FCM - Director of Enterprise Sales - Chicago, IL

Director of Enterprise Sales

Job no: 529195-E
Brand: FCM
Work type: Full time
Location: Illinois
Categories: Sales and Customer Service

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 Brisbane, Australia with regional headquarters in New York, Mexico, London, Dubai, Cape Town and Singapore. Backed by the global strength of Flight Centre Travel Group (FCTG), FCM combines local and global expertise with cutting‑edge technology. We value agility, energy, determination, and initiative – that’s why we are the alternative to legacy TMCs.

Established in June 2004, FCM has been named multiple times as the “World’s Best Travel Management Company,” a three‑time winner of Newsweek’s “America’s Best Customer Service” award, and has been accredited by Best Workplaces as a “Great Place to Work.” We take great pride in our unique culture; results are recognized and rewarded, and we support each employee’s learning and career path.

As Director of Enterprise Sales, you will manage a portfolio of multinational prospects, defined by the complexity and scope of their business travel programs and alignment with FCM’s large‑market growth strategy. This senior role within the established US Enterprise Sales team offers an exciting opportunity to shape and deliver on a strategy that focuses on customer success by driving the use of FCM’s proprietary technology and global expertise.

• Lead and project‑manage complex sales cycles for Enterprise prospects, maintaining a robust long‑term pipeline, active sales funnel, and accurate CRM records.
• Generate and qualify suitable Enterprise prospects across industry sectors, building multi‑level relationships over 2‑5‑year sales cycles.
• Network and communicate effectively to cultivate relationships with senior stakeholders and key decision makers across organizations and global markets.
• Conduct detailed capture planning and create a creative account acquisition strategy tailored to the client’s business, travel program strategy, and objectives.
• Articulate FCM differentiators and craft compelling value propositions for C‑suite decision makers, including customized solutions and technology products.
• Partner and collaborate with regional sales counterparts and cross‑functions to formulate joint strategies and win at global scale.
• Participate in sales and marketing initiatives, representing the FCM brand at industry events, conferences, and trade shows.
• Achieve individual financial targets and KPIs; actively contribute to the Enterprise team’s goals and FCM’s growth strategy.
• Manage multinational contract negotiations and ensure a seamless handover to onboarding, operational and business success teams.

• 10 years of professional B2B global sales, including at least 2 years acquiring enterprise‑size multinational customers.
• Existing contacts at flagship companies, with a proven ability to secure key meetings and close leads.
• Extensive experience as an individual contributor to revenue targets with strategic & consultative selling expertise.
• Track record of running high‑value, complex sales cycles end‑to‑end in the corporate travel sector, including technology sales.
• Exceptional communication and presentation skills at C‑suite and senior stakeholder levels.
• Strong 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 organizations.
• Solid computer skills, including MS Office and proficiency in sales enablement tools such as Salesforce, Highspot, Wrike, RFPIO.
• Ability to travel nationally and internationally as required.
• Bachelor’s degree preferred; highly experienced, outstanding sales professional candidates will also be considered.
• Understanding of FCM’s business and competitive landscape, with the ability to identify fitting opportunities and position FCM’s value.

• Fun culture: A desire to have fun is at the heart of everything we do.
• Reward & Recognition: Celebrate…