Enterprise Sales Specialist

About the Role

We are looking for a result-oriented Enterprise Account Manager who will be responsible for driving business growth through new logo acquisition, existing account management, account expansion, and revenue generation.

This role requires a strong combination of Business Development, Enterprise Sales, Account Management, Relationship Management, and Revenue Ownership.

Key Responsibilities

1. New Business Development & New Logo Acquisition

• Identify, prospect, and acquire new enterprise customers.
• Build and manage a healthy pipeline of qualified opportunities.

Engage with CXOs, Business Heads, General Counsels, Legal Heads, Compliance Heads, CIOs, CTOs, COOs, and other key decision-makers.

• Understand customer pain points and map them to relevant Jupitice solutions.
• Own the sales cycle from prospecting → discovery → demo → proposal → negotiation → closure.

2. Existing Account Management & Expansion

• Build strong relationships with existing customers and key stakeholders.
• Identify cross-sell and upsell opportunities across existing accounts.
• Expand relationships across departments, business units, subsidiaries, and geographies.
• Drive account penetration and increase customer lifetime value.
• Ensure regular engagement with strategic accounts and maintain high customer satisfaction.

3. Revenue Ownership

• Own assigned revenue targets and business numbers.
• Take complete ownership of the sales pipeline, forecast, and closures.
• Consistently achieve or exceed monthly, quarterly, and annual targets.
• Manage a significant enterprise sales bandwidth with multiple accounts and opportunities simultaneously.
• Maintain accurate sales forecasts and CRM updates.

4. Enterprise Relationship Management

• Develop long-term relationships with strategic enterprise accounts.
• Understand the customer's business, technology environment, legal processes, and organizational structure.
• Build relationships with multiple stakeholders within an account to create stronger account stickiness.
• Act as the primary commercial point of contact for assigned accounts.

5. Market & Industry Development

• Identify new market opportunities and potential target accounts.
• Track industry trends, competitor activity, customer requirements, and emerging opportunities.
• Develop account plans for strategic prospects and high-value customers.
• Participate in industry conferences, webinars, roundtables, and networking events to generate opportunities.

Preferred Industry Experience

• Enterprise SaaS / B2B Technology

Required Skills

• Strong Enterprise B2B Sales experience
• Proven track record of new logo acquisition
• Strong account management and account expansion capabilities
• Excellent communication and presentation skills
• Strong negotiation and commercial skills
• Ability to engage with CXO and senior management stakeholders
• Consultative and solution-oriented selling approach
• Strong pipeline management and forecasting skills
• CRM discipline and sales reporting
• Ability to manage multiple enterprise accounts and sales opportunities
• Strong business acumen and understanding of enterprise buying processes

Key Competencies

Revenue Ownership | Target Orientation | New Logo Acquisition | Account Expansion | Enterprise Sales | Relationship Management | Pipeline Management | Negotiation | Ownership | Execution

What We Are Looking For

• Result-oriented: Focused on achieving and exceeding business targets.
• High ownership: Takes complete responsibility for assigned accounts, pipeline, and revenue.
• Hunter + Farmer: Capable of winning new customers while simultaneously growing existing accounts.
• Commercially strong: Comfortable handling enterprise commercials, negotiations, and large revenue opportunities.
• Customer-centric: Able to understand business challenges and position solutions accordingly.
• Self-driven: Can independently manage the sales cycle and deliver results with minimal supervision.
• Strategic thinker: Able to develop account strategies and identify long-term revenue opportunities.
• Execution-focused: Converts plans into measurable business outcomes.

Qualification

• 5–10 years of relevant experience in Enterprise Sales, Business Development, Key Account Management, or Strategic Account Management.

Success Metrics / KPIs

The candidate will be measured on:

• New Logos Acquired
• Revenue Generated
• Achievement of Sales Targets
• Existing Account Growth
• Upsell & Cross-sell Revenue
• Pipeline Value & Conversion
• Enterprise Deal Closures
• Account Retention & Expansion
• Sales Forecast Accuracy
• Customer Engagement & Relationship Depth