POSITION OVERVIEW We are seeking an experienced Enterprise Sales Team Lead to lead and develop a team of approximately 8-12 Enterprise Sales Representatives responsible for selling ThreatLocker solutions to large and complex organizations.
The Enterprise Sales Team Lead is responsible for the day-to-day management, coaching, and performance of the enterprise sales team. Sales targets are established by the company, and the Team Lead is responsible for ensuring their team has the strategy, support, discipline, and execution required to achieve those targets.
This is a hands-on sales leadership position. The Enterprise Sales Team Lead will work closely with representatives on strategic accounts and complex opportunities, helping navigate enterprise buying processes, engage senior stakeholders, develop account strategies, progress technical evaluations and POCs, negotiate commercial terms, and ultimately close business.
The successful candidate must understand that enterprise sales requires more than managing pipeline numbers. They will be expected to understand the major opportunities within their team, know the stakeholders involved, identify blockers, challenge deal strategies, and actively help representatives move opportunities forward.
JOB SCOPETeam Leadership and Development - Lead, manage, coach, and support a team of approximately 8-12 Enterprise Sales Representatives.
- Drive the team toward company-established enterprise sales targets and objectives.
- Conduct regular coaching focused on performance, pipeline, account strategy, development, and individual opportunities.
- Coach representatives on enterprise prospecting, discovery, executive conversations, demonstrations, objection handling, negotiation, and closing.
- Regularly review customer calls, meetings, emails, and other sales interactions to identify coaching opportunities.
- Identify individual performance gaps and develop clear plans to improve performance.
- Help onboard and develop new Enterprise Sales Representatives.
- Build a culture of accountability, urgency, professionalism, and consistent execution.
- Hold team members accountable for KPIs, calls, demos and closing
Enterprise Deal Management - Maintain detailed knowledge of the team's significant enterprise opportunities.
- Conduct regular deal reviews with representatives and challenge assumptions around opportunity status, probability, timing, competition, and next steps.
- Help representatives develop strategies for complex and high-value opportunities.
- Participate directly in strategic customer meetings when leadership involvement can help progress or close an opportunity.
- Help representatives navigate long and complex enterprise buying processes involving multiple stakeholders.
- Assist with negotiations involving pricing, commercial terms, procurement, legal review, security review, and other enterprise requirements.
- Ensure opportunities have clear next steps and that representatives maintain momentum throughout the sales cycle.
- Identify stalled or at-risk opportunities early and work with representatives to develop recovery strategies.
- Coordinate internal resources required to progress strategic opportunities.
Strategic Account Planning - Ensure representatives develop appropriate account plans for strategic prospects and customers.
- Help identify key decision-makers, champions, influencers, technical stakeholders, procurement contacts, and executive sponsors within target organizations.
- Coach representatives on building relationships across multiple levels of an organization rather than relying on a single contact.
- Help representatives identify opportunities to expand the scope of an engagement across additional endpoints, business units, locations, or use cases.
- Ensure representatives understand the customer's business, security environment, challenges, and decision-making process.
- Support executive-level engagement with CISOs, CIOs, CTOs, security leadership, IT leadership, and other senior stakeholders.
Pipeline and Forecast Management - Maintain strong visibility into the team's enterprise pipeline.
- Ensure CRM records accurately reflect opportunity value, stage, close date, next steps, stakeholders, and current status.
- Provide accurate and realistic forecasts to sales leadership.
- Challenge opportunities that do not have sufficient evidence to support their pipeline stage or forecast category.
- Monitor pipeline coverage and identify gaps early enough for corrective action.
- Ensure representatives continue prospecting and building future pipeline while progressing existing opportunities.
- Monitor activity and follow-up to ensure enterprise opportunities are being actively worked.
- Provide regular updates to sales leadership regarding performance, forecast, significant opportunities, risks, and pipeline development.
Cross-Functional Collaboration - Work closely with Solutions Engineering to ensure technical resources are appropriately aligned with enterprise opportunities.
- Coordinate POCs and technical evaluations to ensure they have clearly defined objectives, success criteria, stakeholders, and next steps.
