The Head of SME Sales is responsible for building and owning the go-to-market motion for C-AI Legal's and other AI products to SME segment - businesses of 50–500 headcount across logistics, FDI manufacturing, FMCG, and commercial real estate. The role is a player-coach position: the person must be capable of selling directly and closing deals independently before building and leading a team.
The ideal candidate will be the first sales hire for this segment, with full ownership over how C-AI Legal approaches the SME market in the first 90 days. The role is groomed for advancement to
The ideal candidate will be the first sales hire for this segment, with full ownership over how C-AI Legal approaches the SME market in the first 90 days. The role is groomed for advancement to Sales Director as the team scales.
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
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.
You’re probably not a fit if
- You're only comfortable with inbound sales - leads arrive, you just close them
- You need a strong brand and large marketing budget before you can start selling
- You want to manage a team from day one without going out to sell yourself
- You expect a polished, ready-made process - you are the process builder
- 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.