FCM - Director of Enterprise Sales - Boston, MA

FCM - Director of Enterprise Sales - Boston, MA

Join to apply for the Director of Enterprise Sales - Boston, MA role at FCM Travel

Location: Boston, MA

About FCM Travel

Ranked as one of the world’s top five travel management companies, FCM Travel has a business network in over 97 countries with global and regional headquarters in Brisbane, New York, Mexico, London, Dubai, Cape Town and Singapore. Backed by Flight Centre Travel Group (FCTG), FCM combines local and global expertise with cutting edge technology. We value agility, energy, determination, and initiative.

Established in June 2004, FCM has earned multiple industry recognitions and is committed to learning and career development for employees.

To learn more about FCM please .

Opportunity overview

As Director of Enterprise Sales, you will manage a portfolio of multinational global prospects, defined by the complexity and scope of their business travel programs and alignment with FCM’s large market growth strategy and challenger mindset. This is a senior role within the US Enterprise Sales team and an exciting opportunity to shape and deliver a strategy focused on customer success by leveraging FCM’s technology and global travel expertise.

Ideal candidates will have a proven track record in converting high-value multinational accounts with strong consultative sales experience, solid relationships with enterprise stakeholders, and an influential presence in the travel industry and/or technology community. This role requires experience, tenacity, and the ability to thrive in a high-energy, evolving environment. The candidate should be a self-starter prepared to lead complex, high-profile prospects through the sales cycle cross-functionally.

Key responsibilities

• Lead and project-manage complex sales cycles for Enterprise prospects, maintain a robust long-term pipeline, active sales funnel, and accurate CRM records.
• Generate and qualify Enterprise prospects across multiple industry sectors, building multi-level relationships over 2-5 year sales cycles.
• Develop strong communication skills and cultivate relationships with senior stakeholders and decision makers across organizations and global markets.
• Capture planning and craft account acquisition strategies based on client business, travel program goals, and objectives.
• Articulate FCM differentiators and create compelling value propositions for stakeholders and C-suite decision makers, including customized solutions, service configurations, and technology products.
• Collaborate with regional sales counterparts and cross-functions to formulate joint strategies for global impact.
• Participate in sales and marketing initiatives and represent the FCM brand at industry events, conferences, and trade shows.
• Achieve and exceed revenue targets and contribute to Enterprise team goals and FCM’s growth strategy.
• Manage multinational contract negotiations and ensure smooth handover to onboarding and delivery teams.
• Represent FCM at major industry events and trade shows.

Experience & qualifications

• 10+ years of professional B2B global sales, including at least 2 years acquiring enterprise multinational customers.
• Existing network of contacts at flagship companies with ability to secure meetings and close deals.
• Extensive experience as an individual contributor meeting targets with strategic and consultative selling expertise.
• Track record of success managing high-value complex sales cycles end-to-end in the corporate travel sector, including technology sales.
• Exceptional communication and presentation skills at the C-suite and senior stakeholder level.
• Strong contract and commercial negotiation skills for high-value accounts.
• Proven ability to meet deadlines, exceed revenue targets, and grow the account base.
• Demonstrated ability to build relationships across internal and external organizations.
• Solid computer skills (MS Office, Salesforce, Highspot, Wrike, RFPIO, etc.).
• Ability to travel nationally and internationally as required.
• Bachelor’s degree preferred; outstanding and proven sales experience will be considered in lieu of a degree.
• Demonstrates understanding of FCM’s business and competitive landscape and can identify…