Head of Enterprise Sales

Confidential Company; Islamabad; In loco; PKR 6.000.000 - 12.000.000; Tempo pieno

Descrizione del lavoro

Confidential Company in Pakistan seeks an accomplished enterprise sales leader to own revenue targets and lead teams responsible for winning large, strategic accounts across Pakistan and international markets.

You will drive full sales cycles, build long-term client relationships at C-level, and orchestrate cross-functional teams to deliver complex IT solutions. 12+ years of B2B sales and proven multi-stakeholder deal closures are required.

Competenze

• 12+ years of B2B enterprise sales experience
• 5+ years leading sales teams
• IT industry experience (software, SaaS, IT services, cloud, system integration) preferred
• Proven track record closing large, multi-stakeholder deals with long sales cycles

Mansioni

• Own the annual enterprise revenue and margin targets and build a sales plan
• Define target accounts, segments and territories aligned with priorities
• Develop account plans for top clients with growth opportunities and risks
• Lead the full sales cycle for large, complex deals from discovery to closure
• Negotiate contracts and commercial terms within approved limits

Conoscenze

Enterprise solution selling

Key account management

Contract negotiation

Sales forecasting

CRM usage

Formazione

Bachelor’s degree in Business Administration/Marketing/Engineering/CS

MBA or equivalent postgraduate qualification

Strumenti

Salesforce

HubSpot

Dynamics

Descrizione del lavoro

• Own the enterprise revenue target and lead the team responsible for winning and growing large, strategic accounts.
• Drive the full sales cycle for complex, high-value deals in Pakistan and international markets.
• Build long-term relationships with senior client stakeholders.
• The ideal candidate is a proven, quota-carrying sales leader with a strong record of closing large deals and building disciplined sales teams.
• Experience in the IT industry (software, SaaS, IT services or system integration) is highly preferred.

Key Responsibilities:

Revenue and Sales Strategy

• Own the annual enterprise revenue and margin targets, and build a clear sales plan to achieve them.
• Define target accounts, segments and territories in line with business priorities.
• Develop account plans for top clients, covering growth opportunities, risks and relationship maps.
• Work with leadership on pricing strategy, discount policy and commercial guidelines.
• Lead the full sales cycle for large, complex deals: discovery, solution shaping, proposal, negotiation and closure.
• Personally lead and close strategic, high-value opportunities.
• Navigate multi-stakeholder buying processes involving business, IT, technical and procurement teams.
• Negotiate contracts, commercial terms and service-level agreements within approved limits.

Key Account Growth

• Grow revenue from existing key accounts through upselling, cross-selling and renewals.
• Build trusted, long-term relationships with C-level and senior stakeholders at client organizations.
• Monitor client satisfaction and work with the delivery teams to resolve issues quickly.
• Spot early warning signs of churn and put recovery plans in place.
• Recruit, lead, coach and develop a high-performing team of account managers and sales specialists.
• Set individual quotas and KPIs, and conduct regular pipeline and performance reviews.
• Run deal reviews and win/loss analysis to improve team effectiveness.
• Build a strong sales culture focused on accountability, client value and ethical selling.

Sales Operations and Forecasting

• Establish a structured, repeatable sales process and methodology.
• Ensure accurate pipeline management and forecasting in the CRM.
• Deliver reliable monthly and quarterly forecasts to senior leadership.
• Track and improve key sales metrics such as win rate, deal size and sales-cycle length.

Cross-functional Collaboration

• Work with the pre-sales and technical teams to design solutions that meet client needs.
• Partner with the delivery teams to ensure smooth handover and successful project execution.
• Work with marketing on campaigns, events and lead generation for target accounts.
• Coordinate with business development on new-market opportunities and partner-led deals.

Reporting and Governance

• Report sales performance, forecasts, risks and market feedback to executive leadership.
• Ensure sales activities follow company policies, contract approvals and compliance requirements.

Key Performance Indicators

• Revenue: Achievement of annual and quarterly enterprise revenue targets.
• Margin: Gross margin on closed deals against approved targets.
• Key Accounts: Revenue growth and retention within top key accounts.
• Pipeline: Pipeline coverage (e.g. 3x target) and forecast accuracy.
• Win Rate: Win rate, average deal size and sales-cycle length.
• Team: Percentage of team members meeting quota, and team retention.

Qualifications and Experience

Education

• Bachelor's degree in Business Administration, Marketing, Engineering, Computer Science or a related field.
• MBA or an equivalent postgraduate qualification is strongly preferred.

Experience

• 12+ years of B2B enterprise sales experience, including at least 5 years leading sales teams.
• IT industry experience is highly preferred: software, SaaS, IT services, cloud, digital transformation or system integration.
• Consistent record of meeting or exceeding sales quotas, with verifiable figures.
• Proven success closing large, multi-stakeholder deals with long sales cycles.
• Experience managing and growing key enterprise accounts.
• Experience building and scaling a sales team and sales process.

Preferred

• Strong existing relationships with enterprise clients in Pakistan and/or the Middle East.
• Experience selling to telecom, banking, government or large enterprise clients.
• Training in a recognized sales methodology (e.g. MEDDIC, Challenger, Solution Selling, SPIN).

Skills and Competencies

Functional and Technical

• Enterprise and consultative solution selling.
• Key account management and account planning.
• Contract negotiation and commercial structuring.
• Sales forecasting, pipeline management and CRM use (e.g. Salesforce, HubSpot, Dynamics).
• Understanding of IT solutions, services and delivery models.

Leadership and Behavioral

• Results-driven, with a strong sense of ownership of targets.
• Excellent communication, presentation and negotiation skills in English; Arabic is an advantage.
• Credible with senior executives and able to influence complex decisions.
• Strong coach and people leader who builds high-performing teams.
• Resilient, persistent and calm under pressure.
• High standards of integrity and professional ethics.

Key Working Relationships

• Internal:CEO/MD
• Business Development team
• Pre-sales, Technical and Delivery teams
• Finance and Legal
• Marketing
• External:Enterprise clients (C-level, IT, business and procurement leaders)