Enterprise Sales Team Lead

About the Role

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. This is a hands-on sales leadership position where you will manage, coach, and support the team to achieve company-established enterprise sales targets. You will work closely with representatives on strategic accounts, helping navigate enterprise buying processes, engage senior stakeholders, develop account strategies, progress technical evaluations, negotiate commercial terms, and close business.

The successful candidate must understand that enterprise sales requires more than managing pipeline numbers. You will be expected to deeply engage with major opportunities, know the stakeholders involved, identify blockers, challenge deal strategies, and actively help representatives move opportunities forward.

Responsibilities

• Lead, manage, coach, and support a team of approximately 8–12 Enterprise Sales Representatives to drive them toward company-established sales targets.
• Conduct regular coaching focused on performance, pipeline, account strategy, and individual opportunities, including reviewing customer calls, meetings, and sales interactions.
• Identify individual performance gaps and develop clear plans to improve performance; onboard and develop new team members.
• Build a culture of accountability, urgency, professionalism, and consistent execution; hold team members accountable for KPIs and enterprise deal progression.
• Maintain detailed knowledge of the team's significant enterprise opportunities and conduct regular deal reviews to challenge assumptions around status, probability, timing, competition, and next steps.
• Help representatives develop strategies for complex and high-value opportunities, participate in strategic customer meetings, and assist with negotiations involving pricing, commercial terms, and enterprise requirements.
• Ensure opportunities have clear next steps and maintain momentum throughout the sales cycle; identify stalled or at-risk opportunities and develop recovery strategies.
• Coordinate internal resources required to progress strategic opportunities, including Solutions Engineering, Marketing, Customer Success, and other departments.
• Ensure representatives develop appropriate account plans for strategic prospects, identifying key decision-makers, champions, and stakeholders across multiple levels of an organization.
• Support executive-level engagement with CISOs, CIOs, CTOs, and other senior stakeholders; help representatives expand engagement scope across business units, locations, or use cases.
• Maintain strong visibility into the team's enterprise pipeline, ensuring CRM records accurately reflect opportunity details and providing accurate forecasts to sales leadership.
• Monitor pipeline coverage, activity, and follow-up to ensure opportunities are actively worked; challenge opportunities lacking sufficient evidence to support their pipeline stage.
• Work closely with Solutions Engineering to align technical resources with enterprise opportunities and coordinate POCs with defined objectives and success criteria.
• Maintain a strong understanding of ThreatLocker products, their value in enterprise cybersecurity, and competitive positioning in the market.
• Help representatives communicate technical capabilities in terms of business outcomes, risk reduction, and security improvements.
• Understand 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.

Requirements

• 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 but will deeply understand the deals, challenge strategies where necessary, and actively help their team determine what needs to happen to win. The Enterprise Sales Team Lead will create accountability while remaining actively involved in helping their team succeed, ultimately driving the team toward the company's enterprise sales objectives.

A background check and drug/substance screening are required after a conditional offer. Employment will proceed only upon receiving clear results from both.