Enterprise Sales Manager (ESM) (45414)

International Workplace Group; Johannesburg; On-site; ZAR 800 000 - 1 200 000; Full time

Job summary

A leading global workspace provider is seeking an Enterprise Sales Manager in Johannesburg, Gauteng, to drive new revenue growth through proactive outreach and relationship building with enterprise customers. This role entails developing and executing strategies to convert high-potential prospects into clients, maintaining a robust sales pipeline, and managing the entire sales cycle. The ideal candidate will have a strong track record in B2B sales and experience working with C-level stakeholders. Willingness to travel internationally is required.

Qualifications

• Proven track record in B2B prospecting, business development, and solution selling.
• Strong understanding of the enterprise customer buying journey.
• Experience working with C-level stakeholders.

Responsibilities

• Generate profitable new revenue by converting new Enterprise clients.
• Develop and maintain a pipeline of qualified sales opportunities.
• Own the full sales cycle from contact to close.
• Create Account Plans for strategic accounts.
• Build executive-level relationships to tailor solutions.

Skills

B2B prospecting

Business development

Solution selling

Negotiation skills

Commercial acumen

Job description

Job title : Enterprise Sales Manager (ESM) (45414)

Job Location : Gauteng, Johannesburg

Deadline : January 17, 2026

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Job Purpose

• The Enterprise Sales Manager is responsible for driving new revenue growth through proactive outreach, prospecting, and pipeline development, while also expanding existing enterprise customer relationships. Leads will be generated through multiple channels, including marketing campaigns, third-party lead generation, and self-sourced outreach.
• An Enterprise customer is defined as any organisation with 200+ white-collar employees, and the role will span both national and international client requirements, depending on account footprint and opportunity scope.
• This role plays a critical part in positioning IWG’s full suite of solutions to large organisations across multiple markets.

Key Responsibilities

• Generate profitable new revenue by identifying, prospecting, and converting new Enterprise clients.
• Develop and maintain a robust pipeline of qualified sales opportunities across multiple sectors and geographies.
• Conduct strategic outreach through direct engagement, events, and third-party referrals to identify high-potential prospects.
• Own the full sales cycle — from first contact to close — with an emphasis on front-end activity and deal progression.
• Create and execute Account Plans to grow wallet share within assigned strategic accounts.
• Build and maintain executive-level relationships to gain insight into client needs and translate into tailored workspace solutions.
• Collaborate with brokers, real estate advisors, and consultants to generate opportunities and increase IWG’s market visibility.
• Partner cross-functionally with regional Sales, Operations, and Product teams to ensure seamless solution delivery.
• Continuously gather and share feedback from prospects and clients to improve product-market fit and go-to-market effectiveness.
• Deliver accurate pipeline forecasts, activity reports, and performance updates.

Required Skills, Experience & Qualifications

• Proven track record in2B prospecting, business development, and solution selling.
• Ability to independently source and qualify leads in complex, consultative sales environments.
• Strong understanding of the enterprise customer buying journey and long-cycle deal management.
• Experience working with and influencing C-level stakeholders.
• Background in commercial real estate, enterprise services, or flexible workspace is highly desirable.
• Demonstrated ability to meet and exceed sales targets through self-generated pipeline.
• Strong negotiation and contract structuring skills.
• High level of commercial acumen and results orientation.
• Comfortable working in global, matrixed organisations with distributed teams.
• Adaptable, proactive, and confident navigating ambiguity.
• Willingness to travel internationally as needed.
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