Senior Business Development Manager

Job description

Your Role in Our Journey We are seeking our first Sr. Business Development Manager/Enterprise Account Executive to establish and scale our high-value Enterprise Trade Projects vertical, a critical growth engine for the organization. This role requires an experienced enterprise seller, fluent in structured sales methodologies, who will own the full strategic selling cycle into the Design & Trade ecosystem - including Architects, Luxury Builders, Retail Resellers, and Hospitality . What You'll Be Uncorking Key Responsibilities: Enterprise Sales & Pipeline Management Full-Cycle Sales Execution : Own enterprise deals from lead identification through close and implementation using structured methodologies (e.g., MEDDPICC, Challenger). Pipeline & Forecasting : Maintain a predictable pipeline in the CRM, accurately forecasting revenue and tracking deal velocity through all buying stages. Account-Based Strategy : Develop and execute targeted strategies to penetrate Ideal Customer Profile (ICP) accounts across assigned territories. Deal Qualification: Rigorously qualify opportunities based on strategic fit, resource requirements, and profitability targets. Quota Attainment: Consistently meet or exceed assigned revenue and margin targets. Consultative Selling & Margin Focus Technical Consulting: Serve as a subject matter expert, guiding trade professionals (architects, designers, builders) through product selection, custom designs, and technical specifications. Margin Optimization : Maximize overall profitability by strategically positioning high-margin, premium, and luxury product lines. Sales Operations: Utilize CRM and ERP tools to monitor funnel health, sales activity, and project profitability. Market Development & Strategic Partnerships Sales Enablement: Partner with sales leadership to formalize B2B sales playbooks, battle cards, account based marketing outreach, and presentation collateral for scaling the segment. Trade Advocacy : Build brand authority by delivering accredited continuing education (CEU) presentations to trade associations (AIA, ASID) and attending industry events. Product Collaboration : Act as the voice of the customer, sharing market insights with product teams to help guide future product roadmaps. The Perfect Blend (What You Bring to the Table) Qualifications: 5+ years of successful B2B enterprise sales experience. Proven familiarity with and experience executing a structured sales methodology (e.g., MEDDPICC, Challenger Sale). Proven track record of actively selling to at least two of the following industries: Architects, Luxury Builders/Developers, Interior Designers, and/or Hospitality. Demonstrated ability to manage a sales pipeline based on profitability (GM%) and articulate the financial value proposition (ROI) to clients. Exceptional skills in utilizing CRM (HubSpot/Salesforce/Netsuite) to track activity and provide accurate, data-backed forecasting. This position offers a fully remote option for candidates living more than 60 miles from our Valhalla, NY headquarters. For those residing within 60 miles, the position operates on a flexible hybrid model, requiring in-office attendance two days per week on Tuesdays and Thursdays. This role offers a competitive base salary of $90,000 – $125,000 , with an On-Target Earnings (OTE) potential of $200,000 – $300,000. Our Commitment to You Unlimited PTO, Full Medical, Dental and Vision benefits, 401(K) Match, FSA, Flexible Work Environment, Onsite Gym, Pet Discount Plans, Employee Discount, optional Wine Tasting Class participation, Flexible Schedule, Dynamic and Collaborative work culture. Our Core Values JOY We recognize that our business is not just about numbers, but also about people. As a family business, we honor the importance of our employees’ home lives. We encourage fun, discovery, adventure and health for our teams. EMPATHY We support our employees with patience and understanding, recognizing that work hours represent a substantial percentage of one’s time. We encourage a diverse mindset that helps us better reflect the evolving wine culture. TRANSPARENCY Communication and integrity are the cornerstones of our relationships with each other and our customers. We speak openly about our achievements and challenges, with the goal of helping each other grow. PASSION We’re not just a company; we’re a community. Our job is to enhance the lives of others, making the wine industry and all its offerings accessible and enjoyable. Delighting and educating our consumers is at the core of everything we do. INNOVATION We value those who think outside the box to elevate the company. We celebrate change, appreciating that a nimble culture attracts talent and motivates team members to push the envelope and build our business for the future. COLLABORATION We believe in the power of working together, sharing ideas, and leveraging our collective talents to achieve our goals. We mentor those we lead and surround ourselves with people who drive us to do more than our personal best. Our Commitment to Inclusion & Equity At Wine Enthusiast, we are committed to fostering a diverse, equitable, and inclusive workplace. We are an Equal Opportunity Employer (EOE) and do not discriminate against employees or applicants for employment because of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other protected status. As part of our commitment to fair hiring practices, we have adopted "ban the box" policies to provide individuals with criminal records a fair chance at employment. We consider all applicants on their merits and qualifications, considering their ability to perform the job. Our family-owned company was born from a passion to bring a fine wine experience to the everyday. We believe wine is best shared with others and brings people together. In 2021, Adam and Sybil's daughters Erika Strum Silberstein and Jacqueline Strum were named co-presidents and continue to lead the mission of bringing wine to life. The second generation works together with the collective team to create new and better ways for everyone to explore and enjoy the exciting world of wine, including low-alcohol wines, non-alcohol wines, spirits, and beyond! We hope you’ll join us with a glass in hand. Who We Are Wine Enthusiast Companies is the ultimate source of innovation and information around wine. Founded in 1979 by Adam and Sybil Strum, the family-owned company is composed of Wine Enthusiast Commerce and Wine Enthusiast Media. Wine Enthusiast Shop provides premium wine-lifestyle products, reaching millions of consumers globally via direct mail, an e-commerce site, and a business-to-business division. Wine Enthusiast magazine is an award-winning print publication and online resource that showcases wine news, food trends, and more than 25,000 ratings and reviews annually. Wine Enthusiast events include the annual premier Wine Star Awards gala. In 2024, the company launched a travel division, which includes the Tasting Room Directory and Cork+Compass Travel. Together, Wine Enthusiast Companies is the indisputable hub for everything wine. We bring wine to life.