Enterprise Sales Specialist

Location:

Fremont, CA (Hybrid strongly preferred, with occasional on-site visits-typically once per month or quarterly)

Open to West Coast or National Remote Candidates

Compensation:
Base Salary $80,000–$120,000 (DOE) + Uncapped Commission

Reports To:

Director of Sales

Travel:
Occasional (Conferences, Trade Shows, Client Meetings)

Our client is a high-growth enterprise software and professional services company delivering a powerful, configurable technology platform used in highly regulated environments. Their products combine workflow orchestration, forms and rules engines, reporting and analytics, and integrated AI/ML capabilities to support mission-critical governance, audit, and compliance processes.

This is a quota-carrying, hunter-oriented role. You will drive new business from initial discovery through contract execution, selling both enterprise software and professional services into organizations with complex procurement processes, long sales cycles, and multiple stakeholders.

This is not a transactional role. Success requires strong discovery, credibility with senior decision-makers, and the ability to navigate structured buying environments such as RFPs and formal evaluations.

• Own the full enterprise sales cycle from prospecting and discovery through close
• Build and execute territory and account plans aligned with growth strategy
• Conduct structured discovery to understand workflows, compliance needs, and decision frameworks
• Sell software and professional services into universities, biotech, pharma, hospitals, and government agencies
• Manage multi-stakeholder deals with sales cycles of 3–12 months and deal sizes from $30K to $500K+
• Qualify and pursue RFPs/RFIs with strong go/no-go discipline
• Maintain accurate CRM pipeline, forecasting, and reporting
• Partner with product and professional services teams to align solutions and ensure customer success
• Represent the company at conferences, trade shows, and industry events
• Build domain expertise in regulated enterprise and research-driven environments

• Bachelor’s degree required; advanced degree preferred
• 5+ years of experience in enterprise or complex B2B software sales
• Proven success selling into regulated, multi-stakeholder environments
• Track record of independently generating pipeline and closing enterprise deals
• Strong discovery, consultative selling, and negotiation skills
• Experience managing long, structured sales cycles and procurement processes
• Comfortable operating without heavy marketing or pre-sales support
• High CRM discipline and accurate forecasting

• Selling to universities, hospitals, biotech, pharma, CROs, or government agencies
• Exposure to research administration, compliance, grants management, or clinical workflows
• Experience selling software paired with professional or consulting services

• Hardware, infrastructure, or bundled hardware/software sellers
• VAR, reseller, or system integrator-only sales backgrounds
• Transactional sellers focused on short sales cycles or single-decision-maker deals
• Candidates reliant on mass outreach without full-cycle deal ownership

• High-impact role in a growing enterprise technology company
• Uncapped commission with meaningful deal sizes
• Opportunity to sell into mission-critical, regulated environments
• Direct access to leadership, product, and implementation teams
• Strong runway for career growth as the company expands into new verticals