VP of Enterprise SalesWhat You Can ExpectWhat You Can Expect
As Enterprise Sales Manager, you will own the number for a team of Account Executives focused on Zoom's largest and most strategic prospects, setting the operating rhythm that makes results predictable quarter over quarter. Day to day, you will coach deals at every stage, from early qualification through late-stage executive alignment and procurement navigation, while building the playbooks and cadences that multiply your team's effectiveness. You will partner closely with SDRs, Marketing, Solutions Engineering, Sales Ops, and Customer Success to sharpen how the team generates and converts pipeline. Candidates without prior formal people-management titles but with a strong enterprise sales track record and a natural instinct for coaching others are encouraged to apply.
Responsibilities
- Lead enterprise deal strategy across the team: coach AEs on account planning, multi-threading, and buying committee mapping, applying MEDDPICC or equivalent qualification frameworks to pressure-test pain, decision process, and competition.
- Drive hands-on involvement in late-stage deals, including executive alignment, mutual action plans, pricing and negotiation, and navigation of procurement, legal, and security reviews.
- Set pipeline targets by rep and build repeatable outbound and account-based plays with SDRs, Marketing, and Solutions Engineering, using signal-driven prioritization to focus the team where it matters most.
- Inspect pipeline quality weekly, holding the team accountable to coverage goals, stage hygiene, next steps, close dates, and conversion metrics across each stage.
- Own and call the team forecast with confidence each week, backed by deal-level evidence and current CRM data.
- Run a disciplined operating cadence including weekly 1:1s, pipeline and forecast reviews, deal reviews, and quarterly business reviews.
- Coach AEs through live deal work, call reviews, and role plays, converting individual wins into scalable team playbooks and raising the collective bar for ownership.
- Partner on hiring, onboarding, and ramp for new AEs, setting a high bar for performance and delivering direct, timely feedback.
- Collaborate with Sales Ops, Marketing, Product, and Customer Success to reduce friction for the team and customers, and bring field insights on wins, losses, and competitive dynamics back to leadership.
What We're Looking For
- 5+ years of quota-carrying mid-market or enterprise B2B SaaS sales with a consistent record of meeting or exceeding targets, including complex, multi-stakeholder deals with long cycles and six-figure ACVs.
- Deep enterprise deal strategy experience: you can articulate exactly why deals were won or lost and have coached others through comparable complexity.
- Operational rigor with pipeline management, CRM hygiene, and forecasting: you know your numbers and forecast within a tight margin of where you land.
- Demonstrated coaching ability through informal mentorship, rep onboarding, or deal strategy leadership, with a genuine investment in making others better.
- Clear, direct communication style that earns credibility with VP- and C-level buyers and holds a team accountable to high standards.
- Comfort with ambiguity and the pace of a high-growth environment, with a self-directed ownership mindset.
- Familiarity with enterprise qualification frameworks such as MEDDPICC or Command of the Message; experience selling to GTM, RevOps, or data-driven buyers is a plus.
Salary Range or On Target Earnings:
Minimum:
$200,700.00
Maximum:
$447,900.00
In addition to the base salary and/or OTE listed Zoom has a Total Direct Compensation philosophy that takes into consideration; base salary, bonus and equity value.
Note: Starting pay will be based on a number of factors and commensurate with qualifications & experience.
We also have a location based compensation structure; there may be a different range for candidates in this and other locations
At Zoom, we offer a window of at least 5 days for you to apply because we believe in giving you every opportunity. Below is the potential closing date, just in case you want to mark it on your calendar. We look forward to receiving your application!
Anticipated Position Close Date:
10/16/26
Ways of Working
Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.
Benefits
As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. Click for more information.
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