Head of Enterprise Sales

This is a commercially critical, senior leadership role responsible for driving enterprise revenue growth, shaping go-to-market strategy, and leading high-performing sales teams across large and complex customers.

This role suits a proven enterprise sales leaders with a strong commercial mindset, the ability to influence at executive level, and a passion for building scalable, high-impact sales organisations.

Key Responsibilities

Sales Leadership & Team Development

• Lead, coach and inspire a team of enterprise account directors to consistently deliver high performance.

• Build a culture of accountability, execution excellence, and continuous improvement.

• Develop sales capability through structured coaching, performance management, and succession planning.

• Set clear sales objectives, KPIs and operating rhythm across the enterprise sales organisation.

Enterprise Sales Strategy

• Own and execute the enterprise sales strategy aligned to overall business objectives and growth targets.

• Define target customer segments, value propositions, and go-to-market motions for large enterprise and multinational customers.

• Drive a disciplined approach to account planning, opportunity qualification and deal execution.

• Engage directly with C-suite and senior decision-makers to influence strategy, shape demand and close complex, high-value deals.

Revenue Growth & Commercial Performance

• Deliver and exceed enterprise revenue, margin and pipeline targets.

• Drive new logo acquisition, strategic renewals, cross-sell and upsell across network, cloud, ICT, managed services and digital solutions.

• Own forecast accuracy, pipeline hygiene and sales cadence at enterprise level.

• Lead pricing strategy, contract negotiations and commercial governance for major deals.

Operational & Forecast Excellence

• Implement best-practice sales processes, governance and reporting to ensure predictability and scale.

• Partner closely with finance, product, service delivery and operations to support deal success and customer outcomes.

• Ensure strong alignment between sales commitments and delivery capability.

• Act as senior escalation point for key enterprise opportunities and customers.

Cross-Functional & Executive Leadership

• Work closely with executive leadership to shape enterprise growth strategy and investment priorities.

• Collaborate with marketing, product and service teams to refine value propositions and solution offerings.

• Represent enterprise sales at leadership forums, contributing to broader business strategy and transformation initiatives.

About You

• 10+ years’ experience in enterprise sales leadership, large account sales or commercial leadership roles.

• Proven track record of leading and scaling high-performing enterprise sales teams.

• Strong commercial acumen with experience closing complex, multi-year enterprise deals.

• Exceptional stakeholder management and influencing skills at executive level.

• Strategic thinker with the ability to translate market opportunity into sustained revenue growth.

• Comfortable operating in fast-paced, growth-oriented environments.

What This Role Offers

• Ownership of enterprise sales strategy and a high-value customer portfolio.

• Leadership of a senior, high-impact enterprise sales organisation.

• Opportunity to shape go-to-market strategy and long-term revenue growth.