FCM - Director of Enterprise Sales - Philadelphia, PA

About The Opportunity

As Director of Enterprise Sales, you will manage a portfolio of multinational global prospects, defined by the complexity and scope of their business travel programs and alignment with FCM’s large market growth strategy and challenger mindset. This is a senior role within the established US Enterprise Sales team and an exciting opportunity to help shape and deliver on a strategy that focuses on customer success by driving the use of FCM’s proprietary technology, and global expertise in the complex world of travel management.

Key Responsibilities

• Lead and project manage complex sales cycle for Enterprise prospects, maintaining robust long-term pipeline, active sales funnel and documenting accurate CRM records.

• Generate and qualify suitable Enterprise prospects across portfolio of industry sectors, building multi-level relationships over 2-5 year sales cycles.

• Develop and cultivate multi-level business relationships with senior stakeholders and key decision makers across organizations and global markets.

• Detail capture planning and creative approach to account acquisition strategy based on understanding of client business, travel program strategy and objectives.

• Articulate FCM differentiators and create compelling value propositions to key stakeholders and C-suite decision makers including customized solutions, service configuration and appropriate technology products.

• Partner and collaborate with regional sales counterparts and cross-functions to formulate joint strategies to effectively communicate and win at global scale.

• Participate in sales and marketing initiatives, represent the FCM brand at major industry events, conferences and trade shows.

• Results driven, motivated to achieve and exceed results against set objectives and revenue targets.

• Achieve individual financial targets and KPI’s, active contribution to Enterprise team goals and FCM’s growth strategy and wider business plan.

• Manage multinational contract negotiations and seamless handover to onboarding, operational and business success teams.

• Represent FCM at major industry events, conferences and tradeshows.

• Contribute to a safe, inclusive, and accessible work environment where all Flighties feel welcomed, respected, and supported to thrive.

Experience & Qualifications

• 10 years professional B2B global sales, including a minimum of 2 years related to acquiring enterprise size multinational customers.

• An existing book of relevant contacts at flagship companies, ability to get key meetings and close leads.

• Extensive experience as an individual contributor to targets with strategic & consultative selling expertise.

• Track record of success running high value complex sales cycles end-to-end in the corporate travel sector including technology sales.

• Exceptional communication and presentation skills at C-Suite and senior stakeholder level.

• Excellent contract/commercial negotiation skills for high value multinational accounts.

• Proven ability to meet deadlines, exceed revenue targets and grow account base.

• Demonstrated success building relationships across internal and external organization.

• Solid computer skills including MS Office; Word, Excel and Power Point and proficient in all sales enablement tools (e.g. Salesforce, Highspot, Wrike, RFPIO).

• Ability to travel nationally and internationally to meet the demands of the role.

• A Bachelor's degree is preferred; however, a candidate will be considered if he/she has outstanding and proven sales experience.

• Demonstrates understanding of the FCM business and competitive landscape, can determine what opportunities are a good fit and how to position FCM’s value.