Enterprise Sales Director

Role Purpose

To originate, progress and close complex enterprise opportunities within assigned regions, converting validated pipeline into contracted revenue and long-term merchant partnerships.

The Enterprise Sales Director is personally accountable for enterprise revenue delivery and for progressing opportunities generated by Sales Executives. The role combines senior hunting and closing responsibility with structured oversight of early-stage opportunity development to ensure disciplined pipeline conversion.

Key Responsibilities

• Proactively identify and pursue high-value enterprise opportunities


• Own and close complex multi-stakeholder enterprise sales cycles


• Take ownership of validated leads generated by Sales Executives


• Define and execute structured opportunity progression plans


• Lead discovery, solution positioning and commercial alignment


• Drive commercial negotiations and contract finalization


• Lead and oversee complex RFP processes


• Maintain disciplined pipeline management and accurate forecasting


• Provide clear direction and feedback to Sales Executives on opportunity quality


• Involve Sales Executives in deal cycles to support capability development


• Align with Product, Marketing, Legal and Delivery to ensure competitive positioning and operational feasibility

Key Skills and Competencies

• Enterprise Deal Leadership: Demonstrated ability to lead and close complex multi-stakeholder enterprise transactions


• Opportunity Progression Management: Structured approach to managing validated opportunities through pipeline stages


• Commercial Negotiation: Strong negotiation capability across pricing and contract structures


• Forecast and Pipeline Discipline: Maintains accurate and realistic revenue visibility


• Execution-Focused Coaching: Provides direct and practical feedback to improve Sales Executive output


• Strategic Stakeholder Engagement: Comfortable operating with senior merchant stakeholders

Qualifications

• Minimum five years experience in enterprise B2B sales


• Demonstrated track record of closing complex enterprise deals


• Experience leading RFP processes and commercial negotiations


• Experience within fintech, payments or B2B technology preferred


• Regional experience aligned to assigned territory