Enterprise Sales Managing Director (Minnesota)

4 O.C. Tanner Recognition Company; Minnesota; Hybrid; USD 120,000 - 180,000; Full time

Job summary

O.C. Tanner seeks a high-performing sales leader to create opportunities, build executive relationships, and navigate complex, multi-stakeholder sales cycles. You will drive growth by engaging senior decision-makers and shaping solutions that transform workplace culture.

The role is remote-based within the designated US market, with regional travel for client meetings and conferences. You will collaborate with cross-functional teams to deliver outcomes and expand O.C. Tanner's market presence.

Qualifications

• 5+ years of success in consultative B2B, enterprise, technology, SaaS, or solution-based sales environments.
• Demonstrated ability to identify opportunities, create demand, and develop executive relationships.
• Capable of understanding complex client challenges and connecting solutions to tangible business outcomes.
• Comfortable engaging senior leaders and facilitating conversations that create trust and drive decision-making.
• Consistently achieves goals through disciplined execution, accountability, and strong sales practices.
• Works effectively across teams to create value for clients and support organizational success.
• Strong presentation, verbal, written, and listening skills.

Responsibilities

• Create New Opportunities: Develop and execute strategies that generate qualified opportunities and expand presence within target organizations.
• Build Executive Relationships: Establish trusted relationships with senior leaders and stakeholders to understand business priorities and identify areas where O.C. Tanner can add value.
• Manage the Sales Process: Lead opportunities from initial engagement through solution development, proposal delivery, negotiation, and close.
• Maintain Pipeline Discipline: Consistently manage prospecting activity, pipeline health, forecasting accuracy, and sales execution metrics.
• Develop Strategic Growth Plans: Evaluate market opportunities, prioritize efforts, and create plans that maximize long-term revenue potential.
• Collaborate Across Teams: Partner with Sales Leadership, Client Success, Strategic Solutions, Marketing, and other internal teams to deliver exceptional client experiences and business outcomes.
• Leverage Sales Technology & Insights: Utilize CRM, sales enablement tools, and data-driven insights to improve effectiveness and decision-making.
• Demonstrate Market Leadership: Maintain expertise in workplace culture, employee experience, HR technology, and industry trends while representing O.C. Tanner professionally in the marketplace.]
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Skills

Executive presence

Strategic thinking

Relationship building

Consultative sales

B2B enterprise SaaS

Communication skills

Collaboration across teams

Results oriented

Continuous learner

Business development

Tools

CRM

Sales enablement tools

Job description

O.C. Tanner is the global leader in software and services that improve workplace culture through meaningful employee experiences. Our Culture Cloud is a suite of apps designed to enhance the employee experience with strategic recognition, service awards, wellbeing, leadership, and events that help people thrive at work. Our Culture by Design approach provides expert services to organizations looking to create great workplaces. Our global team of 1,500 people hail from 58 countries and speak 62 languages. As programmers, researchers, designers, client professionals and craftspeople we create the tech, tools and awards that connect employees to purpose at thousands of companies. Join us as we help people all over the world thrive at work.

Location:

Required residence in Minnesota, Preferred in the Greater Minneapolis/St. Paul Metro Area

Reports to:

Area Sales Vice President

Overview

We're seeking a high-performing, strategic sales leader who excels at creating new opportunities, building executive relationships, and helping organizations transform their workplace culture. This role is ideal for a consultative sales professional with a strong track record of navigating complex sales cycles, engaging senior decision-makers, and driving meaningful business outcomes. The successful candidate will combine business acumen, relationship-building expertise, and disciplined sales execution to expand O.C. Tanner's impact in the market. Working closely with internal partners, this individual will identify growth opportunities, bring innovative solutions to clients, and help organizations create cultures where people thrive.

Key Responsibilities

• Create New Opportunities: Develop and execute strategies that generate qualified opportunities and expand O.C. Tanner's presence within target organizations.
• Build Executive Relationships: Establish trusted relationships with senior leaders and stakeholders to understand business priorities and identify areas where O.C. Tanner can add value.
• Manage the Sales Process: Lead opportunities from initial engagement through solution development, proposal delivery, negotiation, and close.
• Maintain Pipeline Discipline: Consistently manage prospecting activity, pipeline health, forecasting accuracy, and sales execution metrics.
• Develop Strategic Growth Plans: Evaluate market opportunities, prioritize efforts, and create plans that maximize long-term revenue potential.
• Collaborate Across Teams: Partner with Sales Leadership, Client Success, Strategic Solutions, Marketing, and other internal teams to deliver exceptional client experiences and business outcomes.
• Leverage Sales Technology & Insights: Utilize CRM, sales enablement tools, and data-driven insights to improve effectiveness and decision-making.
• Demonstrate Market Leadership: Maintain expertise in workplace culture, employee experience, HR technology, and industry trends while representing O.C. Tanner professionally in the marketplace.

Ideal Candidate Profile

• Proven Sales Success: 5+ years of success in consultative B2B, enterprise, technology, SaaS, or solution-based sales environments.
• Business Development Mindset: Demonstrated ability to identify opportunities, create demand, and develop meaningful executive relationships.
• Strategic Thinker: Capable of understanding complex client challenges and connecting solutions to tangible business outcomes.
• Executive Presence: Comfortable engaging senior leaders and facilitating conversations that create trust and drive decision-making.
• Results-Oriented: Consistently achieves goals through disciplined execution, accountability, and strong sales practices.
• Collaborative Partner: Works effectively across teams and functions to create value for clients and support organizational success.
• Exceptional Communicator: Strong presentation, verbal, written, and listening skills with the ability to influence a variety of audiences.
• Continuous Learner: Curious, adaptable, and committed to professional growth and staying current on industry trends.
• Values-Driven: Demonstrates integrity, professionalism, and a commitment to helping people thrive through culture and recognition.

Work Environment & Travel

Remote-based position within the designated market

Regional travel for prospective client meetings, industry events, and team activities

Travel required for onboarding and company sales conferences

Why Join Us?

Drive Meaningful Impact: Help some of the world's leading organizations create workplace cultures that inspire performance, connection, and retention.

Sell a Proven Market-Leading Platform: Represent award-winning solutions that combine technology, employee recognition, celebrations, wellbeing, and workplace culture expertise.

Focus on Growth Opportunities: Partner with sales leaders, solution experts, and support teams dedicated to helping you build pipeline, win business, and accelerate success.

Develop Your Career: Gain exposure to enterprise-level opportunities, executive stakeholders, and continuous professional development.

Be Part of Something Bigger: Join a global organization with a strong purpose, collaborative culture, and a long history of helping people thrive at work. We create inspiring workplaces for some of the biggest and best companies in the world. And we do it within our own teams every day. That’s one reason we made the Fortune 100 Best Companies to Work For® list in 2021. Join us and watch people thrive at work—including you. With seven global offices and employees working around the world, we’re committed to creating an atmosphere where every person can share their talents and reach their potential.