Enterprise Sales & Business Development Manager

Workhorse is a leading electric vehicle company focused on delivering sustainable, purpose-built solutions that are transforming last-mile delivery and commercial transportation. They are seeking a Manager of Enterprise Sales & Business Development to support the VP of Enterprise Sales & BD in hunting and closing strategic enterprise customers and partners across the top 150 medium-duty fleets in North America.

Responsibilities:

• Proactively identify and pursue net-new enterprise opportunities within the top 150 medium-duty fleets and channel partner worlds
• Own assigned enterprise accounts and opportunities from prospecting through deal development and close
• Support the VP of Enterprise Sales & BD on priority deals by driving deal strategy, customer engagement, and follow-through
• Conduct executive-level discovery with fleet leaders and senior stakeholders
• Manage complex, multi-threaded sales cycles with long timelines and high deal values
• Create and deliver high-quality PowerPoint presentations for executive meetings, steering committees, and final decision sessions
• Build Excel-based models, pricing analyses, and business cases to support enterprise sales conversations in partnership with Workhorse FP&A
• Translate fleet operational data and vehicle economics into clear, compelling value propositions
• Coordinate internal stakeholders (finance, legal, operations, product) to advance deals toward close
• Work closely with the Director of Upfitter and Dealer Partners to align enterprise pursuits with upfitter, body builder, and dealer relationships
• Participate in joint selling efforts with channel partners on strategic enterprise accounts
• Leverage partner relationships to improve deal velocity, solution fit, and customer confidence
• Support the identification of partnership-driven opportunities that expand enterprise pipeline
• Develop targeted account plans for assigned enterprise prospects, including stakeholder mapping and pursuit strategy
• Maintain working knowledge of medium-duty fleet procurement cycles, vehicle configurations and requirements, and upfitting workflows
• Represent the company in customer meetings, industry events, and partner engagements as needed
• Collaborate with internal teams to ensure enterprise deals are well-scoped, executable, and scalable
• Provide customer and market feedback to inform sales strategy and product direction
• Contribute to the evolution of enterprise sales playbooks, templates, and best practices

Requirements:

• 6–10 years of experience in enterprise or strategic B2B sales with a strong hunter mindset
• Demonstrated success by closing net-new, complex deals with senior decision-makers
• Experience selling into fleet, transportation, automotive, industrial, or related B2B markets
• Strong ability to manage long, multi-stakeholder sales cycles
• Advanced proficiency in PowerPoint and Excel, including: Executive-level presentations and storytelling, Financial modeling, ROI analysis, and pricing scenarios
• Ability to operate independently while collaborating closely with senior sales leadership
• Experience selling solutions that include hardware, software, and services
• Familiarity with medium-duty fleets, body builders, upfitters, or dealer ecosystems
• Formal sales training or MBA coursework