Enterprise Sales Manager

You are the leader responsible for coaching and executing the full enterprise revenue mandate. You must ensure your team's predictable quota attainment by mastering the complexity of New Logo Acquisition, Expansion, AND Renewal sales motions.

Your success is defined by ensuring every Account Executive operates with the analytical rigor required to manage this three-pronged revenue model.

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  Directly manage a team of Enterprise AEs and support quota attainment across the full spectrum of revenue (New, Expand, and Renew).

  
  
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  Own the integration and reinforcement of Challenger Sales and MEDDPIC qualification, ensuring reps can apply the methodology correctly to Renewal and Expansion deals, not just new ones.

  
  
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  Conduct rigorous pipeline inspection, supporting deal health by driving continuous qualification across all opportunity types, especially complex Expansion and high-risk Renewal deals.

  
  
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  Support AEs in building complex, multi-threaded strategies for all three growth vectors, including detailed account action plans for retention and growth.

  
  

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  At least two years of sales management experience for sales representatives who carry an individual quota above $3M.

  
  
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  Demonstrated experience regularly managing reps through complex, six-to-seven-figure sales opportunities.

  
  
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  Direct, front-line enterprise sales experience is a prerequisite.

  
  
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  Deep understanding and practical application of the Challenger Methodology and MEDDPIC qualification.

  
  
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  A strong technical aptitude for SaaS solutions, with a background in DevOps/Agile environments being a plus.

  
  
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  College degree (BA/BS) or equivalent.