Note: The job is a remote job and is open to candidates in USA. Welocalize, a Welo Global brand, provides AI-enabled multilingual content and localization solutions for enterprises. The Enterprise Solutions Sales Lead will drive enterprise sales for the Opal platform, build pipeline, manage complex full-cycle deals, lead technical discovery and demonstrations, and enable partners and internal teams.
Responsibilities
- 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
Skills
- Proven experience selling technical or platform/SaaS products into enterprise accounts, ideally with some solutions engineering or pre-sales exposure
- 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
- 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
- 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
- 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
Benefits
- Friendly Working Environment
- IT Equipment
- Remote & Hybrid Work
- Social Activities
- Global Mobility Policy
- Employee Referral Program
- Employee Assistance Program
- Medical, Dental & Vision Insurance
- HSA & FSA
- 401(k) Retirement
- Short & Long Term Disability Insurance
- Accident, Critical Illness & Hospital Indemnity Insurance
- Telemedicine Benefit
- Annual Leave
- Paid Public Holidays
- Maternity/Paternity Leave
Company Overview