Director - Enterprise Sales UKI

TN United Kingdom; London; Hybrid; GBP 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a dynamic Enterprise Sales Director to lead sales efforts in the UK and Ireland. This role involves navigating complex sales cycles and demonstrating the value of innovative solutions to potential customers. With a focus on acquiring new business and managing enterprise accounts, you will leverage your strategic thinking and negotiation skills to drive success. Join a forward-thinking company that values collaboration and supports your professional growth while making a significant impact in the world of contract lifecycle management.

Qualifications

• Proven track record of achieving over $1m ARR annually.
• Experience managing complex sales cycles with multiple stakeholders.
• Strong organizational and presentation skills.

Responsibilities

• Own the full sales cycle from outreach to closing.
• Identify customer pain points and demonstrate solution value.
• Build and maintain relationships with key stakeholders.

Skills

Sales Strategy

Account Management

Negotiation Skills

Presentation Skills

Customer Relationship Management

Prospecting

Understanding of Legal Processes

Knowledge of MEDDICC

Experience with Enterprise Software Sales

Strategic Thinking

Tools

CRM Software

Job description

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About Icertis

With unmatched technology and category-defining innovation, Icertis pushes the boundaries of contract lifecycle management (CLM). The AI-powered, analyst-validated Icertis Contract Intelligence (ICI) platform transforms contracts from static documents into strategic assets by structuring and connecting critical contract information. Trusted by the world’s most iconic brands and disruptive innovators, Icertis manages over 10 million contracts worth more than $1 trillion in 40+ languages across 93 countries.

Who we are: Icertis is the only contract intelligence platform trusted by companies to stay ahead. Our commitment is rooted in our FORTE values—Fairness, Openness, Respect, Teamwork, and Execution—which guide our interactions with employees, customers, partners, and stakeholders. We believe how we achieve our goals is as important as the goals themselves.

Position Summary

At Icertis, we are passionate about transforming contract lifecycle management. As an Enterprise Sales Director, you will drive sales by uncovering potential customers' needs and demonstrating the value of our solutions. You will navigate complex sales cycles, positioning our platform as a comprehensive solution to executive and economic influencers across sectors. Managing a portfolio of strategic and large enterprise accounts in the UK and Ireland, you will focus on acquiring new logos. This role does not include people management. Candidates should be within commuting distance of London and willing to work from our central London office near Bank station at least twice a week, typically on Tuesdays and Thursdays.

What you will do:

1. Own the full sales cycle for new business, from outreach to qualification, discovery, value selling, and closing.
2. Identify and address customer pain points related to Legal, Procurement/Sourcing, and Sales processes.
3. Demonstrate how Icertis solutions meet regulatory and compliance requirements.
4. Communicate the financial and strategic benefits of our solutions persuasively.
5. Coordinate internal resources including sales, technical presales, partners, and delivery teams.
6. Use account-based sales and marketing techniques to strengthen the pipeline.
7. Build and maintain relationships with stakeholders, identifying key influencers.
8. Show deep understanding of customer needs during discussions with influencers.
9. Maintain strong C-level relationships, managing proposals, pricing, and negotiations.
10. Maintain CRM hygiene and see data as a strategic asset.
11. Deliver compelling presentations to highlight platform value.
12. Align customer needs with our solutions to establish Icertis as the preferred vendor.

What you bring:

1. A hunter’s mentality with a proven track record of achieving or exceeding over $1m ARR annually.
2. Experience managing complex sales cycles with multiple stakeholders.
3. Proven pursuit skills and targeted prospecting ability.
4. Understanding of customer and industry drivers to manage sales opportunities.
5. Experience in closing large enterprise software sales.
6. Knowledge of MEDDICC and/or Challenger sales methodologies and disciplined sales process adherence.
7. Strong organizational, presentation, and interpersonal skills.
8. Background in selling to enterprise accounts, managing pipelines, and forecasting revenue.
9. Strategic thinking and negotiation skills.
10. Experience working with partners like SAP and Microsoft, and managing relationships with GSIs such as Accenture, PwC, Deloitte.
11. Desirable experience in selling to C-Level Legal, Procurement, and Sourcing stakeholders.
12. A flexible, coachable, curious, accountable, and collaborative mindset.

What we offer:

We are committed to the health and well-being of our employees, communities, and customers, guided by the "Four Rings of Responsibility": Self, Family, Community, Business. We aim to support your best performance and invite you to share any needs or pronoun preferences to help us accommodate you.