What Does an Enterprise Software Sales Representative Do?
An enterprise software sales representative develops and manages strategic relationships with large organizations to sell complex technology solutions. These professionals work with senior executives and IT leaders to understand operational challenges and position enterprise-level software, such as CRM systems, cybersecurity platforms, or cloud infrastructure tools, as long-term solutions.
The role involves prospecting new clients, managing extended sales cycles, creating tailored demos or proposals, and coordinating technical resources. Success depends on deep product knowledge, industry insight, and the ability to navigate complex buying committees and procurement processes.
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Enterprise Software Sales Representative Core Responsibilities
- Identify and qualify enterprise-level sales opportunities across target accounts
- Lead consultative discovery meetings with executive and technical stakeholders
- Deliver customized product demos and presentations tailored to industry pain points
- Collaborate with solutions engineers, product managers, and legal on proposals and contracts
- Build and manage a pipeline using CRM tools and maintain accurate forecasting
- Negotiate deal terms, pricing, and licensing agreements to close enterprise contracts
- Maintain in-depth knowledge of product functionality, integration capabilities, and industry trends
- Meet or exceed assigned sales quotas and performance KPIs
- Foster long-term client relationships and identify upsell or renewal opportunities
Required Skills and Qualifications
Hard skills
- Proficiency with CRM platforms (e.g., Salesforce, HubSpot)
- Knowledge of enterprise software products (e.g., SaaS, cloud platforms, cybersecurity, ERP, CRM)
- Strong sales presentation and proposal writing skills
- Experience with multi-stage sales cycles, RFPs, and contract negotiation
- Ability to interpret client tech requirements and translate into business value
Soft skills
- Consultative communication and active listening
- Strong executive presence and negotiation confidence
- Strategic thinking and long-term relationship management
- Self-motivated, goal-driven, and adaptable under pressure
Education
- Bachelor’s degree in business, marketing, information technology, or related field
Certifications
- None required
Sandler, Challenger, or MEDDIC sales methodology certifications may be preferred in competitive enterprise sales environments.
Preferred Qualifications
- 3–5+ years of enterprise or B2B software sales experience
- Experience selling to Fortune 1000 or global accounts
- Familiarity with sales frameworks like MEDDIC, SPIN, or Challenger
- Background in high-growth SaaS, cybersecurity, AI/ML, or enterprise platforms
National Average Salary
Enterprise software sales salaries vary by experience, industry, organization size, and geography. Click below to explore salaries by local market.
The average national salary for an Enterprise Software Sales Representative is:
$111,374
Sample Job Description Templates for Enterprise Software Sales
Enterprise Sales Development Representative
Position Overview
An enterprise SDR is responsible for identifying and qualifying high-value leads for the sales team. This role initiates outreach, engages executive-level prospects, and sets discovery meetings for enterprise account executives.
Responsibilities
- Conduct outbound prospecting via phone, email, and LinkedIn
- Qualify inbound and outbound leads for enterprise software opportunities
- Research target accounts to identify key stakeholders and pain points
- Set appointments and pass qualified opportunities to account executives
- Maintain detailed activity records in CRM and support campaign execution
Requirements
Hard skills
- Experience with CRM and sales enablement tools (e.g., Salesforce, Outreach, LinkedIn Sales Navigator)
- Ability to articulate software value propositions to executive audiences
Soft skills
- Resilience and persistence in outbound engagement
- Strong verbal and written communication skills
- Goal-oriented and coachable
Education
- Bachelor’s degree in business, marketing, or related field
Preferred Qualifications
- 1+ year in a B2B SDR or inside sales role
- Familiarity with SaaS or enterprise technology industry
Enterprise Account Executive
Position Overview
An enterprise account executive manages the complete sales cycle with large organizations. This role uncovers client needs, builds tailored software solutions, and drives complex contract negotiations to close high-value deals.
Responsibilities
- Own pipeline development and sales cycle management from discovery to close
- Lead presentations, demos, and stakeholder negotiations
- Collaborate with technical teams on RFPs and customized solutions
- Maintain accurate forecasting and achieve assigned quota
- Develop deep relationships with key stakeholders in assigned accounts
Requirements
Hard skills
- Experience selling enterprise SaaS or software platforms
- Proficient in contract negotiation and value-based selling
Soft skills
- Consultative communication and executive presence
- Time management and independence in remote/field environments
Education
- Bachelor’s degree in business, technology, or communications
Preferred Qualifications
- 3+ years of full-cycle enterprise software sales experience
- Familiarity with MEDDIC or Challenger selling methodologies
Senior Enterprise Sales Executive
Position Overview
A senior enterprise sales executive leads major deal cycles involving multiple stakeholders and high-value enterprise clients. This role influences strategic purchasing decisions and helps shape client-specific technology solutions.
Responsibilities
- Manage long-cycle sales engagements with Fortune 1000 or global companies
- Develop account strategies to penetrate new lines of business
- Drive custom proposals, pricing models, and ROI presentations
- Collaborate with product and executive teams to tailor enterprise offerings
- Close deals with complex procurement and legal requirements
Requirements
Hard skills
- Deep knowledge of enterprise architecture, integration, and compliance standards
- Expertise in value-based sales, competitive positioning, and stakeholder mapping
Soft skills
- Executive communication and C-level relationship building
- Strategic thinking and deal orchestration across functions
Education
- Bachelor’s degree required; MBA preferred
Preferred Qualifications
- 5–7+ years of enterprise technology sales experience
- Track record of six- or seven-figure deal wins in SaaS, cloud, or platform sales
Strategic Accounts Manager
Position Overview
A strategic accounts manager owns long-term client relationships, focusing on retention, upselling, and expansion within key enterprise accounts. This post-sales role aligns client needs with evolving platform capabilities.
Responsibilities
- Manage ongoing relationships with top-tier enterprise clients
- Identify growth opportunities through cross-selling and upselling strategies
- Serve as the primary liaison between clients and internal teams
- Monitor account health, usage, and satisfaction to prevent churn
- Collaborate with sales and product teams on renewals and roadmap alignment
Requirements
Hard skills
- Experience with enterprise account management or customer success
- Familiarity with SaaS KPIs, QBRs, and usage analytics
Soft skills
- Relationship-building and long-term client advocacy
- High emotional intelligence and conflict resolution
Education
- Bachelor’s degree in business, communications, or a related field
Preferred Qualifications
- 4–6 years in account management or strategic customer success
- Experience managing $1M+ book of business in a software company
Regional/Global Enterprise Sales Director
Position Overview
The enterprise sales director leads a regional or global team of enterprise sellers, driving new business growth and strategic alignment across high-value markets. This leadership role owns quota targets, forecasting, and team performance.
Responsibilities
- Set and execute regional or global enterprise sales strategy
- Recruit, onboard, and coach enterprise account executives
- Manage pipeline reviews, forecasting, and territory planning
- Partner with marketing, product, and customer success to ensure alignment
- Represent sales leadership in executive planning and board meetings
Requirements
Hard skills
- Proven leadership in enterprise software sales management
- Experience with revenue forecasting, sales ops, and territory optimization
Soft skills
- Inspirational leadership and team coaching
- Strategic vision with attention to execution and performance
Education
- Bachelor’s degree required; MBA preferred
Preferred Qualifications
- 8–10+ years in enterprise software sales, including 3+ years in leadership
- Experience scaling enterprise sales across regions or global verticals