Own a focused portfolio of named enterprise accounts and build genuine depth in each one—global site mapping, organizational intelligence, transformation triggers, and budget cycles.
Lead structured discovery workshops that surface real pain, real budgets, and real decision-making dynamics.
Lead architecture and deployment design conversations across IT, Operations, Finance, and Procurement.
Own the pilot end-to-end, working in close partnership with Customer Success and Solutions Consulting.
Lead all aspects of commercial structuring — pricing models, procurement navigation, legal alignment, and executive-level deal narratives.
Establish the governance structures that set global programs up for long-term success.
Drive post-sale expansion with the same rigour applied to the initial sale.

7 + years in enterprise B2B sales, ideally within SaaS, industrial technology, or manufacturing
Proven track record of closing and expanding complex, multi-site deals—not just progressing them
Comfortable operating across sales cycles of 6–18 months or longer
MEDDPICC is not a methodology you learned in a training session — it is how you work
Lead enterprise programs spanning multiple functions, geographies, and stakeholder groups without losing momentum
Engage C-suite and senior operational leaders with confidence and credibility
Build business cases that hold up to financial scrutiny, anchored in measurable operational impact
Run multi-threaded sales processes with discipline and without dropping threads
Strong commercial instincts paired with a structured, repeatable approach to strategy

Enterprise Account Director

Key skills