Enterprise Sales Director

Bluefin Resources; Sydney; Hybrid; AUD 220,000 - 250,000; Full time

Benefits offered by this job

Hybrid work arrangement

Job summary

Bluefin Resources is seeking an Enterprise Sales Director for an established enterprise software business undergoing a sales transformation. You will lead a team of Enterprise Sellers and Strategic Account Managers, driving coaching, accountability and a disciplined approach to territory, account and pipeline management.

You will own the performance and capability of the sales team, shape multi-product opportunities, manage long sales cycles (9–14 months) and lead complex deals from $500K to

Qualifications

• 10+ years of enterprise software or technology sales experience.
• Experience winning opportunities from $500K to more than $5M.
• Experience leading sales teams and driving performance improvements.
• Strong capability to coach sellers and manage complex deals.

Responsibilities

• Lead, coach and performance manage Enterprise Sellers and Strategic Account Managers
• Build and execute territory, account and pipeline plans
• Improve qualification, pipeline quality, forecast accuracy and deal governance
• Develop a stronger multi-product sales approach
• Shape and lead complex, high-value enterprise opportunities
• Drive new customer acquisition, cloud migration and growth within existing accounts
• Coordinate with Product, Services, Marketing, Customer Success, Commercial and Delivery around priority deals

Skills

Enterprise SaaS sales

Leadership

Strategic account management

Deal negotiation

Pipeline management

Job description

We are recruiting an Enterprise Sales Director for an established enterprise software business entering its next phase of sales transformation and growth.

This is not a role to inherit a finished sales function and maintain it.

Reporting to the VP Sales APAC, you will lead a team of Enterprise Sellers and Strategic Account Managers, improve sales execution and take an active role in the complex opportunities that matter most.

The commercial opportunity spans new customer acquisition, cloud migration and expansion across an established customer base. The sales model is also changing, with greater emphasis on selling across multiple products rather than operating within individual product lines.

The mandate

You will take ownership of both sales performance and team capability.

The team needs stronger coaching, clearer accountability and greater consistency in how opportunities are qualified and progressed. You will develop capable sellers, address performance gaps directly and create a more disciplined approach to territory, account and pipeline management.

You will also remain close to the deals.

Sales cycles can run for approximately 9 to 14 months, with opportunities combining software and services. You will help shape strategic pursuits, engage senior customer stakeholders, challenge deal strategy and bring internal teams together to maintain momentum through complex buying processes.

What you will own

• Lead, coach and performance manage Enterprise Sellers and Strategic Account Managers
• Build and execute territory, account and pipeline plans
• Improve qualification, pipeline quality, forecast accuracy and deal governance
• Develop a stronger multi product sales approach
• Shape and lead complex, high value enterprise opportunities
• Drive new customer acquisition, cloud migration and growth within existing accounts
• Build relationships with senior customer stakeholders
• Structure and negotiate software and services opportunities
• Coordinate Product, Services, Marketing, Customer Success, Commercial, Legal and Delivery around priority deals

What you will bring

We are looking for an enterprise SaaS, software or technology sales leader who has operated in complex commercial environments.

You will need experience leading sales teams and the ability to demonstrate how you have improved performance, developed sellers and influenced significant opportunities.

Your background should include:

• Enterprise SaaS, software or technology sales
• Leadership and development of enterprise sales teams
• Commercial negotiation and deal structuring
• Strategic account, territory and pipeline management
• Long sales cycles and complex buying environmentsDirect performance management

The formal brief identifies more than 10 years of enterprise software or technology sales experience and experience winning opportunities from $500K to more than $5M as desirable.

Public sector, local government, education, health or regulated industry experience would be useful, but it is not essential. Strong enterprise SaaS leadership experience from another sector is relevant to the brief.

Why consider it?

There is already an established customer base and clear routes to growth. The opportunity includes net new customers, cloud migration and broader adoption across a substantial software portfolio.

The leadership challenge is equally clear. You will have the mandate to raise sales capability, change how the team operates and build greater accountability in the sales organisation.

For someone who has already led an enterprise SaaS team and wants another genuine build and transformation mandate, there is meaningful work to do here.

$220K to $250K base plus super, OTE $450-500k. Hybrid working.

To discuss this opportunity confidentially, contact Dan Currie.