Note: The job is a remote job and is open to candidates in USA. Strive is partnering with a fast-growing company in the AI and automation space. The Enterprise Sales Leader will build and scale the West Coast Enterprise Sales organization, lead a team of Enterprise Account Executives, drive complex enterprise opportunities, and establish a predictable, repeatable sales engine. The role also involves coaching, forecasting, deal inspection, strategic selling, and cross-functional partnership.
Responsibilities
- Own the West Coast Enterprise Strategy
- Lead the Enterprise Sales strategy and execution across the West Coast
- Coach the team through complex, multi-stakeholder enterprise sales cycles
- Drive new logo acquisition while identifying strategic expansion opportunities within existing accounts
- Run rigorous pipeline reviews, deal inspections and forecasting
- Build greater predictability across pipeline generation, conversion and revenue
- Embed MEDDIC/MEDDPICC throughout the team and ensure it is actively used to inspect and progress opportunities
- Coach AEs on qualification, champion development, mutual action plans and executive alignment
- Help the team successfully navigate technical evaluations alongside commercial buying processes
- Establish strong multi-threading across economic buyers, technical stakeholders and executive sponsors
- Lead high-quality deal reviews and QBRs focused on improving win rates, sales cycles and forecast accuracy
- Lead, coach and develop an existing team of Enterprise Account Executives
- Provide hands-on coaching across discovery, deal strategy, executive engagement and closing
- Identify performance gaps and create structured development plans
- Hire and onboard additional Enterprise talent as the region scales
- Build the operating rhythms and processes required to support continued growth
- Work closely with Solutions Engineering, Customer Success, Marketing, RevOps and Product
- Refine the enterprise GTM strategy and messaging for highly technical buyers
- Bring customer and market insights back into the wider organization
- Identify and remove friction throughout the enterprise sales process
Skills
- Located in California, Texas or Coloroda
- 5+ years of frontline Enterprise Sales leadership experience within B2B SaaS
- Proven experience leading Enterprise AEs through complex, multi-threaded sales cycles
- Deep practical knowledge of MEDDIC/MEDDPICC and experience coaching teams against the methodology
- Strong track record of improving sales performance through structured coaching and deal inspection
- Experience selling into technical stakeholders and managing evaluation-heavy sales processes
- Excellent executive presence with the ability to engage senior decision-makers and economic buyers
- Strong understanding of enterprise qualification, champion building, mutual action plans and executive alignment
- Strong forecasting, pipeline management and operational discipline
- Experience within developer-focused or technical SaaS environments such as:
- • AI / Automation
- • DevOps / Developer Tools
- • Cloud Infrastructure
- • Data Infrastructure
- • Security / SecOps
- • IT Operations
- • Open Source Software
- Experience working within a high-growth, venture-backed organization where GTM processes and playbooks are still evolving would also be highly valuable
Benefits
- Meaningful equity
- Remote-first working
- Comprehensive US healthcare
- 401(k) with employer contribution
- Generous vacation and sick leave
- Dedicated professional development budget
- Significant autonomy and ownership
Company Overview