Sales Associate Director - Enterprise Account Executive

C T Corporation System (DE); United States; Remote; USD 120,000 - 240,000; Full time

Job summary

Enablon is seeking a high-performing Sales Associate Director - Enterprise Account Executive to drive growth within large, complex North American organizations. You will lead strategic account management, pursue new logos, and nurture inbound leads, focusing on EHS, Operational Risk, and Control of Work transformation.

You will open executive conversations with Fortune 1000 stakeholders, build multi-level relationships, and guide high-value software deals from initial engagement through contract

Qualifications

• Proven experience selling enterprise software to large organizations.
• Experience closing multi-million-dollar software transactions.
• Long enterprise sales cycles with multiple stakeholders and decision-makers.
• Willingness to travel 30–40%.
• Experience delivering proposals, commercial agreements, and contract negotiations.

Responsibilities

• Develop and execute a territory strategy balancing expansion, new logos, and inbound opportunities.
• Build relationships with executive stakeholders across Operations, EHS, Risk, IT, and Finance.
• Identify enterprise-wide transformation opportunities related to EHS and Operational Risk.
• Own the full sales lifecycle from discovery to contract closure.
• Lead complex, multi-stakeholder enterprise sales processes with cross-functional teams.
• Coordinate with partners and internal teams to craft proposals and statements of work.
• Maintain accurate Salesforce data and provide timely forecasts and QBRs.

Skills

Enterprise software sales

Executive engagement

Pipeline development

Sales forecasting

Challenger/MEDDPICC

Salesforce

Tools

Salesforce

Job description

Permanent remote role with travel. Candidate can be located anywhere in the US, but preferred candidate will be located in Texas.

About the Role

Enablon is seeking a high-performing Sales Associate Director - Enterprise Account Executive to drive growth within large, complex organizations across North America. This role blends strategic account management, new logo acquisition, and demand generation, with responsibility for an assigned territory consisting of named accounts, greenfield opportunities, and inbound leads.

The successful candidate will excel at opening executive-level conversations within Fortune 1000 organizations, identifying opportunities to transform Environmental, Health & Safety (EHS), Operational Risk, and Control of Work programs through technology-driven solutions. This is a consultative sales role focused on navigating complex buying environments, building multi-level relationships, and leading high-value software opportunities from initial engagement through contract execution.

Key Responsibilities

Business Development & Account Growth

• Develop and execute a territory strategy that balances expansion within existing accounts, new logo acquisition, and qualification of inbound opportunities.
• Establish and nurture relationships with executive stakeholders across Operations, EHS, Risk, IT, Digital Transformation, and Finance functions.
• Identify and create opportunities for enterprise-wide transformation initiatives related to EHS, Operational Risk Management, and Control of Work.
• Build and maintain a healthy pipeline capable of delivering and exceeding assigned revenue targets.

Opportunity Management

• Own the entire sales lifecycle, from prospecting and discovery through proposal development, negotiation, and contract closure.
• Lead complex, multi-stakeholder enterprise sales processes involving technical, operational, commercial, and executive decision-makers.
• Apply consultative sales methodologies, including Challenger Selling and MEDDPICC, to qualify, advance, and close opportunities.
• Develop compelling business cases and value propositions that align Enablon solutions with customer strategic objectives.

Demand Generation & Territory Development

• Create and execute targeted prospecting strategies for strategic accounts and industry segments.
• Partner closely with Business Development Representatives (BDRs), marketing, and demand generation teams to build and execute campaigns that generate qualified pipeline.
• Leverage industry events, customer referrals, partner ecosystems, and executive networking to create new opportunities.

Cross-Functional Collaboration

• Collaborate with Solution Consultants, Industry Specialists, Customer Success, and Professional Services teams throughout the sales cycle.
• Work with strategic partners and internal stakeholders to develop proposals, statements of work, and business cases.
• Coordinate internal resources to ensure a seamless customer experience throughout the buying journey.

Forecasting & Operational Excellence

• Maintain accurate opportunity, account, and activity information within Salesforce CRM.
• Provide timely and accurate forecasting and communicate changes in deal status, risk, and upside opportunities to leadership.
• Conduct Quarterly Business Reviews (QBRs) and territory reviews that outline strategy, pipeline health, account plans, and growth opportunities.
• Ensure consistent adherence to sales processes, forecasting discipline, and reporting requirements.

Required Qualifications

• Proven experience selling enterprise software solutions to large organizations.
• Demonstrated success closing complex, multi-million-dollar software transactions.
• Experience managing long, enterprise-level sales cycles involving multiple stakeholders and decision makers.
• Strong executive presence with the ability to engage and influence senior business and operational leaders.
• Track record of building pipeline through a combination of self-generated opportunities, account expansion, and inbound demand.
• Experience developing and delivering proposals, commercial agreements, and contract negotiations.
• Strong collaboration skills and the ability to lead cross-functional pursuit teams.
• Experience utilizing structured sales methodologies such as Challenger, MEDDPICC, or similar frameworks.
• Proficiency with Salesforce CRM and sales forecasting processes.
• Willingness and ability to travel approximately 30-40%.

Preferred Qualifications

• Experience selling EHS, ESG, Operational Risk Management, Control of Work, Industrial Software, SaaS, or related enterprise platforms.
• Knowledge of industries such as manufacturing, chemicals, energy, life sciences, utilities, mining, construction, or other asset-intensive sectors.
• Experience working with consulting, systems integration, or technology partners within enterprise sales opportunities.

What Success Looks Like

• Consistently achieves or exceeds quota objectives.
• Builds strong executive-level relationships within Fortune 1000 organiz