Enterprise Sales Manager
Job Summary:
The B2B Enterprise Sales Manager is an operational leadership role responsible for guiding strategic account teams through complex, high-value sales campaigns. This position combines hands-on involvement in sophisticated deal execution with team development responsibilities, directly managing enterprise account executives who pursue large-scale opportunities. The Enterprise Sales Manager orchestrates multi-stakeholder sales processes, develops enterprise selling capabilities, and ensures consistent execution across lengthy sales cycles with multiple decision-makers. This leader translates organizational sales strategies into account-specific approaches while maintaining the discipline and structure necessary for enterprise revenue attainment.
B2B Enterprise Sales Manager Responsibilities:
Complex Deal Leadership and Execution:
Orchestrate high-value enterprise sales campaigns from qualification through close, providing strategic guidance on complex opportunities.
Guide multi-stakeholder sales cycles, ensuring proper engagement across all levels of customer organizations.
Structure winning approaches for challenging enterprise pursuits involving extended timeframes and significant investment decisions.
Navigate organizational politics within enterprise accounts to advance opportunities effectively.
Personally engage in critical deal milestones, executive meetings, and negotiation phases as needed.
Implement opportunity qualification frameworks specific to enterprise complexity.
Conduct rigorous opportunity reviews to assess deal health and identify intervention points.
Team Development and Coaching:
Manage and develop a team of enterprise account executives, building their capabilities in complex selling environments.
Coach strategic account planning techniques, executive engagement approaches, and solution positioning methodologies.
Provide tactical deal guidance while fostering longer-term skill development across the team.
Improve team proficiency in multi-level relationship mapping and stakeholder influence strategies.
Elevate negotiation capabilities and business case construction skills within the team.
Set performance expectations aligned with enterprise sales cycle realities and revenue objectives.
Create development pathways that build enterprise selling expertise systematically.
Enterprise Sales Process and Methodology:
Implement and optimize enterprise-specific selling methodologies appropriate for complex B2B environments.
Establish account planning disciplines that drive systematic penetration of large organizations.
Create forecasting disciplines that generate predictability despite lengthy and complex sales cycles.
Design opportunity review cadences that ensure proper deal scrutiny and support.
Develop executive alignment strategies that accelerate enterprise buying decisions.
Monitor pipeline health specific to enterprise deal characteristics and velocity.
Maintain CRM discipline tailored to enterprise opportunity tracking and account management.
Strategic Account Planning:
Translate broader organizational sales strategies into account-specific execution plans.
Guide territory and account assignment decisions for optimal enterprise coverage.
Drive systematic account penetration strategies that expand presence within existing customers.
Establish multi-year relationship development approaches for key enterprise accounts.
Identify expansion opportunities, cross-sell possibilities, and whitespace within strategic accounts.
Balance new logo acquisition with existing account growth based on organizational priorities.
Cross-Functional Coordination:
Orchestrate internal resources to support complex enterprise pursuits effectively.
Coordinate pre-sales, technical, implementation, legal, and finance teams for deal support.
Build internal coalitions that mobilize organizational capabilities behind enterprise opportunities.
Facilitate executive sponsorship and C-level involvement in strategic customer engagements.
Partner with marketing on account-based approaches for target enterprise organizations.
Collaborate with customer success teams to ensure seamless transitions and expansion planning.
Engage product teams to address enterprise-specific requirements and feature requests.
Business Value and Solution Positioning:
Guide solution mapping exercises that connect offerings to specific enterprise pain points.
Coach business conversations that address fundamental organizational challenges rather than product features.
Develop team capability in articulating measurable outcomes and strategic value propositions.
Support business case development that resonates with financial and operational decision-makers.
Position complex solutions against competitive alternatives in enterprise evaluations.
Facilitate value demonstration activities, proof of concepts, and pilot program structures.
Ensure solution positioning reflects deep understanding of enterprise buyer priorities.
Performance Management and Accountability:
Monitor team performance against enterprise revenue targets and activity metrics.
Analyze individual and team effectiveness across different stages of enterprise sales cycles.
Address performance gaps through targeted coaching and capability development.
Establish accountability frameworks appropriate for enterprise deal complexity.
Track key enterprise sales metrics including deal size, cycle time, win rates, and account penetration.
Report on pipeline health, forecast accuracy, and revenue attainment to senior sales leadership.
Make resource allocation and territory adjustment decisions based on performance data.
Market and Industry Knowledge:
Maintain deep understanding of target industry sectors, their business models, and operational challenges.
Stay informed about enterprise buying trends, procurement processes, and decision-making dynamics.
Develop contextual knowledge that enables meaningful business discussions with executive buyers.
Monitor competitive positioning and enterprise solution alternatives in the market.
Understand regulatory, compliance, and governance considerations relevant to enterprise customers.
Represent industry expertise that elevates team credibility in customer engagements.
Requirements for a B2B Enterprise Sales Manager:
Bachelor's degree in business, marketing, or related field preferred.
Minimum 7-10 years of B2B sales experience with at least 3-5 years focused on enterprise accounts.
Proven track record personally closing significant enterprise deals while developing sales teams.
Demonstrated success managing enterprise account executives in complex selling environments.
Deep expertise in navigating multi-stakeholder sales cycles with extended timeframes.
Strong coaching abilities with evidence of developing enterprise selling capabilities in others.
Proficiency in enterprise sales methodologies (MEDDIC, MEDDPICC, Strategic Selling, etc.).
Exceptional business acumen with ability to articulate strategic value beyond product capabilities.
Experience building executive relationships and engaging C-level decision-makers effectively.
Skilled in complex opportunity qualification, relationship mapping, and competitive displacement strategies.
Strong cross-functional coordination abilities with track record of mobilizing internal resources.
Understanding of enterprise procurement processes, legal considerations, and contract negotiations.
Experience with CRM platforms and sales tools relevant to enterprise opportunity management.
Industry knowledge specific to target enterprise sectors and their business challenges.
Outstanding communication skills effective with both sales teams and senior customer executives.
Analytical mindset with proficiency in pipeline analysis and forecast management.
Cultural fit with organizational values and comfort operating within formal enterprise environments.
Note:
This job description is intended to convey essential job functions and responsibilities. It is not intended to be an exhaustive list of the position's qualifications, skills, efforts, duties, or responsibilities.
