You don't just protect revenue - you architect its expansion. And you're ready for an organization that's engineered to let you do exactly that. You've spent your career turning complex enterprise portfolios into growth engines - renegotiating high-value contracts, rescuing wavering relationships, and building commercial strategies that compound over time.
What you haven't found yet is a company where the operating system matches your standards: real forecasting rigor, AI-powered tooling baked into daily workflows, and cross-functional alignment that doesn't require begging.
That search ends here.
The Role in Brief
You'll serve as the commercial owner of a portfolio of Fortune-caliber enterprise accounts, with full responsibility for renewals, expansions, and the strategic health of each relationship. Think of it as running a P&L within a P&L - you set the commercial direction, negotiate the deals, manage executive-level engagement, and elevate how your team approaches every aspect of deal craft.
Your Core Focus Areas
Portfolio revenue ownership - drive renewal and upsell targets across enterprise accounts with $1M+ ACV, maintaining airtight forecast accuracy and margin discipline throughout every deal cycle.
Strategic client engagement - lead quarterly business reviews, executive escalations, and relationship recovery efforts that transform risk into renewed commitment and commercial upside.
Complex deal architecture - design and negotiate multi-year agreements, statements of work, SLAs, and pricing models that balance customer value with sustainable profitability.
Commercial mentorship - raise the bar for your team by coaching on negotiation technique, pricing philosophy, and the strategic thinking behind great deal structure.
GenAI-powered operations - leverage AI tools daily to accelerate pipeline analysis, enhance proposal quality, and optimize communication cadences across your book of business.
Integrated execution - work hand-in-glove with delivery, legal, finance, and customer success on a structured weekly cadence to ensure every signed deal transitions seamlessly into value delivery.
Data-driven process improvement - maintain CRM excellence, champion O2C workflow optimization, and translate account-level insights into scalable commercial playbooks.
What You Bring
5+ years leading B2B enterprise software sales with direct quota accountability tied to renewals, retention, or account expansion.
Demonstrated ownership of enterprise relationships at $1M+ annual contract value - you've personally navigated the stakeholder complexity that comes with deals of this scale.
Expertise structuring and negotiating sophisticated commercial agreements including multi-year terms, SOWs, SLAs, and custom pricing frameworks.
Financial fluency - you speak confidently about P&L dynamics, revenue recognition, forecasting methodology, and lifetime value economics.
Hands-on proficiency with Salesforce or a comparable CRM, plus working familiarity with Order-to-Cash processes.
Boardroom-ready executive presence - you build credibility fast, hold your ground under pressure, and leave senior stakeholders feeling more confident after every interaction.
A genuine appetite for accountability - weekly metrics reviews, transparent pipeline scoring, and continuous performance visibility energize rather than intimidate you.
Practical GenAI fluency - you've already integrated AI tools into your commercial workflows, whether for data analysis, content generation, or operational efficiency.
A Plus If You Have
Experience in AI, data analytics, or SaaS-oriented technology companies.
Formal training or certification in MEDDIC, Challenger Sale, or Command of the Message.
A track record of developing sales talent through coaching, mentoring, or team leadership.
Deep understanding of enterprise procurement, legal review, and compliance requirements for large-scale contracts.
Direct experience managing accounts within the Fortune 500 or Global 2000.
What Makes This Different
Role
This isn't a role where you inherit chaos and hope for the best. You'll step into a
structured, high-performance commercial environment
purpose-built for disciplined operators - and you'll leave with capabilities that compound for the rest of your career:
AI-native commercial expertise - master the integration of generative AI across the full deal lifecycle, from pipeline diagnostics through contract generation. This is the defining skillset of next-generation enterprise sales leadership.
Repeatable high-performance frameworks - absorb battle-tested systems for forecast management, deal review, and escalation handling that most organizations never operationalize.
Enterprise pattern recognition - managing a diverse portfolio of complex accounts sharpens your ability to spot trends early and codify winning strategies into scalable playbooks.
Cross-functional leadership gravity - sustained collaboration with delivery, finance, legal, and CS will expand your influence and prepare you to lead well beyond the boundaries of a traditional sales function.
If you measure yourself by the quality of your process as much as the size of your number - let's talk.
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