Enterprise Sales Manager

Overview

Strategic Leadership

• Develop and execute the enterprise sales strategy aligned with company growth objectives.
• Define target markets, ideal customer profiles (ICP), and enterprise account segmentation.
• Establish revenue targets, KPIs, and sales performance metrics.
• Partner with executive leadership to shape go-to-market (GTM) strategy.

Revenue Growth & Enterprise Sales Execution

• Drive new enterprise business acquisition and expansion within existing strategic accounts.
• Lead complex, high-value, multi-stakeholder sales cycles.
• Negotiate enterprise-level contracts and pricing agreements.
• Build and manage a robust enterprise sales pipeline.
• Ensure accurate sales forecasting and reporting.

Team Leadership & Development

• Recruit, hire, and develop high-performing enterprise account executives.
• Set clear performance expectations and provide ongoing coaching.
• Implement structured sales processes and methodologies (e.g., MEDDICC, Challenger, SPIN).
• Foster a performance-driven, collaborative sales culture.

Cross-Functional Collaboration

• Collaborate with Marketing on enterprise campaigns and ABM initiatives.
• Work closely with Product and Customer Success to align solutions with client needs.
• Provide market feedback to influence product roadmap and positioning.
• Partner with Finance on pricing strategy and revenue planning.

Customer & Relationship Management

• Build and maintain executive-level relationships with key enterprise clients.
• Act as executive sponsor for strategic accounts.
• Ensure high levels of customer satisfaction and retention.
• Identify upsell and cross-sell opportunities within enterprise accounts.

Qualifications & Experience

• Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
• 5-7+ years of progressive sales experience, with 3+ years in enterprise sales leadership.
• Proven track record of exceeding enterprise revenue targets.
• Experience managing complex, long sales cycles and multi-million-dollar deals.
• Strong understanding of enterprise buying processes and procurement.
• Demonstrated ability to build and scale sales teams.
• Proficiency with CRM systems (e.g., Salesforce) and sales analytics tools.

Key Competencies

• Strategic thinking and execution
• Executive presence and negotiation skills
• Data-driven decision making
• Leadership and team development
• Strong business acumen
• Excellent communication and presentation skills
• Change management and adaptability