1. Role Description 
   - 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.

2. Key Responsibilities 
    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 

3. Requirements 
    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.

4. 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
 
5. What we offer 
   - 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.