Enterprise Sales Manager

Required Skills, Experience & Qualifications

• Proven track record in B2B prospecting, business development, and solution selling.
  
• Ability to independently source and qualify leads in complex, consultative sales environments.
  
• Strong understanding of the enterprise customer buying journey and long-cycle deal management.
  
• Experience working with and influencing C-level stakeholders.
  
• Background in commercial real estate, enterprise services, or flexible workspace is highly desirable.
  
• Demonstrated ability to meet and exceed sales targets through self-generated pipeline.
  
• Strong negotiation and contract structuring skills.
  
• High level of commercial acumen and results orientation.
  
• Comfortable working in global, matrixed organisations with distributed teams.
  
• Adaptable, proactive, and confident navigating ambiguity.
  
• Willingness to travel internationally as needed.
  

• Generate profitable new revenue by identifying, prospecting, and converting new Enterprise clients.
  
• Develop and maintain a robust pipeline of qualified sales opportunities across multiple sectors and geographies.
  
• Conduct strategic outreach through direct engagement, events, and third-party referrals to identify high-potential prospects.
  
• Own the full sales cycle — from first contact to close — with an emphasis on front-end activity and deal progression.
  
• Create and execute Account Plans to grow wallet share within assigned strategic accounts.
  
• Build and maintain executive-level relationships to gain insight into client needs and translate into tailored workspace solutions.
  
• Collaborate with brokers, real estate advisors, and consultants to generate opportunities and increase IWG’s market visibility.
  
• Partner cross-functionally with regional Sales, Operations, and Product teams to ensure seamless solution delivery.
  
• Continuously gather and share feedback from prospects and clients to improve product-market fit and go-to-market effectiveness.
  
• Deliver accurate pipeline forecasts, activity reports, and performance updates.