- Work with Marketing to support enterprise account targeting and demand-generation initiatives.
- Collaborate with Customer Success, Support, Product, Engineering, Legal, Finance, and other departments when required to progress enterprise opportunities.
- Ensure customer commitments are realistic and appropriately communicated internally.
- Escalate significant commercial, technical, customer, or operational issues to the appropriate leadership team.
Market and Product Knowledge - Maintain a strong understanding of ThreatLocker products and their value within enterprise cybersecurity environments.
- Maintain awareness of competitors and developments within the cybersecurity market.
- Ensure representatives can effectively position ThreatLocker against competing cybersecurity technologies.
- Help representatives communicate technical capabilities in terms of business outcomes, risk reduction, operational value, and security improvements.
- Maintain an understanding of the challenges faced by enterprise CISOs, security teams, IT teams, and infrastructure teams.
PERFORMANCE EXPECTATIONS - Achievement of company-established enterprise sales targets.
- Enterprise pipeline creation and coverage.
- Forecast accuracy.
- Progression and conversion of qualified enterprise opportunities.
- Performance and development of individual team members.
- Quality and consistency of enterprise account planning.
- Effective management of strategic and high-value opportunities.
- CRM and pipeline accuracy.
- Consistent execution of the company's enterprise sales process.
REQUIRED QUALIFICATIONS - Significant experience in B2B enterprise technology sales.
- Experience selling cybersecurity, SaaS, enterprise software, infrastructure, or other complex technology solutions.
- Previous experience leading, managing, or coaching enterprise sales professionals.
- Demonstrated experience working with large and complex enterprise customers.
- Strong understanding of complex enterprise sales cycles involving multiple stakeholders.
- Experience engaging with senior and executive-level customers, including CISOs, CIOs, CTOs, and other technology leaders.
- Strong enterprise deal-management and negotiation skills.
- Experience managing and forecasting a significant enterprise sales pipeline.
- Strong understanding of account planning and multi-threaded enterprise sales strategies.
- Ability to understand technical products and translate technical capabilities into business value.
- Strong communication, leadership, organizational, and coaching skills.
- Ability to hold representatives accountable while actively helping them improve and succeed.
- Must complete a technical interview.
PREFERRED QUALIFICATIONS - Direct experience selling cybersecurity products or services.
- Experience selling endpoint security, Zero Trust, EDR, application control, network security, identity security, or related technologies.
- Experience selling into organizations with thousands or tens of thousands of endpoints.
- Experience managing enterprise POCs and technical evaluations.
- Experience working with procurement, legal, security, and technical review processes within large organizations.
- Experience selling through or alongside channel partners, resellers, or strategic technology partners.
IDEAL CANDIDATE The ideal candidate is an experienced enterprise salesperson who has developed into a strong sales leader. They understand how to navigate complex organizations, build relationships with senior stakeholders, develop champions, manage competition, coordinate technical evaluations, negotiate enterprise agreements, and maintain momentum through long sales cycles.
This person will not simply ask representatives for pipeline updates. They will understand the deals themselves, challenge the strategy where necessary, and actively help their team determine what needs to happen to win.
The Enterprise Sales Team Lead will be expected to create accountability while remaining actively involved in helping their team succeed. Their primary responsibility is to make the Enterprise Sales Representatives around them more effective and ultimately drive the team toward the company's enterprise sales objectives.
WORKING CONDITIONSThe duties described below are representative of those encountered while performing the essential functions of this position. If necessary, reasonable accommodation may be requested and will be evaluated for its relationship to the essential functions that must be performed.
- The job will generally be performed in an office environment but may require travel to visit company offices, customers, prospects, partners, trade shows, conferences, or other business locations.
- While performing the duties of this job, the employee may occasionally be required to stand, walk, sit, reach with hands and arms, climb or balance, stoop or kneel, talk and hear, and use fingers and hands to feel objects and tools.
- Must occasionally lift and/or move up to 25 pounds.
- Specific vision abilities required include close vision, distance vision, depth perception, and the ability to adjust focus.
