Torchora
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Key Responsibilities and Required Skills for Enterprise Sales Director

💰 $200,000 - $350,000+ OTE

SalesLeadershipBusiness DevelopmentEnterprise SoftwareB2B

🎯 Role Definition

As the Enterprise Sales Director, you are the strategic architect and driving force behind our large-account revenue engine. You will be responsible for building, leading, and mentoring a world-class sales organization focused on acquiring and growing the world's leading companies as clients. This role demands a player-coach mentality, where you will not only set the strategic direction and manage team performance but also roll up your sleeves to help your team navigate complex, multi-million dollar deals. You are the executive sponsor for our most critical customer relationships and the key liaison between the field and our internal executive, product, and marketing teams. Your leadership will directly impact our market position and accelerate our growth trajectory.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Senior Enterprise Account Executive / Principal Account Executive
  • Regional Sales Manager / Sales Manager
  • Sales Team Lead (Enterprise)

Advancement To:

  • Vice President (VP) of Sales
  • Head of Global Sales / VP of International Sales
  • Chief Revenue Officer (CRO)

Lateral Moves:

  • Director of Strategic Alliances / Head of Partnerships
  • Director of Customer Success / Head of Account Management

Core Responsibilities

Primary Functions

  • Develop, articulate, and execute a comprehensive, multi-year enterprise sales strategy to achieve and consistently exceed ambitious revenue targets and market share goals.
  • Recruit, hire, train, and scale a world-class team of Enterprise Account Executives, fostering a culture of accountability, continuous improvement, and consistent quota attainment.
  • Personally engage in and provide executive sponsorship for complex, multi-stakeholder sales cycles with Fortune 500/1000 accounts, guiding the team from initial discovery to successful closure.
  • Build and maintain strong, long-lasting executive relationships with key decision-makers (C-suite, VPs) and economic buyers within our most strategic target accounts.
  • Meticulously and accurately forecast monthly, quarterly, and annual revenue, providing detailed visibility and insightful commentary on pipeline health to the executive leadership team.
  • Master, implement, and reinforce a structured sales methodology (e.g., MEDDIC, Challenger, Command of the Message) across the team to improve qualification rigor, deal strategy, and win rates.
  • Define, manage, and report on key performance indicators (KPIs) for the enterprise sales team, tracking performance against targets and implementing corrective actions to optimize results.
  • Lead the negotiation of complex, high-value enterprise contracts and commercial agreements, collaborating closely with legal and finance teams to ensure favorable terms and mitigate risk.
  • Act as a critical feedback loop, channeling insights from the field to Product, Engineering, and Marketing teams to influence the future product roadmap and refine go-to-market messaging.
  • Represent the company with a strong executive presence at industry conferences, executive briefings, and networking events to build our brand and cultivate new business opportunities.
  • Conduct rigorous weekly pipeline reviews and one-on-one deal strategy sessions with individual team members to provide tactical coaching, identify risks, and remove roadblocks.
  • Analyze market trends, competitive intelligence, and customer data to identify new verticals, expansion opportunities, and areas for competitive differentiation.
  • Drive the disciplined adoption and effective use of our CRM (Salesforce) and other sales technology stack tools to ensure data integrity, operational efficiency, and a single source of truth.
  • Develop and manage the departmental budget, ensuring resources and headcount are allocated effectively to maximize the return on investment of sales activities.
  • Partner with the Channel and Alliances organization to build and leverage a robust partner ecosystem that extends our market reach and drives partner-sourced and influenced revenue.
  • Establish and refine sales territories, quotas, and compensation plans that are designed to motivate high performance and align individual incentives with overall company objectives.
  • Cultivate a team culture that is customer-centric, results-driven, and highly collaborative, serving as a role model for the company's core values and leadership principles.
  • Guide the team through navigating complex enterprise procurement processes, intricate security reviews, and lengthy legal hurdles that are common in large-scale agreements.
  • Develop and deliver compelling, executive-level sales presentations and business cases that clearly articulate our unique value proposition and ROI to sophisticated enterprise buyers.
  • Mentor the next generation of sales leaders within the organization by providing clear career pathing, targeted development plans, and stretch opportunities.

