Enterprise Sales Team Lead

COMPANY OVERVIEW

ThreatLocker® is a global cybersecurity company providing enterprise-level endpoint protection solutions that help organizations secure their servers, workstations, and critical infrastructure. The ThreatLocker® platform includes Application Allowlisting, Ringfencing™, Storage Control, Elevation Control, Endpoint Network Control, Configuration Management, and Operational Alert solutions, enabling organizations to adopt a Zero Trust approach that blocks malicious activity before it can execute.

POSITION OVERVIEW

We are seeking an experienced Enterprise Sales Team Lead to lead and develop a team of approximately 8–12 Enterprise Sales Representatives responsible for selling ThreatLocker solutions to large and complex organizations.

The Enterprise Sales Team Lead is responsible for the day-to-day management, coaching, and performance of the enterprise sales team. Sales targets are established by the company, and the Team Lead is responsible for ensuring their team has the strategy, support, discipline, and execution required to achieve those targets.

This is a hands-on sales leadership position. The Enterprise Sales Team Lead will work closely with representatives on strategic accounts and complex opportunities, helping navigate enterprise buying processes, engage senior stakeholders, develop account strategies, progress technical evaluations and POCs, negotiate commercial terms, and ultimately close business.

The successful candidate must understand that enterprise sales requires more than managing pipeline numbers. They will be expected to understand the major opportunities within their team, know the stakeholders involved, identify blockers, challenge deal strategies, and actively help representatives move opportunities forward.

JOB SCOPE

Team Leadership and Development

• Lead, manage, coach, and support a team of approximately 8–12 Enterprise Sales Representatives.
• Drive the team toward company-established enterprise sales targets and objectives.
• Conduct regular coaching focused on performance, pipeline, account strategy, development, and individual opportunities.
• Coach representatives on enterprise prospecting, discovery, executive conversations, demonstrations, objection handling, negotiation, and closing.
• Regularly review customer calls, meetings, emails, and other sales interactions to identify coaching opportunities.
• Identify individual performance gaps and develop clear plans to improve performance.
• Help onboard and develop new Enterprise Sales Representatives.
• Build a culture of accountability, urgency, professionalism, and consistent execution.
• Hold team members accountable for KPIs, calls, demos and closing

Enterprise Deal Management

• Maintain detailed knowledge of the team's significant enterprise opportunities.
• Conduct regular deal reviews with representatives and challenge assumptions around opportunity status, probability, timing, competition, and next steps.
• Help representatives develop strategies for complex and high-value opportunities.
• Participate directly in strategic customer meetings when leadership involvement can help progress or close an opportunity.
• Help representatives navigate long and complex enterprise buying processes involving multiple stakeholders.
• Assist with negotiations involving pricing, commercial terms, procurement, legal review, security review, and other enterprise requirements.
• Ensure opportunities have clear next steps and that representatives maintain momentum throughout the sales cycle.
• Identify stalled or at-risk opportunities early and work with representatives to develop recovery strategies.
• Coordinate internal resources required to progress strategic opportunities.

Strategic Account Planning

• Ensure representatives develop appropriate account plans for strategic prospects and customers.
• Help identify key decision-makers, champions, influencers, technical stakeholders, procurement contacts, and executive sponsors within target organizations.
• Coach representatives on building relationships across multiple levels of an organization rather than relying on a single contact.
• Help representatives identify opportunities to expand the scope of an engagement across additional endpoints, business units, locations, or use cases.
• Ensure representatives understand the customer's business, security environment, challenges, and decision-making process.
• Support executive-level engagement with CISOs, CIOs, CTOs, security leadership, IT leadership, and other senior stakeholders.
• Pipeline and Forecast Management</stron