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Business Development Lead, Mid-Market
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CloudsineAI builds AI agent security and governance software. We were founded in Singapore in 2012. Today we protect over 12,000 web properties for customers across five countries, and our platform secures LLM and agentic applications inside a large Singapore government agency and other tightly regulated environments. We are the sovereign AI-agent security platform for regulated Asia-Pacific.
We built the company on enterprise deals: long cycles, deep technical evaluations, procurement measured in quarters. We win those and we will keep winning them.
This role is the second motion. Mid-market organisations across Singapore and the region are deploying AI agents right now, and they buy in weeks. We are building the commercial engine that serves them, and you are the person who builds it.
You own new business in the mid-market: everything below our enterprise accounts, across web security, AI posture management and agentic governance. Fast cycles, in volume.
You are the first commercial hire dedicated to this segment. You get the product, the pricing ladder, the technical support, an inside sales representative and a wide brief, and you decide how to attack it.
You own three things.
Build and run a repeatable outbound and inbound motion into mid-market security, platform and technology leaders. Sequencing, qualification, discovery, close.
Carry the number for the segment. You are measured on closed revenue.
Manage the Inside Sales Representative. The ISR reports to you and works the top of the funnel: prospecting, outbound execution and qualification. You set their targets, their targeting and the qualification bar, you coach them, and you own their ramp and their output as part of your own number.
Own the commercial mechanics end to end: pricing within an agreed ladder, proposals, quotations, objection handling, negotiation and close. You will have technical support on the deals that need it, and you will run most first calls yourself.
Recruit resellers and managed service providers who will sell and close independently. Partners with their own mid-market book, their own sellers, and a commercial reason to lead with us.
Build the enablement that makes that work: the pitch, the qualification questions, the demo path, pricing they can quote on their own, and deal registration that makes it worth their while.
Work our existing partner and distributor relationships for the deals they can transact while you build the sourcing side.
You will have real latitude here. Partner terms, margin structure and deal registration are open questions, and we want the person in this seat to answer them.
Take our AWS Marketplace presence from its current state to a working co-sell motion, including the public-sector programmes that let government and regulated buyers transact against committed cloud spend.
Build the relationships on the cloud provider side that turn a listing into referred deals, and make the case for other marketplaces when the volume justifies it.
Treat this as a channel with a number attached.
One outcome runs through all three: a mid-market motion that produces predictable revenue through more than one route.
In your first 90 days:
A qualified mid-market pipeline built from a standing start, with a documented qualification bar and a repeatable outbound sequence.
First mid-market closes in your own name.
Your ISR ramped and producing qualified meetings against a standard you have set.
One partner recruited, enabled and working their first opportunity.
The AWS Marketplace listing transactable, with a co-sell conversation open.
Must-haves
5 to 8 years in B2B software sales or business development, including at least three years carrying and hitting a new-business quota.
Velocity. You have run a motion measured in deals per quarter, and you are comfortable at that pace.
Experience managing, coaching or leading an SDR, ISR or junior seller, and a clear view on what good prospecting looks like. You will have someone reporting to you from the start, and how quickly they become productive is part of your number.
Direct experience of at least one of the following, and appetite for the other: building an outbound motion from scratch, including the sequencing and qualification or recruiting and enabling resellers or MSPs who then closed on their own.
At least two years selling AI, data or security software to buyers who were still forming a view on what they needed. You can hold a conversation about what an AI agent is, where it creates exposure, and why a security team should care, without a slide and without an engineer.
Enough technical fluency to run a first-call discovery on your own in cybersecurity or cloud infrastructure, hold a competitive comparison, and know when to bring an engineer in.
Experience selling in Singapore, and a working understanding of how mid-market and smaller public-sector buyers here procure.
Clear written English. Much of this job is written: sequences, proposals, partner enablement material, and a forecast people can rely on.
What to show us
In your cover note, tell us about one commercial motion you built rather than inherited. A territory, a segment, an outbound programme, or a partner you recruited who went on to close on their own. Give us the specifics: what existed when you arrived, what you did, what it produced in numbers, and what you would do differently.
Nice-to-haves
Cybersecurity, cloud or developer-tooling sales background.
Transacting through a cloud marketplace, or public-sector cloud purchasing programmes.
Regional coverage beyond Singapore, particularly Malaysia, Indonesia, Thailand or the Philippines.
Building a deal-registration or partner-margin programme.
Building an outbound function that used AI tooling for research, sequencing or qualification.
We are a small Singapore-based team with a long operating history and a short decision chain. This role reports to the Chief Commercial Officer. Pricing calls, partner terms and deal structure are one conversation away.
You will be given the segment, the pricing ladder, the product, the technical support and your ISR, and a large amount of freedom about how to go after it. We will back your judgement and we will want a forecast we can plan against.
The work is hybrid, based in Singapore, with customer and partner travel in the region.
This is an early motion, which means the decisions that shape it are still available. You will design the qualification model, build your ISR into a productive one, choose the partners and build the marketplace route, and you will see all of it working inside a year. If you have wanted to build the thing rather than inherit it, this is the seat.
Job ID: 152401317
