WHAT DOES AN ENTERPRISE SALES DIRECTOR DO?
Published: Feb 05, 2025 - The Enterprise Sales Director develops and executes strategies to embed Qualia products within top underwriters’ Direct and Commercial operations while securing new revenue opportunities. This position establishes and nurtures high-level relationships, negotiates complex enterprise agreements, and ensures seamless collaboration across internal teams to deliver well-scoped solutions. This role manages sales pipelines, drives revenue growth through proactive sales activities, and mentors enterprise sales talent to support organizational expansion.
A Review of Professional Skills and Functions for Enterprise Sales Director
1. Enterprise Sales Director Duties
- Networking: Build out Simon’s network, presence, and brand
- Relationship Building: Build relationships with senior executives at Fortune 1000 companies, helping them tackle mission-critical problems within businesses
- Strategic Mapping: Map and embed products within the strategic priorities for prospective clients
- Commercialization Strategy: Evolve the commercialization strategy for a high-growth startup, backed by top investors
- Networking Utilization: Tap into the deep networks of founders and key advisors to drive business growth and maturity
- Collaboration: Collaborate with the product, engineering, and customer success teams to continuously help build, update, and improve next-generation technology
- Business Growth: Continuing or igniting growth at the largest retailers in the industry
- Lead Generation: Generate leads through professional networking, attending tradeshows and social selling techniques
- Prospecting: Prospect and build a new business pipeline in the assigned territory
- Client Relationship Management: Build strong relationships with clients and prospective clients by creating trust and confidence at multiple levels within all key focus areas in the organization
2. Enterprise Sales Director Details
- Sales Tools: Identify any missing sales tools or processes
- Vendor Management: Contract with internal partners or external vendors to supply the rest
- Industry Participation: Participate in industry events
- Sales Pipeline: Expand the current sales pipeline
- Team Selling: Collaborate with the company’s “Senior Commercial Advisor” (a “networked” US executive assisting the company in establishing “beachhead” relationships in target accounts) to target the Top 100 prospects in a team selling approach
- Pipeline Management: Cultivate a multi-quarter, multi-year pipeline balancing a mix of ACV to achieve the company’s objectives as well as personal goals
- Direct Engagement: Engage directly with target accounts
- Executive Engagement: Engage initially with C-level or VP-level executives within target customer segment
- Problem Solving: Challenge them to think differently about a recurring problem, gain permission to engage with team to craft a solution
- Stakeholder Confidence: Create confidence at the stakeholder level of a better way of doing business
- Sales Insights: Leverage learnings through the sales process to assist prospective customers in thinking about project timing and business value
- Customer Cultivation: Cultivate a following of customers through direct interaction, social media, and personal contact
3. Enterprise Sales Director Responsibilities
- Vision Setting: Lay down the vision and charter for Data as a service, institutionalize to key stakeholders in the organization
- Adoption Drive: Drive adoption of Data Intelligence in key identified customer categories to gain rapid market share in the first 90-180 days
- Market Fit: Work with data science, engineering, and partnerships teams to identify new customer categories for Product-Market Fit
- Case Studies: Work with Sales to build case studies and references by vertical
- Demand Generation: Leverage product marketing to organize category-focused Webinars for demand generation
- Planning: Build the annual operating plan and resourcing plan to scale the business
- Roadmap Development: Build out a product roadmap including a data acquisition strategy to scale product adoption across multiple geographies and categories
- Revenue Goals: Deliver long-term revenue and profitability goals from the Business Unit
- Client Needs: Uncover and develop client business needs based on Numerator's unique Point of View and set of comprehensive capabilities and solution sets
- Solution Articulation: Articulate and demonstrate the value of solutions individually and as a unique set of connected capabilities
- Sales Cycle Management: Lead the complete sales cycle from opportunity identification to contract negotiation across all product lines by working with clients, prospects, and internal teams
4. Enterprise Sales Director Job Summary
- Revenue Generation: Create and close new revenue opportunities with national title insurance underwriters
- Strategy Design: Design a strategy for embedding Qualia products and services within the Direct and Commercial operations of top underwriters
- Relationship Building: Develop relationships and alignment at multiple levels of an organization, including the C-level, executive sponsors, influencers, and decision-makers
- Negotiation: Negotiate complex enterprise-level agreements with skill and discipline
- Collaboration: Collaborate with the Qualia executive, Product, Customer Success, and Marketing teams to ensure effectively selling properly scoped solutions to prospective accounts
- Cross-Division Coordination: Work in close partnership with Qualia Business Development to maintain coordination across all divisions of existing underwriter partners
- Industry Expertise: Maintain a level of industry expertise that enables the ability to advise partners on how to solve operational problems and internal stakeholders on the product enhancements necessary to facilitate further sales in the enterprise segment
- Mentorship: Mentor the exceptional sales talent within the Enterprise Sales team to enable continued organizational growth
- Sales Management: Proactively develop, enable, and manage direct sales activities to meet product sales and revenue goals
- Sales Strategy: Work with product marketing, PLM, and engineering teams to provide craft winning sales strategies and value propositions
- Pipeline Management: Manage opportunity pipelines, deal qualifications, pricing negotiations, and deal closures
- Reporting: Reporting of booking and revenue projections and opportunity pipeline reporting
5. Enterprise Sales Director Accountabilities
- Sales Strategy: Determine and drive enterprise sales strategy to build and grow Cuebiq’s presence and to achieve business revenue targets
- Sales Process: Define sales processes that drive desired sales outcomes
- Collaboration: Establishing strong collaboration with marketing to maximize leads
- Consultative Selling: Applying a consultative approach with clients - leading a deep discovery process to unleash client needs and design solutions through Cuebiq’s platform
- Best Practices: Putting in place best practices and systems to support the success of the sales function
- Deal Navigation: Navigate enterprise deals in a fast-growing, competitive space creating a “new category” in the market
- Customer Relationship Management: Develop and maintain key customer relationships focused on customer outcomes and develop and implement strategies for expanding the company’s customer base
- Data Landscape: Leverage a strong understanding of the data landscape selling Platform Solutions
- Account Strategy: Manage account strategy and develop solutions to meet a client’s specific needs
- Lead Generation: Hunt and develop cold accounts into sales-qualified leads