Enterprise Sales Manager

The Enterprise Sales Manager is responsible for leading and executing the company’s enterprise sales strategy to drive significant revenue growth. This role oversees enterprise account acquisition, strategic account management, sales forecasting, and team leadership. The Manager will build, mentor, and scale a high-performing enterprise sales team while developing long-term relationships with key stakeholders at large organizations.

This position plays a critical role in shaping revenue strategy and market expansion.

Key Responsibilities

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