You've built your career closing seven-figure enterprise deals, navigating complex renewals, and turning at-risk accounts into expansion opportunities — and now you want to do it inside a system that actually rewards disciplined execution over heroics. If you're the kind of sales leader who finds satisfaction in running a tight forecast, coaching a team through a tough negotiation, and walking out of an executive escalation call with the customer more committed than before, this is the role you've been looking for.
What you will be doing
- Owning the revenue line for enterprise renewals and expansions — driving pipeline discipline, forecast accuracy, and margin-safe deal execution across Fortune-level accounts.
- Leading executive account reviews and escalation management — stepping into high-stakes customer situations, diagnosing root causes, and converting risk into renewed trust and commercial opportunity.
- Structuring and approving commercial proposals and contracts — negotiating multi-year terms, SOWs, SLAs, and pricing structures that protect margin while enabling long-term customer value.
- Coaching your team on commercial excellence — sharpening how your people think about pricing, deal structure, and negotiation so they close better deals independently.
- Leveraging GenAI tools to enhance commercial operations, accelerate data analysis, and improve communication workflows across your account portfolio.
What you will NOT be doing
- Firefighting without a playbook — you'll operate inside structured, high-performance systems with clear processes, not ad-hoc chaos.
- Chasing net-new logos cold — this role is about deepening and expanding existing enterprise relationships, not outbound prospecting or cold pipeline generation.
- Working in a metrics-optional culture — there are no "vibes-based" forecasts here; you'll have real accountability, but also real support and tooling to hit your numbers.
- Operating as a lone wolf — you'll have cross-functional partnerships with delivery, legal, finance, and customer success built into your weekly rhythm.
- Waiting months for feedback — performance visibility is continuous, not annual; you'll know where you stand every week.
Responsibilities
- Own and execute the enterprise renewal and expansion pipeline, ensuring forecast accuracy and on-time deal closure
- Lead executive-level account reviews (QBRs) and manage escalations with composure, strategic clarity, and follow-through
- Structure, negotiate, and secure approval for commercial proposals and contracts (multi-year agreements, SOWs, SLAs, pricing)
- Coach and develop team members on commercial judgment — pricing strategy, deal structuring, and negotiation tactics
- Maintain CRM hygiene and pipeline integrity; drive continuous improvement in sales operations and Order-to-Cash (O2C) processes
- Identify trends and patterns across accounts and translate insights into scalable commercial playbook improvements
- Collaborate cross-functionally with delivery, finance, legal, and customer success to ensure seamless post-signature execution
Requirements
- 5+ years of B2B enterprise software sales experience with direct quota ownership for renewals and/or expansions
- Direct responsibility for enterprise accounts with $1M+ annual contract value
- Demonstrated expertise negotiating complex contracts, including multi-year terms, SOWs, SLAs, and pricing structures
- Strong business acumen — fluency with P&L, revenue recognition, forecasting, and customer lifetime value
- Proficiency with CRM systems (Salesforce or equivalent) and familiarity with Order-to-Cash (O2C) processes
- Executive presence — ability to command trust and authority in high-stakes customer conversations and escalations
- Comfort being held accountable to strict metrics, forecast accuracy, and process discipline on a weekly cadence
- Solid GenAI skills — experience using AI tools to enhance commercial operations, data analysis, or communication workflows
Nice to Have
- Experience in AI, data, or analytics-related software/SaaS businesses
- Track record coaching or mentoring sales teams on commercial excellence
- Familiarity with enterprise procurement processes and legal/compliance requirements for large-scale contracts
- Experience with sales methodologies such as MEDDIC, Challenger, or Command of the Message
- Background working with Fortune 500 or Global 2000 accounts
What you will learn
- AI-native commercial operations — how to integrate GenAI tools into every stage of the sales cycle, from pipeline analysis to proposal generation, giving you a skillset that will define the next decade of enterprise sales leadership.
- Structured high-performance sales systems — you'll internalize frameworks for forecast precision, deal review, and escalation management that most organizations only aspire to.
- Pattern recognition at scale — by working across a portfolio of complex enterprise accounts, you'll develop strategic instincts for identifying commercial trends and building repeatable playbooks.
- Cross-functional leadership — deep collaboration with delivery, finance, and customer success will sharpen your ability to lead beyond the sales function.