Sales & Business Development Representative

C T Corporation System (DE); United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Enablon is seeking an experienced outbound Enterprise Sales professional to build qualified pipeline across a defined US territory. You will research accounts, craft targeted messaging and engage senior stakeholders to surface meaningful business challenges and opportunities.

Reporting to Sales leadership, you will own initial discovery, qualification and handover to Account Managers, while maintaining disciplined activity in Salesforce and collaborating with cross-functional teams to optimize

Qualifications

• 5+ years experience in B2B sales or business development with outbound prospecting success.
• Ability to research complex organizations, prioritize accounts and translate insight into outreach.
• Confidence engaging senior stakeholders with strong written communication and questioning.
• Experience conducting discovery conversations and assessing business need for engagement.
• Strong CRM discipline and clean record-keeping; familiarity with Sales Engagement and AI tooling.

Responsibilities

• Plan and execute enterprise outbound outreach across target accounts.
• Discover, qualify and hand over opportunities to Account Managers.
• Collaborate with Sales, Marketing and Product Marketing to share insights.
• Record activity and pipeline updates in Salesforce and maintain data quality.

Skills

B2B sales

Outbound prospecting

Stakeholder engagement

Discovery conversations

CRM: Salesforce

Sales engagement tools

AI tooling in sales

Education

Bachelor's degree or equivalent

Tools

Salesforce CRM

Pre-Sales collaboration tools

Job description

Location: Remote role, candidate can be located anywhere in the U.S. Preferred candidate will be located in EST or CST time zones.

Travel: Approximately 10% travel on an annual basis

Reporting to: Director, Sales and Business Development

Role: Full Time

Join our global Sales & Business Development organization in a dedicated outbound role, creating qualified enterprise pipeline within an agreed territory and set of target accounts.

You will combine account research, consistent prospecting and consultative discovery to engage senior stakeholders, uncover meaningful business challenges and develop opportunities with clear commercial potential. Success requires both relevant, high-quality engagement and sustained outbound activity.

Working closely with Enterprise Account Managers and regional sales leadership, you will own prospecting, initial discovery and qualification to an agreed handover. Account Managers retain ownership of the wider account relationship and subsequent sales cycle.

The Role

Plan and execute enterprise outreach

Agree target accounts and priorities with Account Managers and regional sales leadership, aligning outreach with account ownership, existing relationships and territory plans.

Research account fit, industry priorities, organizational changes and business triggers to build focused prospecting plans.

Map relevant decision-makers and influencers, developing account-specific messaging that connects their priorities to the business problems Enablon helps address.

Execute consistent outbound prospecting across phone, email and social channels, meeting agreed activity standards and following up with discipline.

Discover, qualify and hand over opportunities

Lead structured discovery to understand the business problem, its impact, relevant scope and the prospect's willingness to explore a solution.

Test whether there is a credible opportunity, document qualification evidence and agree a meaningful next step with the prospect.

Engage Account Managers and, where needed, Pre‑Sales at the appropriate point to support commercial or technical discovery.

Deliver a coordinated handover with documented business challenges, stakeholders, scope and agreed next steps; confirm Account Manager acceptance and preserve customer continuity.

Achieve agreed Qualified Sales Opportunity (QSO) and qualified pipeline targets, taking accountability for the quality of the opportunities you create.

Operate with commercial discipline

Record outbound activity, discovery findings and next steps accurately and promptly in Salesforce against the relevant leads, contacts, accounts and opportunities.

Use activity, engagement and conversion data to improve targeting, messaging and execution.

Collaborate with Sales, Marketing and Product Marketing on account insight and outbound campaigns, sharing customer feedback and market intelligence.

Participate actively in training, coaching and team collaboration, applying feedback to improve performance.

What you will bring

Essential

• 5+ years experience in B2B sales or business development, with demonstrable success in outbound prospecting and generating qualified new business opportunities.
• The ability to research complex organizations, prioritize accounts and translate insight into relevant outreach.
• Confidence engaging senior business stakeholders, supported by strong written communication, active listening and thoughtful questioning.
• Experience conducting discovery conversations and assessing whether a business need merits further sales engagement.
• Strong organization, consistent follow-through and experience maintaining accurate records in Salesforce or another CRM. Experience using Sales Engagement and AI tooling to enhance your outbound prospection velocity and techniques.
• Commercial curiosity, resilience, personal accountability and a willingness to learn through coaching and feedback.

Desirable

• Experience prospecting into enterprise or strategic accounts and navigating multiple stakeholder groups.
• Exposure to SaaS or enterprise technology, particularly EHS, ESG, sustainability, risk or compliance solutions.
• Experience collaborating with Account Managers, Account Executives or Pre‑Sales teams.
• Familiarity with consultative selling and qualification methodologies such as MEDDIC, MEDDPICC or Sandler.
• Proficient in multiple languages
• Bachelor's degree or equivalent

How we measure Success

Your primary outcomes are achievement of agreed QSO/qualified pipeline creation targets. A QSO must meet our qualification standards, with evidence of a relevant business problem, defined scope and willingness to progress, supported by an agreed next step and Account Manager acceptance.

Supporting indicators include target-account coverage, sustained outbound activity, meaningful engagement, discovery-to-opportunity conversion, handover quality and Salesforce accuracy. We also review subsequent pipeline progression with Account Managers to assess and improve qualification qual