Torchora
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Key Responsibilities and Required Skills for Enterprise Associate

💰 $55,000 - $75,000

SalesBusiness DevelopmentEnterprise SoftwareTechnology

🎯 Role Definition

This role requires a highly motivated, ambitious, and results-driven Enterprise Associate to join our dynamic sales organization. In this critical role, you will be the driving force behind our enterprise sales pipeline, responsible for identifying, prospecting, and qualifying high-value business opportunities within large, complex organizations. You will partner directly with our seasoned Enterprise Account Executives, acting as the first point of contact for future customers and setting the stage for major new business acquisitions. This position is perfect for a competitive and curious individual eager to launch a successful career in high-tech, B2B sales and make a significant impact on our company's growth.

📈 Career Progression

Typical Career Path

Entry Point From:

  • University Graduate (Business, Marketing, Communications)
  • Sales Development Representative (SDR)
  • Business Development Representative (BDR)

Advancement To:

  • Enterprise Account Executive
  • Strategic Account Manager
  • Sales Team Lead or Manager

Lateral Moves:

  • Customer Success Manager
  • Solutions Consultant
  • Field Marketing Associate

Core Responsibilities

Primary Functions

  • Proactively identify and research strategic target accounts within a designated territory using tools like LinkedIn Sales Navigator, ZoomInfo, and internal databases to build a robust prospect list.
  • Develop and execute multi-channel, personalized outreach campaigns via cold calls, emails, and social media (LinkedIn) to generate new business opportunities with enterprise-level prospects.
  • Qualify inbound and outbound leads against a defined set of criteria (e.g., BANT, MEDDIC) to ensure they represent high-potential opportunities for our enterprise solutions.
  • Master and articulate our company's value proposition clearly and effectively, tailoring the message to the specific needs, industry, and pain points of different executive personas.
  • Achieve and consistently exceed monthly and quarterly quotas for scheduling high-quality discovery meetings and product demonstrations for senior Enterprise Account Executives.
  • Conduct initial discovery calls to deeply understand a prospect's business challenges, strategic goals, internal processes, and key decision-makers.
  • Diligently manage, track, and update all prospecting and lead generation activities in our CRM (Salesforce) to ensure accurate data, transparent pipeline reporting, and effective forecasting.
  • Collaborate closely with assigned Account Executives to develop and implement strategic territory plans and targeted account-based marketing (ABM) strategies.
  • Nurture early-stage leads and build long-term, trusted relationships with potential future customers who are not yet ready to engage in a formal sales cycle.
  • Personalize outreach communications at scale by leveraging deep industry knowledge and prospect-specific research to increase engagement and response rates.
  • Maintain a deep understanding of our product suite, emerging industry trends, and the competitive landscape to effectively position our solutions and handle objections.
  • Prepare detailed briefing notes and context for Account Executives prior to scheduled meetings to ensure a seamless and well-informed handoff of the qualified opportunity.
  • Follow a structured sales development process while also thinking creatively to test, measure, and optimize new outreach methods and messaging.
  • Provide regular, data-driven feedback to sales and marketing leadership on lead quality, campaign effectiveness, and market intelligence gathered from the front lines.
  • Become a subject matter expert in your assigned territory, understanding the key players, business drivers, and market dynamics.

Secondary Functions

  • Support Account Executives in the creation of sales materials, including presentations and account overview documents, for specific enterprise targets.
  • Participate actively in weekly team meetings and pipeline reviews, providing clear and concise updates on your progress, challenges, and successes.
  • Shadow senior sales team members on discovery calls, demos, and negotiations to accelerate your learning and understanding of the full enterprise sales cycle.
  • Collaborate with the Marketing team to provide feedback on campaign messaging and help shape future demand generation efforts based on your direct interactions with the market.
  • Assist the broader sales team with ad-hoc research and data-gathering tasks related to key accounts and strategic initiatives.
  • Contribute to team projects aimed at improving sales processes, refining tools, and enhancing overall team efficiency and effectiveness.
  • Actively engage in all ongoing sales training and professional development programs to continuously hone your prospecting, communication, and sales skills.
  • Stay current on industry news and events to identify triggers and create timely, relevant reasons for outreach.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Hands-on experience with CRM software, particularly Salesforce, for lead management and pipeline tracking.
  • Sales Engagement Platforms: Familiarity with tools like Outreach, SalesLoft, or Groove to automate and track engagement sequences.
  • Prospecting Tools: Expertise in using business intelligence and data providers such as LinkedIn Sales Navigator, ZoomInfo, or Seamless.AI.
  • Productivity Suites: Strong command of Microsoft Office (Word, Excel, PowerPoint) and/or Google Workspace (Docs, Sheets, Slides).
  • Sales Methodologies: A foundational understanding of B2B SaaS sales cycles and qualification frameworks (e.g., BANT, MEDDPICC).
  • Social Selling: Ability to leverage professional social networks like LinkedIn to build your brand, research prospects, and engage potential buyers.

Soft Skills

  • Exceptional Communication: Superior written and verbal communication skills, with the ability to craft compelling messages and speak confidently with executives.
  • Resilience & Grit: A high degree of mental toughness and the ability to handle rejection gracefully, maintaining a positive and persistent attitude.
  • Coachability: A strong desire to learn, receive constructive feedback, and actively implement it for continuous personal and professional improvement.
  • Inherent Curiosity: A genuine interest in learning about different businesses, their challenges, and how technology can solve their problems.
  • Goal-Oriented Mindset: A proactive, "hunter" mentality with a strong internal drive to achieve and exceed ambitious targets.
  • Time Management & Organization: Excellent organizational skills with the ability to manage multiple competing priorities in a fast-paced environment.
  • Active Listening: The ability to listen intently to uncover a prospect's true needs and motivations.
  • Team Collaboration: A collaborative, team-first mindset with the ability to build strong working relationships with peers and senior colleagues.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical experience in a customer-facing or professional role.

Preferred Education:

  • Bachelor’s Degree from an accredited university.

Relevant Fields of Study:

  • Business Administration
  • Marketing & Communications
  • Economics

Experience Requirements

Typical Experience Range: 0-2 years of experience.

Preferred:

  • Prior experience in a sales, business development, or customer-facing role (internships included).
  • Demonstrated interest in technology and the SaaS industry.
  • A track record of high achievement in academic, athletic, or professional settings.
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