Director, Enterprise Sales

Summary

Join Passport as the Director of Enterprise Sales and play a key role in driving the company's growth. You will lead and mentor a team of Enterprise Account Executives, focusing on securing partnerships with major eCommerce brands. Responsibilities include developing sales strategies, managing revenue targets, overseeing the sales pipeline, and collaborating with other teams. This role requires extensive B2B sales experience, proven leadership skills in enterprise sales, and a deep understanding of the eCommerce and/or logistics industry. Success in this position demands a results-oriented approach, strong communication skills, and the ability to build relationships with C-suite executives. The compensation package includes a competitive base salary and a variable component based on performance.

Requirements

• Experience: 10+ years of B2B sales experience, with at least 5 years in a leadership role managing enterprise or strategic accounts, preferably in eCommerce, logistics, or SaaS industries
• Sales Leadership: Proven success leading, coaching, and scaling enterprise sales teams, with experience setting and achieving ambitious revenue goals
• Industry Knowledge: Deep understanding of eCommerce and/or logistics, including key players, current trends, challenges, and opportunities
• Executive Presence: Skilled in building and nurturing relationships with C-suite executives and decision-makers
• Results-Driven: Strong track record of closing large, complex deals and driving revenue growth in a competitive environment
• Collaboration: Excellent interpersonal and communication skills, with the ability to work cross-functionally across departments
• Data-driven mindset: Ability to analyze and act on key performance and company metrics at the individual and team level

Responsibilities

• Lead the Enterprise Sales Team: Build, coach, and mentor a high-performing sales team, setting clear goals, KPIs, and ensuring their professional development
• Sales Strategy Development: Execute and iterate strategy to expand our customer base and penetrate new markets, with a focus on Brands >$75mil in annual revenue
• Revenue Growth: Own the revenue targets for the enterprise segment, ensuring sales goals are consistently met or exceeded
• Pipeline Management: Oversee the team’s sales pipeline, ensuring opportunities are properly qualified, pursued, and closed. Additional focus on input metrics and data hygiene
• Cross-Functional Collaboration: Work closely with marketing, product, and customer success teams to align strategies, optimize lead generation, and ensure smooth onboarding of new clients
• Market and Competitive Analysis: Keep a close pulse on industry trends, competitor activities, and client needs to refine sales approaches and product offerings
• Manage and Execute Sales Process: Provide guidance and coaching to your team, ensuring they follow a structured sales process from prospecting to successfully negotiating and closing high-value contracts
• Client Presentations: Deliver compelling presentations and product demonstrations to enterprise clients, articulating the value of our logistics solutions alongside your team
• Travel: Willingness to travel for key client meetings, industry events, and conferences. You can expect to travel 20% of the time

Preferred Qualifications

• Adaptability: Stay agile in a rapidly changing industry, adjusting strategies to new trends, technologies, and shifting customer or market conditions
• Relationship Building & Emotional Intelligence: Build trust and long-term client relationships, while demonstrating value through a human approach
• Innovative Problem-Solving: Create innovative solutions for complex challenges, showcasing the value of tech-driven offerings that enhance eCommerce operations
• Confidence and Resilience: Coach and co-sell with your team in a manner that conveys strong control and understanding on the material you are commanding. Operate with patience and clarity through adversity

Benefits

• $200,000 - $215,000 a year
• Variable component based on individual and team performance