What does an Enterprise Sales Representative do?

Enterprise sales representatives are sales professionals who primarily handle complex, large-scale accounts and high-value contracts. One of their main responsibilities is to identify new opportunities to expand markets and drive business growth while also enabling increased revenue from current accounts. After conducting market research, they build and maintain strategic partnerships and nurture relationships with influencers and stakeholders. They play an active role in all phases of the account management lifecycle, including overseeing the initial setup and implementation of complex solutions and sophisticated programs.

Enterprise sales representatives typically have a bachelor’s degree in a business field and an extensive background in sales, ideally including enterprise accounts. These roles require excellent relationship-building abilities and strong communication skills. These representatives must have an in-depth understanding of company products and services in order to recommend ideal solutions that meet partner needs.

What responsibilities are common for Enterprise Sales Representative jobs?
  • Develop and maintain an accurate, high quality pipeline that is aligned to our company's sales process.
  • Achieve quarterly and annual sales targets for your territory.
  • Be a source of insights about your territory and communicate product and marketing needs back through the organization.
  • Proactively identify and contact prospects to develop a substantial new business pipeline, and close business.
  • Develop and execute a territory plan to maximize revenue.
  • Work closely with operations and finance to ensure smooth implementation upon sale.
  • Understand at a deep level how each account make buying decisions.
  • Provide recommendations based on customers' business needs and usage patterns.
  • Analyze customer business goals, objectives, needs, process and existing infrastructure.
  • Build working relationships with license, consulting and education field managers in the respective territory to develop joint account plans.
  • Each Sales Director will have a quota where the expectations are to meet or exceed the goal.
  • Directly manage ongoing relationships with enterprise accounts in region, as appropriate.
  • Assist in identifying ideas for new products, services, and partners with the goal of increasing client retention and client growth.
  • Serve as a catalyst for change and continuous improvement - leverage existing resources, develop new material, and working with other key personnel to refine and implement changes in our existing sales strategy.
  • Contribute actively in ongoing informal and formal dialogue and feedback processes with product management, technology, service and training to advance the product and service roadmap.
  • Establish trusted relationships with CMOs and other client executives to originate new opportunities in new logo and existing accounts support new and existing accounts to position our capabilities.
  • Be engaged with colleagues and accounts and lead by example by personally owning and delivering against target for a small subset of clients and prospects.
  • Serve as escalation point for customer issues ensuring issues are resolved quickly by leveraging resources across the company.
What are the typical qualifications for Enterprise Sales Representative jobs?
  • Bachelor's Degree in business, business administration, computer engineering, information systems or management.
Work/Life Balance
3.7 ★
Total Pay--
Career Opportunity
3.7 ★
Avg. Experience5-7 years

How much does an Enterprise Sales Representative make?

$113,639 /yr
Total Pay

Base Pay


Additional Pay


 / yr
Most Likely Range
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Enterprise Sales Representative Career Path

Learn how to become an Enterprise Sales Representative, what skills and education you need to succeed, and what level of pay to expect at each step on your career path.

Average Years of Experience

0 - 1
2 - 4
5 - 7
Not including years spent in education and/or training
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Enterprise Sales Representative Insights

Read what Enterprise Sales Representative professionals have to say about their job experiences and view top companies for this career.
RVP Enterprise Sales
Jun 29, 2022

“Onboarding and ongoing training that truly provides support to help me be successful in my role.”

Enterprise Sales Director
Oct 29, 2020

“I had the pleasure of working with some of the most talented and fun professionals in my career so far.”

Enterprise Sales
May 5, 2020

“Customers love the product and it´s the best SaaS Product I have ever sold.”

Tap PaymentsTap Payments
Enterprise Sales Manager
May 15, 2022

“I have been working for 3 month at Tap Payments and what I liked the most there is the support from upper management.”

Varonis SystemsVaronis Systems
Enterprise Sales Representative
Oct 8, 2021

“You get to work and learn from some of the best in the industry and the pay is really great over all.”

Compa TechnologiesCompa Technologies
Enterprise Sales
Jul 7, 2022

“Exciting and unique opportunity to grow in your career”

Enterprise Sales
Nov 29, 2020

“"Everyday is an adventure" because each day is unknown and there is no cohesive vision from leadership”

Enterprise Sales Manager
Oct 23, 2020

“Good Managers but not all”

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Enterprise Sales Representative Interviews

Frequently asked questions about the roles and responsibilities of an Enterprise Sales Representative

The most similar professions to Enterprise Sales Representative are:
  • Sales Representative
  • Sales Manager
  • Administrative Assistant
  • Customer Relations

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Enterprise Sales Representative Jobs