Head of Enterprise Sales

Confidential Company · Islamabad, Pakistan

Role Purpose:

• Own the enterprise revenue target and lead the team responsible for winning and growing large, strategic accounts.
• Drive the full sales cycle for complex, high-value deals in Pakistan and international markets.
• Build long-term relationships with senior client stakeholders.
• The ideal candidate is a proven, quota-carrying sales leader with a strong record of closing large deals and building disciplined sales teams.
• Experience in the IT industry (software, SaaS, IT services or system integration) is highly preferred.

Key Responsibilities:

Revenue and Sales Strategy

• Own the annual enterprise revenue and margin targets, and build a clear sales plan to achieve them.
• Define target accounts, segments and territories in line with business priorities.
• Develop account plans for top clients, covering growth opportunities, risks and relationship maps.
• Work with leadership on pricing strategy, discount policy and commercial guidelines.

Enterprise Deal Management

• Lead the full sales cycle for large, complex deals: discovery, solution shaping, proposal, negotiation and closure.
• Personally lead and close strategic, high-value opportunities.
• Navigate multi-stakeholder buying processes involving business, IT, technical and procurement teams.
• Negotiate contracts, commercial terms and service‑level agreements within approved limits.

Key Account Growth

• Grow revenue from existing key accounts through upselling, cross‑selling and renewals.
• Build trusted, long‑term relationships with C‑level and senior stakeholders at client organizations.
• Monitor client satisfaction and work with the delivery teams to resolve issues quickly.
• Spot early warning signs of churn and put recovery plans in place.

Sales Team Leadership

• Recruit, lead, coach and develop a high‑performing team of account managers and sales specialists.
• Set individual quotas and KPIs, and conduct regular pipeline and performance reviews.
• Run deal reviews and win/loss analysis to improve team effectiveness.
• Build a strong sales culture focused on accountability, client value and ethical selling.

Sales Operations and Forecasting

• Establish a structured, repeatable sales process and methodology.
• Ensure accurate pipeline management and forecasting in the CRM.
• Deliver reliable monthly and quarterly forecasts to senior leadership.
• Track and improve key sales metrics such as win rate, deal size and sales‑cycle length.

Cross‑functional Collaboration

• Work with the pre‑sales and technical teams to design solutions that meet client needs.
• Partner with the delivery teams to ensure smooth handover and successful project execution.
• Work with marketing on campaigns, events and lead generation for target accounts.
• Coordinate with business development on new‑market opportunities and partner‑led deals.

Reporting and Governance

• Report sales performance, forecasts, risks and market feedback to executive leadership.
• Ensure sales activities follow company policies, contract approvals and compliance requirements.

Key Performance Indicators

• Revenue: Achievement of annual and quarterly enterprise revenue targets.
• Margin: Gross margin on closed deals against approved targets.
• Key Accounts: Revenue growth and retention within top key accounts.
• Pipeline: Pipeline coverage (e.g. 3x target) and forecast accuracy.
• Win Rate: Win rate, average deal size and sales‑cycle length.
• Team: Percentage of team members meeting quota, and team retention.

Qualifications and Experience

Education

• Bachelor's degree in Business Administration, Marketing, Engineering, Computer Science or a related field.
• MBA or an equivalent postgraduate qualification is strongly preferred.

Experience

• 12+ years of B2B enterprise sales experience, including at least 5 years leading sales teams.
• IT industry experience is highly preferred: software, SaaS, IT services, cloud, digital transformation or system integration.
• Consistent record of meeting or exceeding sales quotas, with verifiable figures.
• Proven success closing large, multi‑stakeholder deals with long sales cycles.
• Experience managing and growing key enterprise accounts.
• Experience building and scaling a sales team and sales process.

Preferred

• Strong existing relationships with enterprise clients in Pakistan and/or the Middle East.
• Experience selling to telecom, banking, government or large enterprise clients.
• Training in a recognized sales methodology (e.g. MEDDIC, Challenger, Solution Selling, SPIN).

Skills and Competencies

Functional and Technical

• Enterprise and consultative solution selling.
• Key account management and account planning.
• Contract negotiation and commercial structuring.
• Sales forecasting, pipeline management and CRM use (e.g. Salesforce, HubSpot, Dynamics).
• Data‑driven sales performance analysis.
• Understanding of IT solutions, services and delivery models.

Leadership and Behavioral

• Results‑driven, with a strong sense of ownership of targets.
• Excellent communication, presentation and negotiation skills in English; Arabic is an advantage.
• Credible with senior executives and able to influence complex decisions.
• Strong coach and people leader who builds high‑performing teams.
• Resilient, persistent and calm under pressure.
• High standards of integrity and professional ethics.

Key Working Relationships

• Internal: CEO/MD
• Business Development team
• Pre-sales, Technical and Delivery teams
• Finance and Legal
• Marketing
• External: Enterprise clients (C‑level, IT, business and procurement leaders)
• Technology vendors and OEMs
• Implementation and channel partners
• Procurement and tendering bodies
• Industry associations and events

Location:

• Islamabad