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Key Responsibilities and Required Skills for Enterprise Sales Executive

💰 $150,000 - $350,000 OTE

SalesBusiness DevelopmentTechnologyB2B

🎯 Role Definition

This role requires a dynamic and results-driven Enterprise Sales Executive to join our elite sales organization. In this role, you will be responsible for identifying, pursuing, and closing new business with the world's largest and most strategic companies. The ideal candidate is a strategic hunter with a passion for technology, a deep understanding of complex enterprise sales cycles, and a history of consistently exceeding multi-million dollar sales targets. You will act as a trusted advisor to C-level executives and key decision-makers, articulating a compelling vision and quantifiable business value to solve their most critical challenges. This is a pivotal role that will directly impact our revenue growth and market leadership.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Senior Account Executive
  • Strategic Account Manager
  • Business Development Director

Advancement To:

  • Regional Sales Director / Regional Vice President (RVP) of Sales
  • Vice President (VP), Enterprise Sales
  • Director of Strategic Accounts

Lateral Moves:

  • Channel Sales Director
  • Director of Sales Enablement
  • Principal Solutions Consultant

Core Responsibilities

Primary Functions

  • Proactively identify, prospect, and engage with key decision-makers and economic buyers within target enterprise accounts, including C-level, VP, and Director-level executives.
  • Own and manage the entire complex sales cycle from initial contact and qualification to contract negotiation and successful deal closure.
  • Develop and execute comprehensive territory and strategic account plans to achieve and consistently exceed assigned sales quotas and revenue targets.
  • Build and maintain a robust and healthy sales pipeline through a combination of outbound prospecting, networking, and close collaboration with marketing and SDR teams.
  • Conduct in-depth discovery sessions to deeply understand prospective clients' critical business challenges, strategic initiatives, and organizational pain points.
  • Articulate and demonstrate the company's unique value proposition, expertly tailoring presentations and solutions to address the specific needs of each enterprise client.
  • Quarterback and coordinate internal resources, including pre-sales engineers, legal, product specialists, and professional services, to create compelling and comprehensive business proposals.
  • Master and effectively communicate the competitive landscape, strategically positioning our solutions as the superior choice against all alternatives.
  • Lead the negotiation of multi-year, multi-stakeholder contract terms, complex pricing models, and service-level agreements to ensure a win-win outcome.
  • Maintain meticulous and accurate records of all sales activities, customer interactions, and pipeline progression within the CRM system (Salesforce).
  • Provide precise and reliable sales forecasting on a weekly, monthly, and quarterly basis to sales leadership for business planning.
  • Cultivate deep, long-term strategic relationships with key accounts to drive customer loyalty and identify significant opportunities for upselling and cross-selling.
  • Represent the company with the highest level of professionalism and integrity at industry events, executive briefings, and customer-facing workshops.
  • Collaborate closely with the Customer Success team to ensure a seamless post-sale handover, long-term client satisfaction, and full solution adoption.
  • Develop a sophisticated understanding of the client's industry, business model, and organizational structure to serve as a trusted and indispensable advisor.
  • Navigate complex procurement processes and build broad consensus among a wide range of stakeholders within large, matrixed organizations.
  • Deliver compelling, executive-level business case presentations that clearly quantify the Return on Investment (ROI) and strategic value of our solutions.
  • Stay current on emerging industry trends, market activities, and competitive intelligence to inform and continuously refine sales strategies.
  • Provide valuable, structured feedback from the field to product, marketing, and leadership teams to influence the company's go-to-market strategy and product roadmap.
  • Drive a high-velocity sales motion by effectively managing a large pipeline of opportunities simultaneously at various stages of the buying journey.

Secondary Functions

  • Mentor and provide situational guidance to more junior members of the sales team, such as SDRs or commercial Account Executives.
  • Collaborate with the marketing team to develop targeted account-based marketing (ABM) campaigns, content, and executive events.
  • Participate in and contribute to internal product training and certification programs to maintain expert-level knowledge of the solution suite.
  • Assist in the development and refinement of sales enablement materials, including case studies, pitch decks, and competitive battle cards.

Required Skills & Competencies

Hard Skills (Technical)

  • Deep proficiency with CRM software, particularly Salesforce (SFDC), for pipeline management and forecasting.
  • Formal training and practical expertise in a specific sales methodology (e.g., MEDDICC, Challenger Sale, Command of the Message, Value Selling).
  • Mastery of sales intelligence and prospecting tools (e.g., LinkedIn Sales Navigator, ZoomInfo, Outreach, 6sense).
  • Strong financial and business acumen, with the ability to build and present sophisticated ROI, TCO, and business value models.
  • Advanced skill in using presentation software (PowerPoint, Google Slides) to create and deliver compelling executive-level business cases.
  • In-depth knowledge of the enterprise software/SaaS landscape and specific industry verticals (e.g., FinTech, Healthcare, Retail, Manufacturing).

Soft Skills

  • Exceptional executive communication, influential presentation, and interpersonal skills, with a natural ability to command a room and engage C-level leaders.
  • Superior negotiation and closing capabilities, with a proven track record of handling complex, seven-figure, multi-faceted deals.
  • Strategic and analytical thinking with a talent for methodical territory planning, account mapping, and identifying white space.
  • An extremely high level of self-motivation, grit, and resilience, combined with a results-driven mindset and a strong "hunter" mentality.
  • Innate relationship-building skills, with a demonstrated ability to foster trust, credibility, and long-term partnerships with clients and internal teams.
  • A creative and tenacious problem-solving orientation, with an ability to navigate ambiguity and overcome obstacles in complex organizations.

Education & Experience

Educational Background

Minimum Education:

Bachelor's Degree or equivalent practical and professional experience.

Preferred Education:

Master of Business Administration (MBA).

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Economics
  • Communications

Experience Requirements

Typical Experience Range: 8-15+ years

Preferred: A demonstrated track record of 7+ years in a direct, quota-carrying enterprise sales role, selling complex software/SaaS solutions to Fortune 1000 companies and consistently exceeding a seven-figure annual quota.

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