Job Description:
We are looking for an experienced and result-oriented Enterprise Sales Manager to drive the growth of our CPaaS (Communications Platform as a Service) business. The role will be responsible for identifying and acquiring enterprise customers, managing strategic accounts, developing new business opportunities, and driving revenue through consultative and solution-based selling.
The ideal candidate should have a strong understanding of the enterprise communication, CPaaS, SaaS, cloud, telecom, or digital technology ecosystem, along with proven experience in managing complex B2B sales cycles and engaging with senior decision-makers.
Key Responsibilities:
- Enterprise Business Development: Identify, qualify, and develop new enterprise business opportunities across target industries and customer segments.
- Lead Generation & Prospecting: Build a strong sales pipeline through strategic prospecting, cold calling, email campaigns, networking, industry events, referrals, and account-based selling.
- End-to-End Sales Ownership: Manage the complete sales lifecycle, from prospect identification and qualification through solution presentation, negotiation, closure, and handover.
- Solution Selling: Understand customer communication requirements and position relevant CPaaS solutions such as SMS, WhatsApp Business, Voice, RCS, OTP, authentication, notifications, and other digital communication APIs.
- Enterprise Account Management: Build and maintain strong relationships with key enterprise customers and identify opportunities for account expansion, upselling, and cross-selling.
- Stakeholder Management: Develop relationships with CXOs, business heads, IT leaders, procurement teams, marketing teams, and other key decision-makers within enterprise accounts.
- Client Meetings & Presentations: Conduct business discussions, product demonstrations, solution presentations, and commercial negotiations with prospective and existing customers.
- Proposal & RFP Management: Work closely with pre-sales, product, solution, and technical teams to prepare customized proposals, RFP/RFQ responses, commercial offers, and solution presentations.
- Pipeline & Revenue Management: Maintain accurate sales forecasts, pipeline reports, opportunity stages, and revenue projections through the organization's CRM system.
- Competitive Intelligence: Monitor competitor offerings, pricing, market developments, customer trends, and industry dynamics to identify opportunities and strengthen the company's competitive positioning.
- Cross-functional Collaboration: Collaborate with product, marketing, pre-sales, technical, operations, finance, and customer success teams to ensure successful customer acquisition and onboarding.
- Relationship Management: Act as a trusted business partner to customers by understanding their communication challenges and recommending scalable, cost-effective solutions.
- Market Expansion: Identify new industries, use cases, geographies, and strategic accounts that can contribute to CPaaS business growth.
- Sales Performance: Consistently achieve and exceed assigned revenue, acquisition, and profitability targets.
Key Skills & Competencies:
- Strong understanding of CPaaS, SaaS, cloud communications, telecom, APIs, digital messaging, or enterprise technology solutions.
- Proven experience in B2B enterprise sales with a track record of meeting or exceeding revenue targets.
- Strong consultative and solution-selling approach with the ability to understand business requirements and translate them into technology solutions.
- Excellent communication, presentation, negotiation, and relationship-management skills.
- Ability to engage confidently with CXO-level and senior enterprise stakeholders.
- Strong prospecting, lead-generation, and business-development capabilities.
- Experience managing long and complex enterprise sales cycles involving multiple stakeholders.
- Strong commercial acumen with the ability to negotiate pricing, contracts, and commercial terms.
- Excellent pipeline management, forecasting, and CRM discipline.
- Strong analytical and problem-solving abilities.
- Ability to work collaboratively with technical, product, pre-sales, marketing, and operations teams.
- Highly driven, self-motivated, target-oriented, and comfortable working in a fast-paced environment.
Education & Experience:
- Bachelor's degree in Business Administration, Marketing, Engineering, Computer Science, or a related field. An MBA or equivalent qualification is an advantage.
- 7–10 years of experience in B2B/Enterprise Sales, preferably within CPaaS, SaaS, telecom, cloud, IT, digital communications, or technology solutions.
- Proven track record of acquiring and managing mid-market and enterprise accounts.
- Experience selling technology solutions to industries such as BFSI, E-commerce, Retail, Healthcare, Logistics, Travel, Education, or large enterprises will be an advantage.
- Experience with CRM platforms and sales tools is preferred.
Key Performance Indicators (KPIs):
- New enterprise customer acquisition
- Revenue and gross margin achievement
- Sales pipeline growth and conversion
- Enterprise account penetration
- Upselling and cross-selling revenue
- Sales cycle management
- Forecast accuracy
- Customer retention and relationship growth
What We're Looking For: A hunter + farmer sales professional who can independently generate enterprise opportunities, build executive-level relationships, understand customer communication requirements, and convert complex opportunities into long-term, high-value CPaaS partnerships.
