Enterprise Sales Manager

SCOPE OF THE ROLE

EROAD's growth trajectory The Enterprise Sales Manager is a critical position with EROAD’s North America business. 

The primary responsibility of the Enterprise Sales Manager is to drive new Enterprise and Large Enterprise business into EROAD, bringing new logos into our wide customer base. You will be responsible for identifying and pursuing opportunities, building relationships with key prospects, and effectively articulating the value of EROAD's solutions. The ideal candidate will bring a passion for growing a business, an obsession with helping customers achieve business value, and a track record of winning new enterprise accounts and exceeding sales goals in a systematic and collaborative manner.

The scope of the role will require the Enterprise Sales Manager to deliver the following:

Prospecting and Lead Generation

• Identify and research potential prospects within the large enterprise and enterprise segments, leveraging market insights and industry knowledge to prioritize opportunities.
• Generate opportunities through outbound prospecting efforts, including cold calling, email outreach, and networking events, to initiate meaningful conversations with decision-makers.

Sales Engagement and Relationship Building

• Engage with prospects through value selling and MEDDPICC techniques, understanding their unique challenges and business needs, and positioning EROAD's solutions as the ideal fit.
• Build and nurture relationships with key stakeholders, including C-level executives, fleet managers, and procurement teams, to drive engagement and move opportunities through the sales pipeline.
• Conduct product demonstrations and presentations tailored to the specific needs and requirements of each prospect, effectively showcasing the value proposition of EROAD's solutions.
• Collaborate with internal teams, including sales engineers and product specialists, to address technical questions and ensure alignment between customer needs and solution capabilities.

Territory Management

• Develop and execute a territory strategy and action plan to win new business in your target accounts and achieve/ exceed your territory’s booking targets
• Orchestrate complex sales cycles across customer stakeholder groups and lead your extended team
• Negotiate favorable pricing and business terms with customers by using value s
• Manage and prioritize sales opportunities within Salesforce.com, ensuring accuracy and completeness of data and actively updating progress throughout the sales cycle.
• Utilize sales forecasting tools and methodologies to track pipeline activity, identify risks, and drive action plans to achieve sales targets and objectives.
• Accurately forecast monthly and quarterly results

Deliver EROAD Values:

• Uphold EROAD's values of safety and compliance in all customer engagements. Promote EROAD's safety-focused solutions and assist clients in understanding and implementing best practices for compliance
• Develop EROAD’s culture of customer-centricity by championing the voice of the customer within the organization, advocating for their needs and driving initiatives to enhance overall customer experience.

REQUIRED EXPERIENCE

• 3+ years exceeding $1+ million software/ SaaS annual recurring revenue quotas in a “hunting” direct sales role
• You are consistently #1 or #2 in sales performance.
• Experience starting, managing, and closing complex sales cycles from start to finish resulting in multi-million-dollar annual software commitments with new accounts
• Excellent communication, negotiation, and presentation skills, with the ability to influence and build rapport with C-level executives and key stakeholders.
• A strategic thinking, analytical mindset, with the ability to develop and execute complex sales strategies in a competitive market.
• Strong discovery skills to uncover customers’ pain points, personal and business goals, technical needs – and map those into a differentiated solution
• Savvy at helping customers create business cases with quantified ROI to justify new investments
• Highly proficient in outbound prospecting
• Detail oriented, strong relationship-building skills, & a focus on a high level of customer service
• Self-starter, able to work in a team environment, and superb time management and prioritization skills
• Start-up experience (Series A, B, or C)

This Job Description is not intended to be complete or limiting – the role will require a proactive and flexible approach to manage tasks that support a rapid and innovative product development environment.

EROAD is in a “high growth” mode. There will be times when the role will be required to complete tasks outside those mentioned above because this role will have the relevant skills and may have higher availability than other team members.