Associate Director - KAM

Associate Director - KAM

Location: Bangalore
Experience: 8–15 Years
Reporting To: VP - Hyperlocal

About LoadShare

LoadShare is one of India's most innovative and resilient logistics platforms, transforming how goods move across the country. Founded in 2017, we've grown into a pan-India, multi-category last-mile network with a unique presence across both Tier 1 metros and deep Tier 2/3 towns.

What sets us apart

Scale with depth: We handle 550K+ deliveries every day across food, e-commerce (B2C), B2B retail, and digital commerce, powered by a network of 30,000+ delivery partners.

Strong financials, stronger ambition: With 800+ Cr FY26 revenue and backing from global investors including Tiger Global, Matrix, BII, Stellaris, and BeeNext, we're well-capitalized and building for long-term profitability.

Dual-engine model: Along with operating one of India's most flexible last-mile delivery networks, our in-house logistics technology platform processes 2M+ orders daily, enabling asset cross-utilization across multiple business verticals.

Technology-first approach: Our proprietary platform enables intelligent cross-utilization of delivery partners across multiple earning opportunities throughout the day (for example, grocery delivery peaks in the early morning while bike taxi demand peaks later), significantly improving network efficiency and partner earnings.

Strategic partner to India's digital economy: We work with leading players across e-commerce, quick commerce, food delivery, mobility, and retail, continuously expanding our wallet share while co-creating new logistics solutions.

Built to scale profitably: We are building India's most capital-efficient, technology-enabled logistics platform. Our next phase is focused on scaling the business 5X over the next five years through deeper client partnerships, operational excellence, and new growth engines.

Founding Team

• Raghu Talluri (CEO) – Formerly Myntra, McKinsey
• Pramod Nair (CTO) – Formerly Freecharge, Snapdeal, MartMobi
• Rakib Ahmed (Co-Founder & Business Head – E-commerce, Trucking & Warehousing) – Formerly ICICI Prudential, Co-founder of Lunate Eco

Role Overview

We are looking for a commercially driven business leader to drive new business acquisition, strategic partnerships, revenue growth and account expansion for LoadShare's Hyperlocal and Quick Commerce businesses. 

This is a hunter-led role, with a strong focus on identifying and acquiring new enterprise clients, building a high-value sales pipeline, developing strategic partnerships and driving large commercial closures.

The role will also be responsible for expanding existing strategic accounts through cross-sell, upsell and increased share of wallet.

1. New Business & Revenue Growth

• Own the end-to-end acquisition of strategic and enterprise clients across Hyperlocal, Quick Commerce and related digital commerce segments.
• Build, manage and consistently grow a strong pipeline of large-value business opportunities.
• Identify new markets, customer segments, use cases and revenue opportunities aligned with LoadShare's growth strategy.
• Drive the complete sales cycle — prospecting, opportunity identification, solutioning, proposal development, commercial negotiation and closure.
• Develop and execute account acquisition strategies for large enterprises, platforms, brands and emerging digital businesses.
• Build long-term relationships with CXO, VP and senior business stakeholders at target organizations.
• Develop compelling business cases and solutions based on customer requirements, operational challenges and commercial objectives.
• Own revenue targets and business development metrics for the assigned portfolio.

2. Strategic Partnerships & Large Deal Closures

• Identify and build strategic partnerships that can create significant and sustainable revenue opportunities for LoadShare.
• Lead complex, multi-stakeholder negotiations and large commercial discussions.
• Work closely with Product, Operations, Finance, Analytics and leadership teams to structure solutions and commercials for strategic opportunities.
• Develop differentiated proposals and GTM approaches for large or new customer segments.
• Drive executive-level conversations and represent LoadShare in strategic customer meetings.

3. Strategic Account Growth / Farming

• Own relationships with a portfolio of strategic accounts and identify opportunities to increase share of wallet.
• Drive upsell, cross-sell and expansion opportunities across existing customers.
• Identify additional use cases, geographies, categories and services that can be introduced within existing accounts.
• Build account growth plans and proactively identify opportunities before they become customer requirements.
• Maintain strong relationships with senior stakeholders to ensure long-term partnership and account retention.

4. Business & Commercial Ownership

• Own the commercial health and revenue performance of assigned accounts.
• Work with Finance and internal teams on pricing, commercials, billing, collections and profitability.
• Evaluate business opportunities based on revenue potential, margins, operational feasibility and strategic value.
• Track account-level performance and identify opportunities for revenue and profitability improvement.
• Develop periodic business reviews and growth plans for key accounts.

5. Cross-functional & Execution Leadership

• Partner closely with Operations, Product, Finance, Analytics and Business teams to ensure successful implementation of new accounts.
• Work with internal teams to translate customer requirements into scalable operational and technology solutions.
• Ensure smooth transition from deal closure to onboarding and business launch.
• Act as the senior escalation point for strategic customers when required.
• Drive internal alignment and execution without direct authority across multiple functions.

6. Market & Business Development Strategy

• Develop a strong understanding of the Hyperlocal, Quick Commerce, e-commerce and digital commerce ecosystem.
• Track market trends, competitor offerings, customer movements and emerging business models.
• Identify potential strategic accounts and prioritize opportunities based on market potential and business fit.
• Provide leadership with insights on market opportunities, customer needs and competitive positioning.
• Contribute to the development of LoadShare's broader enterprise sales and GTM strategy.

What We Are Looking For

• 8–12+ years of experience in B2B / Enterprise Sales, Business Development, Strategic Accounts or Partnerships.
• Proven track record of acquiring new enterprise / strategic clients and delivering meaningful revenue growth.
• Experience managing large-value sales pipelines and closing complex, multi-stakeholder deals.
• Strong experience in hunting / new logo acquisition, rather than purely relationship-led account management.
• Experience in logistics, e-commerce, quick commerce, hyperlocal, mobility, SaaS, fintech or other technology-led businesses would be preferred.
• Strong commercial understanding with the ability to evaluate pricing, margins, business cases and deal structures.
• Demonstrated ability to engage and influence CXO/VP-level stakeholders.
• Strong negotiation, consultative selling and solutioning capabilities.
• Experience in expanding existing accounts through cross-sell, upsell and increased share of wallet.
• Strong analytical and problem-solving skills with the ability to use data to drive commercial decisions.
• Comfortable operating in a fast-paced, ambiguous, and entrepreneurial environment.
• Strong ownership mindset with the ability to independently drive opportunities from idea to closure.