The Opportunity
Join our global Sales & Business Development organisation in a dedicated outbound role, creating qualified enterprise pipeline across a defined territory and target account base.
You will combine strategic account research, targeted prospecting, and consultative discovery to engage senior stakeholders, uncover business challenges, and generate high-quality sales opportunities. Success requires both meaningful customer engagement and consistent outbound activity.
Working closely with Enterprise Account Managers and regional sales leadership, you will own prospecting, discovery, and qualification through to a successful handover. Account Managers retain ownership of the broader account relationship and subsequent sales cycle.
Key Responsibilities
Build Enterprise Pipeline
- Identify and prioritise target accounts in partnership with Enterprise Account Managers and Sales Leadership.
- Research organisations, industry trends, business initiatives, and trigger events to develop effective prospecting strategies.
- Map decision-makers and influencers across complex enterprise organisations.
- Create tailored messaging that connects customer priorities with Enablon's EHS, ESG, Sustainability, Risk, and Compliance solutions.
- Execute multi-channel outreach campaigns across phone, email, and social channels.
Qualify Opportunities
- Conduct consultative discovery conversations to understand customer challenges, objectives, and business priorities.
- Assess opportunity quality and determine readiness for further sales engagement.
- Partner with Account Managers and Pre-Sales teams to support commercial and technical discovery.
- Deliver comprehensive handovers including stakeholder mapping, business challenges, scope, and agreed next steps.
- Consistently achieve Qualified Sales Opportunity (QSO) and pipeline generation targets.
Drive Operational Excellence
- Maintain accurate activity, opportunity, and account records in Salesforce.
- Use activity and conversion data to optimise outreach effectiveness.
- Collaborate with Sales, Marketing, and Product Marketing teams on campaigns and market intelligence.
- Participate in ongoing coaching, training, and development initiatives.
What You'll Bring
Essential
- 5+ years' experience in B2B sales, business development, or demand generation.
- Proven success generating qualified new business opportunities through outbound prospecting.
- Strong account research and territory planning capabilities.
- Confidence engaging and influencing senior business stakeholders.
- Experience conducting discovery and qualification conversations.
- Salesforce or CRM experience, with strong pipeline management discipline.
- Experience using sales engagement and AI tools to improve prospecting effectiveness.
- Strong resilience, accountability, curiosity, and a growth mindset.
Preferred
- Experience selling into enterprise or strategic accounts.
- Exposure to SaaS or enterprise software solutions.
- Background in EHS, ESG, Sustainability, Risk Management, Compliance, or related technology sectors.
- Knowledge of MEDDIC, MEDDPICC, Sandler, or similar sales methodologies.
- Additional European language skills.
- Bachelor's degree or equivalent experience.
Success Measures
Success is primarily measured through:
- Achievement of Qualified Sales Opportunity (QSO) targets.
- Qualified pipeline creation.
- Target account coverage.
- Discovery-to-opportunity conversion rates.
- Opportunity quality and progression.
- Salesforce data accuracy.
- Effective collaboration and handover to Enterprise Account Managers.
Why Enablon?
At Enablon, you'll help leading organisations address critical environmental, health & safety, sustainability, risk, and compliance challenges. You'll join a collaborative global team focused on customer impact, continuous learning, innovation, and career growth within enterprise software sales.
Our Interview Practices
To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a office as part of the recruitment process.
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