The Director of Enterprise Sales leads the strategic development and execution of sales initiatives targeting large corporate accounts, driving significant revenue growth and expanding market presence through complex, high-value deals.
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What is a Director of Enterprise Sales?
A Director of Enterprise Sales is a senior leadership role responsible for overseeing the sales strategy and team focused on large-scale corporate clients. This position involves developing long-term relationships with key enterprise accounts, negotiating major contracts, and aligning sales efforts with overall business objectives. The director ensures the sales team meets revenue targets while maintaining high customer satisfaction and market competitiveness.
What does a Director of Enterprise Sales do?
A Director of Enterprise Sales manages and mentors a team of enterprise account executives, setting sales targets and strategies for acquiring and retaining large corporate clients. They develop and implement sales plans, analyze market trends to identify new opportunities, and collaborate with marketing and product teams to tailor solutions for enterprise needs. Additionally, they negotiate complex contracts, build strategic partnerships, and report on sales performance to senior management, ensuring alignment with company goals and driving sustainable revenue growth.
Job Overview
The Director of Enterprise Sales will lead our strategic sales initiatives targeting Fortune 500 and large enterprise accounts across the United States. This senior leadership role requires developing and executing comprehensive sales strategies to drive significant revenue growth, establish long-term client partnerships, and expand market presence in competitive enterprise environments.
Director of Enterprise Sales responsibilities include:
1. Develop and implement strategic sales plans to achieve quarterly and annual revenue targets exceeding $5M+
2. Lead complex enterprise sales cycles with deal sizes ranging from $500K to $3M+
3. Build and maintain C-level relationships with Fortune 500 companies across multiple industries
4. Manage and mentor a team of 8-12 Enterprise Account Executives
5. Collaborate with marketing, product, and customer success teams to optimize go-to-market strategies
6. Analyze market trends and competitive landscape to identify new business opportunities
7. Negotiate and close high-value contracts with enterprise clients
8. Develop accurate sales forecasts and pipeline management reporting
1. 10+ years of enterprise sales experience with minimum 5 years in sales leadership
2. Proven track record of consistently exceeding $5M+ annual quota
3. Demonstrated success selling complex SaaS solutions to Fortune 500 companies
4. Experience managing and scaling high-performing sales teams of 8+ members
5. Expert knowledge of enterprise sales methodologies (MEDDIC, Challenger, SPIN)
6. Bachelor's degree in Business, Marketing, or related field
7. Willingness to travel 40-50% for client meetings and industry events
Preferred Qualifications
1. MBA from top-tier business school
2. Experience in multiple verticals (technology, finance, healthcare, manufacturing)
3. Background in both startup and established corporate environments
4. Previous experience scaling sales teams from $10M to $50M+ ARR
5. Existing C-level relationships within Fortune 500 companies
6. Experience with Salesforce, Outreach, and Gong sales enablement platforms
Bonus Skills
1. Multiple President's Club awards or equivalent sales excellence recognition
2. Experience managing global enterprise accounts with international operations
3. Background in both direct sales and channel partnership development
4. Industry-specific certifications (CSP, CSM, or relevant technical certifications)
5. Multilingual capabilities (Spanish, Mandarin, or other business languages)
6. Public speaking experience at major industry conferences and events
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