Senior Enterprise Sales Director

Fully Remote | Central or Eastern Time Zone Preferred About the Opportunity

Our client is an established, growth‑oriented company helping industrial organizations improve pricing, commercial performance, profitability, and margin execution.

Building on nearly 30 years of domain expertise, the company is launching and scaling an AI‑powered commercial intelligence platform designed for complex industrial businesses. The platform helps organizations identify where margin is leaking, understand why it is happening, determine what actions to take next, and support execution across the business.

The company brings deep market credibility, an established customer base, financial stability, and a highly experienced bench of commercial strategists, pricing experts, data scientists, AI practitioners, and subject‑matter experts.

Now, they are hiring their first dedicated enterprise seller to build pipeline, create executive relationships, lead complex sales cycles, and help define the next phase of enterprise growth.

This is a rare opportunity to combine the autonomy, upside, and build‑stage energy of a startup‑like environment with the credibility and stability of an established market leader.

This is a producer‑first individual contributor role. The right candidate must be excited to personally create pipeline, open executive conversations, uncover complex business pain, build financial justification for change, and lead opportunities through close.

You will not inherit a mature sales machine or rely on significant SDR support. You will help build the enterprise sales motion while actively carrying a quota and personally creating opportunities.

You will partner closely with senior leadership and commercial subject‑matter experts while leading opportunities from first conversation through close.

Over time, this role has meaningful potential to evolve into a player‑coach leadership opportunity as the enterprise business scales.

• Personally create pipeline through outbound prospecting, executive networking, referrals, relationship development, and targeted account strategies.
• Build relationships with senior executives and key stakeholders across complex enterprise organizations.
• Lead consultative discovery conversations that uncover business challenges, commercial pain, and measurable financial impact.
• Create urgency by helping customers understand the cost of maintaining the status quo.
• Develop business cases tied to profitability, margin improvement, and measurable outcomes.
• Use MEDDPICC as the framework for qualification, forecasting, opportunity strategy, and deal progression.
• Identify and develop executive sponsors, economic buyers, champions, and multi‑threaded stakeholder relationships.
• Quarterback cross‑functional deal teams by bringing commercial, technical, and subject‑matter experts into the process at the right time.
• Lead opportunities through discovery, validation, proof of value, proposal, negotiation, and close.
• Help refine enterprise messaging, sales playbooks, target‑account strategies, and go‑to‑market motion.

• Build a healthy pipeline of high‑quality enterprise opportunities aligned to the company’s ideal customer profile.
• Consistently create executive‑level meetings through your own prospecting, networking, and relationship‑building.
• Generate meaningful net‑new opportunities rather than relying primarily on inherited pipeline.
• Develop trusted relationships with CEOs, CFOs, Heads of Sales, commercial leaders, and other senior stakeholders.
• Uncover complex business pain and connect it to measurable financial outcomes.
• Create compelling reasons for customers to act even when a formal budget or established buying category does not already exist.
• Use MEDDPICC to improve qualification, forecast accuracy, and deal strategy.
• Lead opportunities through proof of value into closed business.
• Help establish a repeatable enterprise sales motion and foundation for future team growth.

• 10+ years of enterprise B2B sales experience.
• Demonstrated success selling complex, high‑value enterprise solutions.
• Experience selling enterprise SaaS, analytics, AI,…