Shelby Global ★ 5.0

SaaS Sales & B2B Revenue
• Define and execute end-to-end SaaS sales strategy targeting SME and enterprise segments, including pricing, packaging, and GTM motions.
• Own and deliver revenue targets: ARR/MRR growth, ACV expansion, and net revenue retention (NRR).
• Build and optimize the full sales funnel — from lead generation and SQL qualification through deal closure and post-sale expansion.
• Establish data-driven sales operations: pipeline coverage ratio, win rates, sales cycle length, and CAC payback tracking.
• Develop segment-specific go-to-market playbooks for SME, mid-market, and enterprise accounts.

Business Development & Partnerships
• Identify, negotiate, and manage strategic partnerships — including channel partners, technology integrations, ecosystem alliances, and financial institution collaborations.
• Design and manage partner programs: activation rates, co-selling frameworks, revenue-sharing models, and joint GTM plans.
• Proactively manage channel conflict through clear customer segmentation, price disparity controls, and partner awareness protocols.

• Evaluate partnership ROI and continuously optimize the partner portfolio for long- term commercial value.

Team Building & Leadership
• Recruit, develop, and retain a world-class Sales and Business Development organization from the ground up, or scale an existing team.
• Design KPI frameworks and incentive structures aligned to new customer acquisition, partner activation, ICP fit rate, and revenue milestones.
• Implement rigorous coaching, training, and performance management programs to continuously elevate team capability.

• Foster a culture of accountability, data-driven decision-making, and customer- centricity across the commercial team.

Commercial Strategy & Cross-Functional Collaboration
• Collaborate with Product, Marketing, and Finance to align commercial strategy with mproduct roadmap, promotional plans, and financial targets.
• Lead pricing strategy, promotional effectiveness reviews, and competitive positioning initiatives.

• Represent the commercial function at the executive level; contribute to company- wide strategic planning and board-level reporting.

• Monitor market trends, competitive landscape, and customer insights to continuously refine the commercial approach.

Must-Have
• Minimum 10 years of progressive experience in commercial, sales, or business development leadership roles.
• Significant industry experience in at least one of the following: SME-focused businesses, fintech, financial services, or banking.
• Demonstrated track record of building and scaling Sales and/or BD teams (from early-stage to 50+ members).

• Deep expertise in SaaS/subscription business models, B2B sales processes, and channel/partner management.

• Proven ability to design and execute go-to-market strategies in emerging or high-growth markets.

• Exceptional leadership, communication, and stakeholder management skills.
• Bachelor’s degree in Business, Finance, Economics, or a related field. MBA or equivalent is a plus.

Nice-to-Have
• Experience in the Vietnamese, particularly with SME-focused products.
• Strong command of SaaS commercial metrics: ARR, MRR, NRR, ACV, CAC payback, pipeline coverage, win rate, sales cycle length.
• Prior experience at a high-growth fintech startup or SaaS platform company.
• Familiarity with channel conflict resolution strategies and multi-channel distribution models.
• Experience working with or selling to SMEs, financial institutions, banks, or payment platforms.
• Bilingual proficiency in Vietnamese and English.

COMPENSATION & BENEFITS
• Competitive compensation package including base salary, performance-based bonuses, and potential equity/ESOP.
• Senior leadership role with direct impact on company growth and strategic direction.
• Opportunity to build and scale the commercial team and go-to-market engine.

• Collaborative environment with direct exposure to founders and key decision-makers.

• Full social insurance with contribution based on 100% of salary, in accordance with Labor Law.
• Lunch allowance and company-provided work equipment.
• Bonuses on public holidays and Tet.
• Regular team building activities, year-end party, and internal events.