Enterprise Solutions Sales Lead

About Welocalize 

As Enterprise Solutions Sales Lead, you'll be driving enterprise sales for Opal, helping launch our sales motion as part of a newly formed commercial organization. This is a hybrid role: part commercial closer, part technical evangelist. You'll be just as comfortable pitching ROI to a CFO as you are walking a technical buyer through a complex integration. You'll work closely with colleagues across our services teams and partner network to bring Opal to enterprise clients, acting as a connector who helps grow the business well beyond your own deals. Because this function is brand new, you'll have real ownership over how the enterprise motion takes shape — this is a great fit for someone who enjoys building rather than simply following an existing playbook.

• Drive growth of the Opal product set – measured in revenue driven through the platform.


• Build enterprise pipeline — in conjunction with the sales team: prospecting, qualifying, and progressing opportunities from first conversation through close.


• Collaborate with our Account Management teams to uncover and win Opal opportunities within accounts we already serve.


• Work as needed with the SDR team to help drive mid-market expansion.


• Act as a trusted advisor to existing clients, identifying where Opal can solve a problem they already have.


• Contribute to larger, strategic enterprise deals where Opal is part of a broader solution, helping shape the pitch and win the business.


• Partner with services teams on proposals and deal strategy, bringing an Opal-specific perspective to bigger, multi-part deals.


• Support our partner and distribution network with technical and commercial expertise — helping partners close deals and serving as a go-to resource for their more complex opportunities.


• Help train and enable partners so they can confidently position and sell Opal on their own.


• Lead the technical conversation throughout the sales cycle: running demos, designing solutions, and guiding clients through complex integrations, with engineering support available when needed.


• Translate client requirements into a clear, workable solution design, and manage the technical evaluation process (demos, proofs of concept, integration scoping) from start to finish.


• Keep accurate pipeline and forecast records, and provide regular visibility into deal status, risks, and progress.


• Represent the voice of the enterprise customer internally, sharing feedback that helps shape how Opal continues to evolve.

JOB REQUIREMENTS

• Proven experience selling technical or platform/SaaS products into enterprise accounts, ideally with some solutions engineering or pre-sales exposure.


• Experience in localization, language/AI, content, or adjacent enterprise software is a plus, but not required — strong technical enterprise sellers from other backgrounds are encouraged to apply.


• A demonstrated track record of meeting or exceeding sales targets in complex, integration-heavy deals.


• Experience managing full-cycle enterprise sales, from prospecting and qualification through negotiation and close.


• Experience working within a partner or channel ecosystem, alongside resellers or distribution partners.


• Ability to run product demonstrations and lead technical discovery conversations directly with clients.


• Strong verbal and written communication skills, with the ability to tailor a message for both executive and technical audiences.


• Comfortable using CRM and forecasting tools to manage and report on a pipeline.


• Willingness to travel as needed to meet clients and partners.

• A true dual threat: commercially driven and comfortable owning the number, while technical enough to earn credibility with engineering and integration teams.


• Genuine fluency with the product you sell — comfortable getting hands-on in the toolset rather than just presenting slides.


• Experience managing complex, multi-stakeholder enterprise deals with longer, technical sales cycles.


• A consultative approach — you naturally lead the client's goals and challenges rather than a feature list.


• An entrepreneurial, self-directed mindset — you're energized by building something new rather than following an established process.


• Strong collaboration skills — you can build trust and influence colleagues and partners you don't directly manage.

SKILLS & COMPETENCIES

• Enterprise & Solution Selling


• Managing multi-stakeholder, technical, long-cycle enterprise deals from first conversation to close.


• Technical Acumen & Solution Design


• Comfortable running product demos and shaping solutions for complex integrations.


• Consultative Selling & Discovery


• Leading with the client's outcomes and challenges rather than product features.


• Cross-Functional Collaboration


• Building strong working relationships with account managers, partners, and colleagues across teams.


• Partner & Channel Enablement


• Supporting partners with the expertise they need to win enterprise deals.


• Commercial Acumen & Negotiation


• Building and defending a clear ROI case for financial and executive decision-makers.


• Entrepreneurial Mindset


• Comfortable creating structure and process where none exists yet.


• Executive & Technical Communication


• Equally credible speaking with a CFO about ROI and a technical buyer about integration architecture.