Principal, Enterprise Growth

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Principal, Enterprise Growth based in the United States.** Lead enterprise growth across North America by originating and closing high-value new business opportunities with large, complex organizations. This senior individual contributor role focuses on building executive-level relationships, generating qualified pipeline, and securing significant enterprise revenue. You will engage directly with C-suite leaders and senior marketing stakeholders to understand strategic priorities and develop compelling, outcome-driven commercial solutions. Working across integrated media, creative, data, and technology capabilities, you will position comprehensive solutions that deliver measurable business impact. You will take ownership of ambitious revenue targets, manage complex sales cycles, and negotiate commercially sound agreements that support sustainable growth. Operating in a remote-first environment, you will collaborate with cross-functional teams while independently developing territory strategies and pursuing strategic accounts. This opportunity is ideal for an experienced enterprise sales professional with a strong industry network, a proactive business development mindset, and a proven record of closing complex, multimillion-dollar deals. ### Accountabilities - **Enterprise Revenue Generation:** Own annual net-new revenue targets exceeding $10 million, maintaining strong oversight of pipeline health, deal velocity, forecast accuracy, and conversion quality. - **New Business Development:** Personally identify, originate, qualify, and advance enterprise opportunities from initial engagement through negotiation and contract execution, prioritizing high-value opportunities over volume-driven sales activity. - **Executive Relationship Management:** Build trusted relationships with CMOs, senior marketing leaders, procurement executives, transformation stakeholders, consultants, and other key decision-makers. Lead strategic conversations that uncover business priorities and establish long-term commercial opportunities. - **Strategic Account and Territory Planning:** Develop and execute focused territory and account-based pursuit strategies across North America, identifying target organizations, establishing executive access, and creating sustainable enterprise pipeline. - **Enterprise Pitch and Agency Engagement:** Leverage knowledge of media agency and media agency-of-record (AOR) buying processes to influence opportunities before formal RFPs are issued. Build relationships throughout the agency search, pitch consultancy, and media intermediary ecosystem. - **Commercial Strategy and Negotiation:** Structure and negotiate complex, high-value agreements, including scope design, pricing, performance metrics, procurement requirements, and legal terms. Partner with Finance to protect margins while achieving ambitious growth objectives. - **Value Proposition Development:** Translate integrated media, creative, data, and technology capabilities into differentiated commercial propositions. Develop persuasive proposals, executive presentations, and tailored pursuit strategies aligned with clients' strategic and transformation priorities. - **Cross-Functional Collaboration:** Work closely with sales, marketing, strategy, media, creative, data, technology, and delivery teams to coordinate enterprise pursuits and ensure alignment between commercial commitments and delivery capabilities. - **Pipeline Management and Forecasting:** Maintain disciplined CRM records using HubSpot and established sales processes, ensuring accurate opportunity qualification, stage progression, next steps, close plans, commercial documentation, and forecasting. - **Market Development and Industry Influence:** Strengthen market presence through strategic networking, referrals, outbound prospecting, industry relationships, and engagement with executive decision-makers and new business consultants. - **Enterprise Sales Excellence:** Establish repeatable approaches to qualification, negotiation, and commercial conversion. Focus on improving deal velocity and conversion quality while prioritizing opportunities with substantial long-term revenue potential. - **Travel and Market Engagement:** Travel across North America as needed to develop relationships, advance strategic opportunities, and strengthen executive-level engagement. ## Requirements - **Relevant Industry Experience:** Significant experience in enterprise sales within a media agency, media agency-of-record, integrated marketing or creative agency, marketing services business, consultancy, or related professional services environment. - **Enterprise Deal Origination and Closure:** Demonstrated success independently originating and closing complex, enterprise-scale engagements, ideally in the $5 million–$15 million range. - **New Business Ownership:** A proven track record of carrying personal revenue quotas, owning a sales pipeline, and generating new business through proactive prospecting and relationship development rather than relying primarily on inherited accounts or inbound RFPs. - **Marketing and Media Expertise:** Strong understanding of media, integrated marketing, digital transformation, creative services, data, technology, and related commercial solutions, including how these capabilities address enterprise business challenges. - **Enterprise Buying Dynamics:** Familiarity with agency reviews, media AOR appointments, retained and project-based engagements, account transitions, competitive pitch processes, and the decision-making dynamics of large organizations. - **Executive-Level Network:** Established relationships with senior marketing leaders, CMOs, procurement stakeholders, transformation executives, consultants, and agency decision-makers, with the ability to activate these relationships to create meaningful opportunities. - **Consultancy and Pitch Ecosystem:** Experience working with new business consultancies and pitch consultants, or the credibility and networking skills to develop relationships within this ecosystem quickly. - **Commercial and Negotiation Skills:** Strong financial and commercial judgment, including experience shaping RFP strategies, navigating procurement and legal processes, structuring complex agreements, and balancing margin protection with long-term client value. - **Strategic Business Development:** A proactive, multichannel approach to new business generation, combining targeted outbound activity, executive networking, referrals, industry influence, and differentiated market access strategies. - **CRM and Forecasting Discipline:** Proven ability to manage sales pipelines rigorously, maintain accurate forecasts, qualify opportunities effectively, develop close plans, and track commercial progress throughout the sales cycle. - **AI and Marketing Transformation Knowledge:** Confidence discussing how AI is reshaping marketing through automation, personalization at scale, creative intelligence, media effectiveness, and the integration of brand and performance marketing. - **Transformation Experience:** Exposure to helping clients navigate operating model redesign, technology implementation, agency transformation, or broader marketing capability development. - **Communication and Influence:** Exceptional presentation, listening, relationship-building, and negotiation skills, with the ability to translate complex capabilities into clear, differentiated, commercially compelling propositions. - **Personal Attributes:** Strong commercial drive, intellectual curiosity, preparation, resilience, sound judgment, credibility, and the ability to operate independently in a demanding enterprise sales environment. - **Work Authorization:** Applicants should be aware that employment visa sponsorship is not offered at the time of hire or in the future. ## Benefits - **Competitive Base Salary:** Annual base salary ranging from $135,000 to $175,000, depending on location, relevant experience, skills, and professional track record. - **Performance-Based Commission:** Potential commission earnings of up to $135,000, with advertised on-target earnings of up to $285,000, subject to the applicable compensation structure and performance. - **Remote Flexibility:** Fully remote position based in the United States, offering flexibility in where you work. - **Senior-Level Commercial Ownership:** Opportunity to lead enterprise growth initiatives, own substantial revenue targets, and directly influence business expansion across North America. - **Strategic Market Exposure:** Direct engagement with C-suite executives, enterprise clients, industry consultants, and senior marketing decision-makers. - **Cross-Functional Collaboration:** Opportunity to work alongside multidisciplinary teams spanning media, creative, data, technology, strategy, marketing, and delivery. - **Professional Growth:** Exposure to complex enterprise negotiations, strategic account development, integrated marketing solutions, and emerging AI-driven marketing capabilities. - **Entrepreneurial Environment:** Scope to build executive relationships, shape high-value commercial opportunities, and establish repeatable enterprise sales strategies with significant business impact.