Director of Sales, Enterprise Implementations

General Information

Job Title:

Director of Sales, Enterprise Implementations

Primary

Job Location:

Atlanta metro preferred; open to candidates based in the United States

Travel: 30 to 50%

Employment Type:

Full-time

Reporting To:
Chief Strategy Officer

Existing Vacancy:
Yes. This posting is for an existing vacancy.

Final date to receive applications:
Open until filled. Applications are reviewed on a rolling basis.

Fulfillment IQ is looking for an accomplished enterprise sales leader to grow our implementation practice across Manhattan, Deposco, and related warehouse technology platforms.

Our clients include retailers, brands, and 3PLs investing in the systems that run their distribution operations. They need an implementation partner who understands the operational demands of the business and can support complex programs across multiple facilities.

You will develop new business and lead these opportunities from the first conversation through contract execution. That means building relationships with the people involved in the decision, understanding why the investment matters, and guiding the sale through a long enterprise buying process.

You will work closely with our implementation leaders, who bring platform expertise and help define the delivery approach. Your responsibility is to lead the commercial relationship and bring the right people together to win the work.

• New business development. Build a pipeline through direct outreach, industry relationships, referrals, and partners. Develop account plans for a defined group of enterprise prospects.

• Client discovery. Understand the operational problem, the investment priorities, and the decision process. Establish whether the opportunity is a good fit for FIQ before committing to a proposal.

• Enterprise relationships. Build support across operations, IT, finance, procurement, and executive leadership. Understand each stakeholder’s priorities and keep the buying group aligned as the opportunity develops.

• The sales process. Set clear next steps, coordinate follow-up, and keep proposals and decisions moving. Lead executive presentations, commercial negotiations, and contracting.

• Collaboration with the practice. Bring implementation and delivery leaders into discovery, site visits, and solution discussions. Work together on scope, rollout sequencing, resource assumptions, and pricing.

• Partner and event opportunities. Develop relationships across the Manhattan, Deposco, and broader warehouse technology ecosystem. Plan prospect meetings around relevant conferences and turn those conversations into qualified opportunities.

• Account expansion. Stay involved after signature, maintaining senior client relationships and identifying opportunities for additional facilities, rollout phases, and related services.

• Pipeline and forecasting. Keep opportunity records current and provide realistic forecasts based on the client’s decision process, timing, and outstanding commitments.

Required

• At least five years in a sales role, with personal responsibility for revenue targets and a record of winning complex enterprise business.

• Experience selling into supply chain, logistics, or warehouse operations, with enough domain knowledge to lead a credible discovery conversation.

• Experience managing long sales cycles involving multiple business functions and executive decision-makers.

• A track record of creating your own pipeline and converting industry relationships into new business.

• The ability to understand a client’s operational priorities and explain the business value of a proposed investment.

• Experience working with technical and delivery specialists throughout a sale.

• Sound judgment on services scope, pricing, delivery risk, margin, and…