Senior Business Development Manager

About this position

Who We Are

Wine Enthusiast Companies is the ultimate source of innovation and information around wine. Founded in 1979 by Adam and Sybil Strum, the family-owned company is composed of Wine Enthusiast Commerce and Wine Enthusiast Media. Wine Enthusiast Shop provides premium wine-lifestyle products, reaching millions of consumers globally via direct mail, an e-commerce site, and a business-to-business division. Wine Enthusiast magazine is an award-winning print publication and online resource that showcases wine news, food trends, and more than 25,000 ratings and reviews annually.

Wine Enthusiast events include the annual premier Wine Star Awards gala. In 2024, the company launched a travel division, which includes the Tasting Room Directory and Cork+Compass Travel. Together, Wine Enthusiast Companies is the indisputable hub for everything wine. We bring wine to life.

Your Role in Our Journey

We are seeking our first Sr. Business Development Manager/Enterprise Account Executive to establish and scale our high-value Enterprise Trade Projects vertical, a critical growth engine for the organization. This role requires an experienced enterprise seller, fluent in structured sales methodologies, who will own the full strategic selling cycle into the Design & Trade ecosystem - including Architects, Luxury Builders, Retail Resellers, and Hospitality .

What You'll Be Uncorking

Key Responsibilities:

• Full-Cycle Sales Execution :
  
  Own enterprise deals from lead identification through close and implementation using structured methodologies (e.g., MEDDPICC, Challenger).
• Pipeline & Forecasting :
  
  Maintain a predictable pipeline in the CRM, accurately forecasting revenue and tracking deal velocity through all buying stages.
• Account-Based Strategy :
  
  Develop and execute targeted strategies to penetrate Ideal Customer Profile (ICP) accounts across assigned territories.
• Deal
  
  Qualification:
  
  Rigorously qualify opportunities based on strategic fit, resource requirements, and profitability targets.
• Quota Attainment: Consistently meet or exceed assigned revenue and margin targets.

Consultative Selling & Margin Focus

• Technical Consulting: Serve as a subject matter expert, guiding trade professionals (architects, designers, builders) through product selection, custom designs, and technical specifications.
• Margin Optimization :
  
  Maximize overall profitability by strategically positioning high-margin, premium, and luxury product lines.
• Sales Operations: Utilize CRM and ERP tools to monitor funnel health, sales activity, and project profitability.

Market Development & Strategic Partnerships

• Sales Enablement: Partner with sales leadership to formalize B2B sales playbooks, battle cards, account based marketing outreach, and presentation collateral for scaling the segment.
• Trade Advocacy :
  
  Build brand authority by delivering accredited continuing education (CEU) presentations to trade associations (AIA, ASID) and attending industry events.
• Product Collaboration :
  
  Act as the voice of the customer, sharing market insights with product teams to help guide future product roadmaps.

The Perfect Blend (What You Bring to the Table)

Qualifications:

• 5+ years of successful B2B enterprise sales experience.
• Proven familiarity with and experience executing a structured sales methodology (e.g., MEDDPICC, Challenger Sale).
• Proven track record of actively selling to at least two of the following industries:
  Architects, Luxury Builders/Developers, Interior Designers, and/or Hospitality.
• Demonstrated ability to manage a sales pipeline based on profitability (GM%) and articulate the financial value proposition (ROI) to clients.
• Exceptional skills in utilizing CRM (Hub Spot/Salesforce/Netsuite) to track activity and provide accurate, data-backed…