Associate Director - Delivery and Sales Leader (Automated QA and Testing (AQT) Business Unit)

Company Description

We are a Digital Product Engineering company that is scaling in a big way! We build products, services, and experiences that inspire, excite, and delight. We work at scale — across all devices and digital mediums, and our people exist everywhere in the world (18000+ experts across 37 countries, to be exact). Our work culture is dynamic and non-hierarchical. We are looking for great new colleagues. That is where you come in!

This is a remote role in the US.

Job Description

We are seeking a results-driven Delivery and Sales Leader to drive the next stage of growth in our Automated QA and Testing (AQT) Business Unit. As software development accelerates, this leader must champion next-generation testing approaches — blending traditional frameworks with AI- and ML-powered testing strategies to ensure greater speed, agility, and resilience. This role will be critical in reshaping our automation services, embedding AI-driven methodologies into our CI/CD pipelines, and positioning Nagarro at the forefront of innovation in the QA space.

Outcomes Desired

• Achieve 20%+ revenue growth year-over-year, growing AQT revenue from a current base of greater than $30M.
• New business: Present AQT offerings to existing/new customers with no AQT offerings footprint from Nagarro. Add a minimum of six customers every year (existing or new logo).
• Integrate AI- and ML-driven testing frameworks across client engagements.

Key Responsibilities

Strategic Growth & Sales Leadership (45%)

• Develop and execute targeted sales strategies focused on traditional and AI-driven testing services.
• Actively pursue opportunities where AI-powered automation and smart testing solutions drive differentiation and client value.
• Lead high-value sales pursuits with hands-on client engagement and solution development

Delivery Excellence & Innovation (30%)

• Ensure exceptional quality delivery while optimizing profit margins.
• Lead the evolution of testing strategies by incorporating AI and ML into automation frameworks, enhancing efficiency, accuracy, and resilience.
• Embed AI-augmented testing methods into client CI/CD pipelines, ensuring continuous quality at speed.

Team Development & Thought Leadership (15%)

• Build and mentor a high-performing, innovation-driven team skilled in modern AI/ML testing techniques.
• Build a sustainable leadership pipeline through intentional mentoring and growth opportunities
• Drive internal knowledge sharing and establish Nagarro as a thought leader in AI-augmented test automation.

Financial and Operational Leadership (10%)

• Drive P&L performance through strategic financial planning and operational efficiency
• Deliver accurate forecasting and margin management while scaling innovative offerings.

Qualifications

Business and Delivery Leadership

• 10+ years of experience leading delivery, sales, or business management within IT services, QA, or software engineering.
• Proven success scaling business units, achieving consistent 20%+ YoY revenue growth, and managing full P&L ownership.

Testing and Technology Expertise

• Strong understanding of modern QA and Testing approaches, including AI- and ML-driven testing strategies, smart automation frameworks, and integration into CI/CD pipelines.
• Experience implementing AI-powered testing tools (e.g., self-healing scripts, intelligent defect prediction, dynamic test generation).

Sales and Client Management

• Demonstrated ability to engage clients consultatively around next-generation testing solutions.
• Skilled at positioning innovation (especially AI/ML capabilities) as a driver of business value.

Operational and Financial Acumen

• Deep experience with forecasting, financial management, and margin improvement strategies.
• Ability to scale delivery operations while maintaining or improving profit margins.

People Leadership

• Track record of building and retaining high-performing, innovation-driven teams.
• Strong commitment to employee engagement, development, and satisfaction.

Education

• Bachelor’s degree in Computer Science, Engineering, Business, or a related field; a Master’s d