Enterprise Sales Manager

Key KPIs

• Quarterly new ARR bookings against assigned quota
• Pipeline coverage: maintain 3x quota at all times
• Win rate on qualified opportunities (target: 25%+)
• Average deal cycle time: 45–60 days from first meeting to close
• Number of net-new enterprise logos acquired per quarter
• Self-sourced pipeline as a percentage of total pipeline (target: 60%+)

Day-to-Day Responsibilities

Your typical week involves a mix of prospecting, discovery calls, product demonstrations, and deal negotiations. You will spend time researching target accounts, mapping org structures, and identifying the right entry points — not waiting for inbound leads. You will run your own pipeline from first outreach through contract signature, coordinating with Solutions and Product teams for technical demos when needed. Expect 2–3 client meetings per week (in-person or virtual), weekly pipeline reviews with the CBO, and regular collaboration with marketing on account-based outreach. Travel to client offices is a regular part of the role.

Core Responsibilities

New Business Acquisition (60% time allocation)

• Identify, qualify, and close new enterprise and mid-market accounts within your assigned geography
• Build and execute account plans for target organisation's — map decision-makers, understand buying processes, and create multi-threaded engagement strategies
• Run the full sales cycle independently: prospecting, discovery, solution presentation, negotiation, and close
• Sell company's complete solutions portfolio to HR, Finance, and IT buyers — this is not a single-product role
• Generate self-sourced pipeline through direct outreach, referrals, events, and personal network — not dependent on marketing-qualified leads
• Consistently achieve and exceed quarterly and annual ARR quotas

Pipeline Management & Deal Execution (25% time allocation)

• Maintain a healthy pipeline with 3x coverage at all times — qualify rigorously and disqualify early
• Manage deal progression through structured stages with clear next steps and timelines
• Prepare and present compelling business cases, ROI analyses, and commercial proposals
• Navigate procurement, legal, and compliance processes within enterprise organisation's
• Accurately forecast revenue on a weekly and monthly basis using CRM

Market Intelligence & Collaboration (15% time allocation)

• Provide structured feedback to Product and Marketing on market needs, competitive positioning, and objection patterns
• Share best practices and playbooks with the broader sales team
• Represent company at industry events, conferences, and networking forums in your region
• Collaborate with Solutions Engineering for technical demonstrations and proof-of-concept engagements

Required Skills & Qualifications

• 5–8 years of experience in B2B enterprise sales with a strong track record of closing ARR-based

deals (not TCV, GMV, or one-time project revenue)

• Proven ability to independently source and close deals — you do not rely on inbound leads, MQLs, or ABM-generated pipeline to hit quota

• Experience selling to mid-market and enterprise organisation's with 45–60 day (or longer) sales

cycles involving multiple stakeholders.

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