digital products. With strong delivery capabilities in Vietnam and an international business presence, we provide comprehensive services across web/mobile development, SaaS, AI/ML, blockchain, IoT, cloud, and cybersecurity. As a strategic arm of the Synexser group, we also support technology ventures and portfolio companies with execution capacity and digital expertise.

We are currently evolving from a traditional delivery-led technology company into a true "Digital Sherpa" - a commercially driven, market-visible growth partner. Our mission is to deliver absolute "Peace of Mind" to our clients, guiding them through complex digital terrains to reach their highest business summits.

YOUR MISSION: THE DEAL CAPTAIN & TRUSTED ADVISOR

As a Senior Account Executive, you are the primary engine of Dirox’s revenue growth. You do not simply transact; you are the captain who navigates complex client challenges and steers high-value opportunities from a qualified lead to a signed, long-term partnership.

Your mission is to own the full sales cycle, acting as a trusted guide ("Sherpa") who translates intricate business needs into tangible, high-quality technical solutions. You will be the crucial link between the client's vision and Dirox's delivery excellence.

• Lead the Commercial Expedition: Own the relationship with prospective clients from the first sales-led call to the final contract negotiation, establishing trust and demonstrating value at every step.

• Architect the Solution: Move beyond selling resources to architecting solutions. Conduct deep consultative discovery to unearth client pain points and collaborate with internal technical experts to design the perfect engagement model.

• Drive Predictable Revenue: Build and manage a robust pipeline, providing accurate forecasting and executing with a discipline that ensures you meet and exceed your revenue targets

RESPONSIBILITIES

1. Full-Cycle Deal Execution & Closing

• Take ownership of Sales Qualified Leads (SQLs) provided by the Sales Development Representatives (SDRs) and manage the entire sales expedition to a successful summit (close).

• Lead sophisticated contract and pricing negotiations, focusing on Value-Based Pricing, Gross Margin, and long-term partnership value over commoditized, low-margin deals.

• Consistently meet and exceed quarterly and annual quotas for closed-won revenue and new Annual Recurring Revenue (ARR).

2. Consultative Selling & Solution Orchestration

• Conduct deep-dive discovery sessions with C-level executives, VPs of Engineering, and Product Managers to understand their core business challenges, operational bottlenecks, and strategic aspirations.

• Collaborate seamlessly with Dirox’s technical leads and Sales Engineers to architect tailored solutions, whether they involve custom software development, dedicated engineering teams, or advanced AI implementations.

• Prepare and deliver compelling proposals, business cases, and presentations that articulate a clear value proposition and ROI for the client.

3. Pipeline Management & Forecasting Discipline

• Operate with a high degree of autonomy, meticulously managing your pipeline of opportunities within the CRM.

• Provide accurate, reliable weekly and monthly sales forecasts to leadership, adhering strictly to our established RevOps framework.

• Ensure all client interactions, deal stages, and next steps are logged with precision, creating a transparent and predictable sale motion.

4. Strategic Internal Collaboration

• Work in a tight-knit feedback loop with the SDR team to refine lead quality and optimize outbound targeting.

• Act as the "voice of the climber" (customer) to the marketing and delivery teams, providing field insights that help shape service offerings and go-to-market messaging.

• Partner with the CRO on tier-one strategic accounts, leveraging executive sponsorship to navigate enterprise complexity and accelerate deal cycles.

YOUR FIRST 90 DAYS: KEY MILESTONES

• Master the Playbook: Internalize Dirox’s core service offerings, "Digital Sherpa" value proposition, and key case studies. Shadow technical and delivery teams to build a foundational understanding of our capabilities.

• Take Command of the Pipeline: Assume ownership of the existing pipeline of qualified leads, establishing a rhythm of weekly calls, follow-ups, and discovery sessions.

• Secure the First Summit: Successfully navigate your first deal through the entire sales cycle, from initial scoping to a signed contract, demonstrating mastery of the Dirox sales process

QUALIFICATIONS

• Proven Navigation Tracks: 3-5 years of B2B sales experience in a closing role, with a demonstrated track record of exceeding quota in IT consulting, software outsourcing, or technical services.

• Technical Fluency: You speak the language of technology. You are comfortable and confident discussing software development, cloud infrastructure, and AI/ML concepts with both C-level business leaders and hands-on engineers.

• Consultative Mastery: Proven ability to execute a value-based, consultative sales process (e.g., MEDDPICC, Challenger Sale), moving conversations away from price and toward strategic business impact and "Peace of Mind".

• Execution Discipline: A self-starter who thrives in a high-autonomy environment. You are a master of modern CRM platforms and sales methodologies, requiring minimal day-to-day micromanagement to be effective.

• Linguistic Excellence: Native-level or completely fluent professional English (written and spoken) to negotiate with international C-level executives. Absolute fluency in French is highly desirable.

SUCCESS METRICS

You will be objectively measured on the following milestones:

• Closed-Won Revenue and Gross Margin vs. Quota.

• Win Rate (SQL-to-Close Conversion %).

• Average Contract Value (ACV).

• Sales Cycle Duration.

• Forecasting Accuracy within the CRM

THE DEAL CAPTAIN MINDSET & PERSONAL ATTRIBUTES

• Autonomous & Accountable: You own your territory and your number. You don’t need a map for every step of the journey because you are skilled at navigating complex terrain independently.

• Relentlessly Curious: You possess a deep-seated need to understand a client's business, asking the insightful "why" questions that get to the root of their challenges.

• A Composed Negotiator: You remain poised and strategic under pressure, guiding negotiations with a focus on creating a win-win outcome for both Dirox and the client.

• Collaborative by Nature: You understand that winning large, complex expeditions is a team sport. You actively engage technical and executive resources, leading the internal deal team with clarity and purpose.

BENEFITS

• Unwind & Recharge: Generous paid leave (up to 18 days), full-salary social insurance, and extra insurance.

• Be Rewarded: Tet bonus, performance bonuses.

• Work-Life Harmony: Happy, family-inclusive environment with surprise perks.

WORKING ARRANGEMENT: Hybrid (minimum 2 days/week in the office)

WORKING HOUR: Monday to Friday, from 8:30 am to 06:00 pm

LOCATION: 7 Tran Quy Kien, Cat Lai, Ho Chi Minh City

INTERVIEW PROCESS: 2 rounds - 1 offline interview with the CEO and 1 online interview

REPORT TO: Chief Revenue Officer (CRO)