Director of Enterprise Sales - Boston, MA

FCM
- Director of Enterprise Sales
- Boston, MA

Job no: 530708-A
Brand: FCM
Work type: Full time
Location: Massachusetts
Categories: Sales and Customer Service

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.

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 proprietary 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, cross‑functional.

• Lead and project manage complex sales cycle for Enterprise prospects, maintaining a robust long‑term pipeline, active sales funnel and documenting accurate CRM records.
• Generate and qualify suitable Enterprise prospects across a portfolio of industry sectors, building multi‑level relationships over 2‑5 year sales cycles.
• Well networked and strong communication skills. Ability to develop and cultivate multi‑level business relationships with senior stakeholders and key decision makers across organizations and global markets.
• Detailed capture planning and a creative approach to 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 and cross‑functions to formulate joint strategies to effectively communicate and win at global scale.
• Participate in sales and marketing initiatives, representing the FCM brand at major industry events, conferences and trade shows.
• Results‑driven, motivated to achieve and exceed results against set objectives and revenue targets. Achieve individual financial targets and KPIs, active contribution to Enterprise team goals and FCM’s growth strategy and wider business plan.
• Manage multinational contract negotiations and seamless handover to onboarding, operational and business success teams.
• Represent FCM at major industry events, conferences and trade shows.
• Contribute to a safe, inclusive, and accessible work environment where all Flighties feel welcomed, respected, and supported to thrive.

• 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, with the ability to secure key meetings and close leads.
• Extensive experience as an individual contributor to targets with strategic &…