Torchora
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Key Responsibilities and Required Skills for Enterprise Sales Manager

💰 $150,000 - $250,000+ OTE

SalesManagementLeadershipTechnologyB2BSaaS

🎯 Role Definition

We are on the hunt for a strategic and results-driven Enterprise Sales Manager to spearhead our expansion into the enterprise market. This is not just a sales role; it's a leadership position critical to our company's growth trajectory. You will be the architect of our enterprise sales strategy, responsible for building and nurturing a team of elite sales professionals, and forging lasting relationships with C-level executives at the world's leading companies. The ideal candidate is a master of the complex sale, a motivational leader, and a strategic thinker who can navigate intricate organizational structures to deliver exceptional value and drive multi-million dollar deals. If you thrive on challenge, excel at building high-performing teams, and have a passion for closing transformative deals, we want to talk to you.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Senior Enterprise Account Executive
  • Strategic Account Manager
  • Regional Sales Manager

Advancement To:

  • Director of Enterprise Sales
  • Vice President (VP) of Sales
  • Regional Vice President (RVP) of Sales

Lateral Moves:

  • Director of Strategic Partnerships
  • Head of Channel Sales

Core Responsibilities

Primary Functions

  • Develop and execute a comprehensive, multi-year enterprise sales strategy to penetrate key target accounts and verticals, ensuring alignment with overall company revenue and growth objectives.
  • Recruit, hire, train, and mentor a world-class team of Enterprise Account Executives, fostering a culture of high performance, accountability, and continuous improvement.
  • Lead the team through complex, multi-stakeholder sales cycles, providing hands-on coaching on deal strategy, negotiation tactics, and closing methodologies like MEDDIC, Challenger, or Value Selling.
  • Personally engage with C-level executives and key decision-makers within target organizations to build strategic relationships and position our solution as a critical business partner.
  • Drive the team to consistently meet and exceed quarterly and annual sales quotas by actively managing the sales pipeline, from lead generation to deal closure.
  • Implement and manage a rigorous sales forecasting process, providing accurate and predictable revenue projections to senior leadership on a weekly, monthly, and quarterly basis.
  • Master and evangelize the company's value proposition, effectively articulating our competitive differentiation and ROI to a sophisticated enterprise audience.
  • Conduct regular pipeline reviews and one-on-one meetings with team members to assess performance, identify developmental needs, and provide actionable feedback.
  • Collaborate closely with the Marketing department to develop targeted account-based marketing (ABM) campaigns and generate a robust pipeline of qualified enterprise leads.
  • Structure, negotiate, and close large-scale, multi-year enterprise agreements, ensuring favorable terms that set the stage for long-term customer success.
  • Act as the voice of the enterprise customer, providing critical feedback from the field to Product, Engineering, and Marketing teams to influence the product roadmap and go-to-market strategy.
  • Define and manage sales territories, quotas, and compensation plans for the enterprise sales team to maximize performance and ensure equitable opportunity.
  • Utilize CRM (e.g., Salesforce) to its fullest extent, ensuring disciplined data entry and leveraging analytics to gain insights into sales performance and market trends.
  • Represent the company with professionalism and expertise at industry conferences, trade shows, and executive-level networking events to build our brand and generate new opportunities.
  • Build and maintain a deep understanding of the competitive landscape, market trends, and customer needs to effectively position our offerings and counter competitive threats.

Secondary Functions

  • Partner with the Customer Success and Professional Services teams to ensure a seamless post-sale handover and drive long-term customer adoption, retention, and expansion.
  • Develop and present compelling business cases, proposals, and ROI analyses tailored to the specific needs and financial metrics of each enterprise prospect.
  • Assist in the creation of sales enablement materials, including pitch decks, battle cards, and case studies, to equip the team for success.
  • Participate in quarterly business reviews (QBRs) with senior leadership, presenting team performance, key learnings, and strategic plans for the upcoming quarter.
  • Foster strong cross-functional relationships with Legal and Finance teams to streamline the contract negotiation and approval process for complex enterprise deals.

Required Skills & Competencies

Hard Skills (Technical)

  • Expert-Level CRM Proficiency: Deep, hands-on experience with Salesforce (SFDC) or a similar enterprise-grade CRM, including pipeline management, reporting, and dashboard creation.
  • Mastery of Sales Methodologies: Proven expertise and ability to coach others in structured sales methodologies such as MEDDIC, Challenger Sale, Value Selling, or Command of the Message.
  • Advanced Sales Forecasting: Demonstrable skill in building and managing accurate sales forecasts using data-driven models and tools.
  • Complex Deal Structuring: Ability to structure, price, and negotiate multi-faceted, six-to-seven-figure software/service contracts.
  • Sales Analytics: Competency in using sales analytics tools and business intelligence platforms to derive actionable insights from sales data.
  • Proficiency with Sales Tech Stack: Experience with tools like SalesLoft/Outreach, LinkedIn Sales Navigator, ZoomInfo, and CPQ software.

Soft Skills

  • Inspirational Leadership: A natural ability to motivate, mentor, and lead a team of senior sales professionals to achieve peak performance.
  • Executive Presence & Communication: Exceptional verbal and written communication skills with the confidence and polish to engage C-suite executives as a trusted advisor.
  • Strategic & Analytical Thinking: The capacity to see the big picture, develop long-term strategy, and use data to make informed business decisions.
  • Superior Negotiation Skills: A master negotiator who can navigate complex discussions and create win-win outcomes for both the customer and the company.
  • Relationship Building: A genuine talent for building and maintaining strong, long-lasting strategic relationships with internal and external stakeholders.
  • Business Acumen: A deep understanding of business operations, financial principles, and how enterprise-level technology solutions impact a customer's bottom line.
  • Resilience and Adaptability: Thrives in a fast-paced, high-pressure sales environment and can pivot strategy in response to market changes.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical experience.

Preferred Education:

  • Master of Business Administration (MBA)

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications
  • Economics

Experience Requirements

Typical Experience Range: 8-12+ years

Preferred:

  • At least 8-12+ years of experience in enterprise software (SaaS) sales, with a minimum of 3-5 years in a direct people management role.
  • A proven and verifiable track record of consistently exceeding team quotas in a B2B enterprise sales environment.
  • Experience selling complex technology solutions with an average deal size of over $100k ARR.
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