Enterprise Sales Strategy Lead, Workvivo

What You Can Expect

This is a senior individual contributor role at the leading edge of Workvivo's global enterprise strategy — one of the most consequential roles in the business. You will own the end-to-end enterprise go-to-market programme for Workvivo, setting the strategic direction for how we win in the world's largest and most complex accounts. You will define the playbook, shape the market narrative, and personally drive the highest-stakes executive relationships at C-Suite level across Workvivo's most critical target logos. You will co-own a curated list of must-win accounts with sales leadership, building board-level relationships and compelling business cases that move large, multi-stakeholder pursuits from early pipeline to closed revenue. The role sits at the intersection of field intelligence, marketing, and customer success, translating what you learn in market into a repeatable, scalable enterprise motion.

About the Team

Workvivo, a Zoom company, is on a mission to make work a better experience for every employee, particularly those on the frontline. Our enterprise sales team is focused on winning in strategic industries and growing the complex, multi-stakeholder accounts that represent Workvivo's most significant opportunities. We operate with the urgency of a growth company and the depth of a global platform, and we are building the motion to match.

Responsibilities

• Own Workvivo's global enterprise sales strategy as a programme — defining the framework, priorities, and execution model for how Workvivo wins in the enterprise segment at scale
• Set the strategic direction for enterprise account pursuit, including segmentation, vertical prioritisation, and the criteria for how Workvivo identifies and pursues must-win logos globally
• Co-own a named target list of 30–50 highest-priority accounts with sales leadership, personally leading C-Suite engagement and executive sponsorship on Workvivo's most complex and high-value active pursuits
• Build and own executive account strategies and multi-product visions for target accounts, operating as the senior strategic voice in the room alongside Account Executives
• Drive value creation, business case development, and board-level relationship building for Workvivo's largest deals, with direct accountability for moving these pursuits to closed revenue
• Create, codify, and continuously evolve the enterprise playbook — converting first-hand field experience into repeatable plays, referenceable customer stories, and scalable strategic frameworks
• Partner with Marketing to design and activate ABM strategies that engage C-Suite and senior decision makers across priority brands and target industries including airlines, retail, and manufacturing
• Partner with Customer Success to identify and activate cross-product growth opportunities within expansion target accounts
• Translate field intelligence into actionable input for Marketing and Product, shaping Workvivo's category positioning, proof point strategy, and enterprise narrative globally

What We're Looking For

• Proven experience owning and leading a global enterprise sales strategy programme — not contributing to one, but building and running it end-to-end as the accountable individual
• Demonstrated track record of operating at C-Suite level, building trusted relationships with CEOs, CHROs, CIOs, and other executive stakeholders as a senior individual contributor, not in a management capacity
• Deep experience building and closing large, complex enterprise deals in a SaaS environment, with a consistent record of navigating multi-stakeholder buying groups including HR, Communications, and IT leadership
• Proven ability to define and codify enterprise go-to-market strategy from first principles — including segmentation, vertical prioritisation, account pursuit frameworks, and scalable sales plays
• Deep fluency in enterprise selling motions including executive engagement, business case development, and early-funnel account strategy in outbound-led environments
• Experience partnering with marketing teams on ABM strategy and execution to activate C-Suite and senior decision makers in named target accounts at a global scale
• Strong commercial instincts with the ability to size, frame, and communicate business value at the board level, both internally and externally
• Genuine market insight and customer empathy in one or more enterprise verticals such as airlines, retail, or manufacturing
• Excellent cross-functional collaborator with a track record of driving pipeline and account expansion in partnership with Customer Success, Marketing, and Product teams

Ways of Working
Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.

Benefits
As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. Click Learn for more information.

About Us
Zoomies help people stay connected so they can get more done together. We set out to build the best collaboration platform for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars.
We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Find room to grow with opportunities to stretch your skills and advance your career in a collaborative, growth-focused environment.

Our Commitment

At Zoom, we believe great work happens when people feel supported and empowered. We’re committed to fair hiring practices that ensure every candidate is evaluated based on skills, experience, and potential. If you require an accommodation during the hiring process, let us know—we’re here to support you at every step.

If you need assistance navigating the interview process due to a medical disability, please submit an Accommodations Request Form and someone from our team will reach out soon. This form is solely for applicants who require an accommodation due to a qualifying medical disability. Non-accommodation-related requests, such as application follow-ups or technical issues, will not be addressed.

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