Enterprise Sales Manager

KVH; Bristol (RI); On-site; USD 120,000 - 190,000; Full time

Job summary

KVH Industries is seeking an Enterprise Sales Manager to accelerate growth of its Enterprise Connectivity business by acquiring new enterprise customers and expanding recurring subscription revenue. This hunter role focuses on developing opportunities, building executive relationships, and delivering managed connectivity solutions to customers in distributed and mission-critical environments.

Reporting to the VP, North American Sales, you will identify market opportunities, build a qualified

Qualifications

• 7+ years of enterprise technology or telecommunications sales experience.
• Experience selling subscription-based technology, managed services, or connectivity solutions.
• Proven success acquiring new enterprise customers.

Responsibilities

• Develop and execute a territory growth plan focused on new customer acquisition.
• Build and maintain a qualified pipeline of enterprise opportunities.
• Identify, prospect, and close new enterprise customers.
• Lead complex consultative sales engagements from prospecting through contract execution.
• Build executive relationships with decision makers.
• Deliver accurate forecasts and maintain pipeline visibility in Salesforce.
• Collaborate with Marketing, Product Management, Engineering, Customer Success, Service Delivery, Sales Operations, and Finance.

Skills

Enterprise sales

Consultative selling

Executive relationship building

Tools

Salesforce CRM

Job description

Overview

The Enterprise Sales Manager is responsible for accelerating the growth of KVH's Enterprise Connectivity business by acquiring new enterprise customers and expanding recurring subscription revenue. This is a hunter role focused on developing new business opportunities, building executive relationships, and delivering managed connectivity solutions to customers operating in distributed and mission-critical environments.

Overview

The Enterprise Sales Manager is responsible for accelerating the growth of KVH's Enterprise Connectivity business by acquiring new enterprise customers and expanding recurring subscription revenue. This is a hunter role focused on developing new business opportunities, building executive relationships, and delivering managed connectivity solutions to customers operating in distributed and mission-critical environments.

Reporting to the VP, North American Sales this individual will execute KVH's enterprise growth strategy by identifying new market opportunities, building a qualified sales pipeline, and helping establish a scalable commercial business focused on recurring revenue.

Responsibilities

• Develop and execute a territory growth plan focused on new customer acquisition.
• Build and maintain a qualified pipeline of enterprise opportunities.
• Identify, prospect, and close new enterprise customers.
• Lead complex consultative sales engagements from prospecting through contract execution.
• Build executive relationships with decision makers.
• Deliver accurate forecasts and maintain pipeline visibility in Salesforce.
• Collaborate with Marketing, Product Management, Engineering, Customer Success, Service Delivery, Sales Operations, and Finance.

Target Markets

• Construction
• Mining
• Transportation & Fleet Operations
• Utilities
• Energy
• Government
• Inland Waterways & Nearshore Maritime

Success Measures

• New enterprise customers acquired
• Qualified pipeline growth
• Monthly recurring revenue (MRR)
• Annual recurring revenue (ARR) growth
• Win rate
• Gross margin contribution
• Forecast accuracy
• Customer retention and expansion

Qualifications

Required:

• 7+ years of enterprise technology or telecommunications sales experience.
• Proven success acquiring new enterprise customers.
• Experience selling subscription-based technology, managed services, or connectivity solutions.
• Strong consultative selling skills.
• Salesforce CRM proficiency.

Preferred:

• Experience with Starlink, LEO satellite services, SD-WAN, Managed Network Services, Enterprise Networking, Cybersecurity, Managed IT Services, Cellular networking, or Cloud networking.

Leadership Profile

The successful candidate is a disciplined hunter who:

• Builds trusted executive relationships.
• Thinks strategically and executes with urgency.
• Uses data to drive decisions.
• Collaborates across functions.
• Represents KVH with professionalism and integrity.

KVH offers a full suite of benefits to include generous paid time off, tuition reimbursement, medical, dental, vision, life insurance, flexible/health spending account, employee stock purchase program, and retirement plan.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. All persons hired will be required to verify identity and eligibility to work in the United States (US Citizen or Permanent Resident) and to complete the required employment eligibility verification document form upon hire. KVH also conducts background checks and drug screening after acceptance of an offer.