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Director of Enterprise Sales job description

A Director of Enterprise Sales is a strategic leader in a company responsible for driving sales growth within the enterprise segment. This role involves leading a sales team, developing strategies, and building relationships with key clients to achieve ambitious sales targets.

Alexandros Pantelakis
Alexandros Pantelakis

HR content specialist at Workable, delivering in-depth, data-driven articles to offer insights into industry and tech trends.

Use this Director of Enterprise Sales job description template to advertise open roles for your company. Be sure to modify requirements and duties based on the unique needs of the role you’re hiring for.

What is a Director of Enterprise Sales?

A Director of Enterprise Sales is a senior leadership position responsible for guiding and overseeing the sales activities within the enterprise segment of a business. This role is pivotal in strategizing and executing plans to capture significant sales opportunities in large organizations. They are accountable for setting goals, developing sales strategies, and ensuring their team aligns with the company’s broader business objectives. The role demands a deep understanding of complex sales cycles, large deal negotiations, and effective team management.

What does a Director of Enterprise Sales do?

A Director of Enterprise Sales leads a team of sales professionals focused on selling products or services to large organizations. They set sales targets, develop strategic plans to penetrate enterprise markets, and ensure the execution of these plans. This role involves coaching and mentoring the sales team, engaging directly in high-value customer interactions, negotiating deals, and working closely with other departments to ensure a cohesive approach. They analyze market trends, customer needs, and sales performance to refine strategies continually. The director is also responsible for recruiting top sales talent, fostering a high-performance culture, and maintaining strong relationships with key enterprise clients.

Director of Enterprise Sales responsibilities include:

  • Owning and achieving sales targets for the enterprise segment.
  • Managing and coaching a team of Enterprise Account Executives.
  • Actively engaging in customer interactions and closing deals.
  • Developing strategic territory plans and maintaining pipeline accuracy.

Job brief

We are seeking a Director of Enterprise Sales to spearhead our enterprise sales initiatives.

In this role, you will be responsible for achieving ambitious sales targets in the enterprise segment, leading a team of skilled Enterprise Account Executives. You will play an active role in customer engagements, strategy development, and deal closings.

Your leadership will drive the team’s success in expanding our customer base and maintaining high performance. This position requires extensive experience in enterprise sales, exceptional leadership skills, and a proven track record of scaling sales teams and exceeding sales goals.



  • Own and exceed new business sales targets for the enterprise team.
  • Lead and manage a team of Enterprise Account Executives, setting strategic territory plans.
  • Engage in customer interactions and play an active role in closing deals.
  • Coach and support team members, managing performance and career development.
  • Accountable for pipeline management and forecasting accuracy.
  • Develop strong internal relationships with supporting teams.
  • Attend talent acquisition events and travel as required.

Requirements and skills

  • 5-7+ years of sales experience in a SaaS company, with 2-3 years in sales management.
  • Experience selling complex deals into large organizations.
  • Demonstrated success in recruiting and scaling regional sales teams.
  • Superb presentation and negotiation skills.
  • Excellent knowledge of Salesforce.
  • Experience in performance analysis for sales optimization.
  • Commitment to customer delight.
  • Bonus for industry experience and multilingual abilities.

Frequently asked questions

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