Enterprise Sales Director

Overview:

We are seeking a dynamic and results-driven Enterprise Sales Director to join our high-performing sales team during an exciting period of growth. This role can be based anywhere in the US and involves building a sales pipeline and driving new business revenue across various industries within your regional territory. As an individual contributor, you will lead and manage efforts from lead generation through to sales close. The ideal candidate is a true sales hunter with market research knowledge, a passion for technology, and a proven track record of exceeding revenue goals. Fuel Cycle fosters a customer-obsessed culture, empowering each team member to work passionately and make a significant impact.

Fuel Cycle is regularly recognized as a great place to work. Our recent awards include 2024 Built In Best Places to Work, 2023 Inc Best Workplaces, as well as Comparably Best CEO, Best Company for Women, and Best Company for Diversity. Learn more about our Culture & Values here. 

Key Responsibilities:

Sales Pipeline Development and Management

• Identify new business opportunities and key stakeholders.

• Build and maintain a robust sales pipeline through outbound activities, events, and targeted research and other lead generation activities.

• Ensure timely and accurate pipeline reporting and forecasting.

Lead Generation and Conversion

• Guide deals swiftly and diligently through the sales process from discovery to close.

• Demonstrate timely actioning of leads, proposals, and pitch follow-ups.

• Develop and deliver compelling pitch decks and insights for prospect presentation that highlight insights from our platform and other internal sources for prospect presentations and outbounding that align with prospects business issues. 

Revenue Generation

• Consistently meet quarterly and annual sales quotas and revenue goals.

• Develop and maintain strong relationships with senior-level account targets and champions.

• Serve as a trusted advisor to executives and C-suite individuals.

Cross-functional Collaboration

• Partner with Marketing, BDRs, and Product teams to strategically target accounts.

• Collaborate with internal stakeholders to share best practices and partner on opportunities.

• Provide feedback to Product Management and Development teams based on customer interactions and market trends.

Customer Engagement & Customer Success Integration

• Build proficiency in our product and share detailed knowledge with customers.

• Engage in activities that foster strong customer relationships and satisfaction.

• Work closely with the Customer Success team to ensure smooth onboarding and ongoing customer satisfaction.

Strategic Account Planning

• Develop and execute strategic account plans for key customers to drive upsell and cross-sell opportunities.

Your Success Metrics:

• Quarterly and annual revenue targets met or exceeded

• Number of new business opportunities identified and converted

• Quality and accuracy of pipeline reporting and forecasting

• Customer Acquisition Cost (CAC)

• Churn rate post sales

• Sales cycle length = target: 90 days

Who you’ll work with?

• Marketing, Business Development Reps, and Product teams

Core Skills, Competencies & Attributes:

Competencies

• Customer Centric Consultative Sales: ability to creating value and trust with a prospect and exploring their needs and tailor solutions accordingly.

• Negotiation: ability to use persuasion and other skills to gain cooperation and support from others to achieve a desired outcome

• Data-Driven Decision Making: Ability to leverage data analytics to drive sales strategies and decisions.

• Customer Relationship Management: Expertise in managing long-term customer relationships and ensuring high customer satisfaction.

Technical Skills

• Proficiency in Salesforce for updating accounts, opportunities, and deal stages.

• Ability to develop and deliver compelling pitch decks and sales presentations.

• Strong ana