Secondary Functions

  • Partner with Marketing, Product, and Customer Success leadership to align on go-to-market strategy and create a frictionless customer lifecycle.
  • Support ad-hoc data requests and exploratory analysis to uncover new market segments or buying trends.
  • Contribute to the evolution of the organization's sales enablement program, including onboarding, continuous learning, and sales playbooks.
  • Participate in executive planning sessions and contribute to the overall strategic direction of the company.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Mastery: Deep, hands-on expertise with Salesforce (SFDC), including advanced reporting, dashboard creation, and pipeline management.
  • Sales Methodologies: Proven certification or deep practical experience in formal sales methodologies such as MEDDIC, MEDDICC, Challenger Sale, or Command of the Message.
  • Advanced Sales Forecasting: Expertise in building and managing accurate, data-driven revenue forecasts using a combination of CRM data and qualitative deal inspection.
  • Complex Contract Negotiation: Demonstrated ability to negotiate multi-year, multi-million dollar SaaS/software contracts, including MSAs, SLAs, and data security agreements.
  • SaaS/Technology Acumen: Strong understanding of the enterprise SaaS business model, cloud technologies, and technical sales cycles.
  • Strategic Account Planning: Ability to create and execute detailed, long-range strategic account plans for penetrating and expanding within large, complex organizations.
  • Data Analysis & BI Tools: Proficiency in using business intelligence tools (e.g., Tableau, Looker) and spreadsheet software to analyze sales performance and market data.
  • Sales Enablement Tools: Familiarity with modern sales tech stack tools such as SalesLoft, Outreach, Clari, Gong.io, and Highspot.
  • Territory Planning & Quota Setting: Experience in designing and implementing effective sales territories and data-backed compensation plans.
  • Go-to-Market (GTM) Strategy: Ability to contribute to and execute against a complex, cross-functional go-to-market strategy.

Soft Skills

  • Inspirational Leadership: The ability to recruit, motivate, and develop a high-performing sales team, leading by example and fostering a winning culture.
  • Executive Presence & C-Level Communication: Superior communication and presentation skills with the confidence to engage and build rapport with senior executives.
  • Strategic & Analytical Thinking: Capacity to see the big picture, analyze complex situations, and translate strategy into actionable sales initiatives.
  • High-Stakes Negotiation & Persuasion: A master negotiator who can navigate difficult conversations and influence outcomes in high-pressure situations.
  • Adaptability & Resilience: Thrives in a fast-paced, high-growth environment and can effectively manage change and ambiguity.
  • Relationship Building: An innate ability to build genuine, long-term relationships with customers, partners, and internal stakeholders.
  • Coaching & Mentorship: A passion for developing talent and coaching account executives on deal strategy, sales skills, and career growth.
  • Business Acumen: A strong, holistic understanding of how a business operates, with the ability to articulate value in terms of business outcomes (ROI, TCO).
  • Cross-Functional Collaboration: A natural collaborator who can work effectively across departments (Marketing, Product, Finance, Legal) to achieve common goals.
  • Results-Oriented Mindset: A relentless focus on achieving and exceeding targets, with a strong sense of urgency and accountability for performance.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree

Preferred Education:

  • Master of Business Administration (MBA)

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications
  • Economics

Experience Requirements

Typical Experience Range: 12-15+ years

Preferred: A proven sales leader with 12+ years of experience in enterprise B2B software/SaaS sales, including at least 5-7 years in a people management role directly leading a team of senior enterprise sellers. Must have a documented and verifiable track record of consistently exceeding multi-million dollar team quotas in a competitive market. Experience selling six- and seven-figure ARR deals to Fortune 1000 companies is essential.

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