FCM - Director of Enterprise Sales - Boston, MA

Director of Enterprise Sales

FCM takes a holistic approach to corporate travel, specializing in managing national and global travel programs for medium and large businesses.

Ranked as one of the world's top five travel management companies, it has a business network in over 97 countries and global headquarters in London, Brisbane, Singapore and New York. Backed by the global strength of Flight Centre Travel Group (FCTG), FCM combines local expertise and global experience to provide clients with a truly bespoke experience.

Established in June 2004, FCM has been named World's Best Travel Management Company for eight years running at the World Travel Awards.

To learn more about FCM please

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 established US Enterprise Sales team and an exciting opportunity to help shape and deliver on a strategy that focuses on customer success by driving the use of FCM's technology, and global expertise in the complex world of travel management.

The ideal candidate will have a proven track record in converting high value multinational accounts with strong consultative sales experience. The candidate will also have a mature understanding of segment-specific challenges, strong relationships at Enterprise stakeholder level and influential presence within the travel industry and/or technology community. This role requires experience, personality, tenacity, and an individual who enjoys a high-energy environment and is adaptable to the evolving needs associated with changes in the travel industry.

The candidate will be a self‑starter who is prepared to lead complex and high‑profile prospects through the sales cycle working.

• Lead and project manage complex sales cycle for Enterprise prospects, maintaining robust long‑term pipeline, active sales funnel and documenting accurate CRM records.
• Generate and qualify suitable Enterprise prospects across portfolio of industry sectors, building multi‑level relationships over 2‑5 year sales cycles.
• Develop and cultivate multi‑level business relationships with senior stakeholders and key decision makers across organizations.
• Detailed capture planning and creation of actionable account acquisition strategy based on understanding of client business, travel program strategy and objectives.
• Articulate FCM differentiators and create compelling value propositions to key stakeholders and C‑suite decision makers including customized solutions, service configuration and appropriate technology products.
• Partner and collaborate with regional sales counterparts to formulate joint strategies to effectively communicate and consult with prospect at global, regional and local level.
• Participate in sales and marketing initiatives to maximize results against set objectives and revenue targets.
• Manage multinational contract negotiations and seamless handover to onboarding, operational and account management teams.
• Achieve individual financial targets and KPI's, active contribution to Enterprise team goals and FCM's growth strategy and wider business plan.
• Represent FCM at major industry events, conferences and trade shows.

• 10 years professional B2B global sales, including a minimum of 2 years related to acquiring enterprise size multinational customers.
• An existing book of relevant contacts at flagship companies, ability to get key meetings and close leads
• Extensive experience as an individual contributor to targets with strategic & consultative selling expertise.
• Track record of success running high value complex sales cycles end‑to‑end.
• Exceptional communication and presentation skills at senior stakeholder level.
• Excellent contract/commercial negotiation skills for high value multinational accounts.
• Proven ability to meet deadlines, exceed revenue targets and grow account base.
• Demonstrated success building relationships across internal and external organization.
• Solid computer…