StudentUniverse
FCM - Director of Enterprise Sales - Boston, MA
StudentUniverse, Oklahoma City, Oklahoma, United States
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About The Opportunity
As Director of Enterprise Sales, you will manage a portfolio of multinational global prospects, defined by the complexity and scope of their business travel programs and alignment with FCM’s large market growth strategy and challenger mindset. This is a senior role within the established US Enterprise Sales team and an exciting opportunity to help shape and deliver on a strategy that focuses on customer success by driving the use of FCM’s technology, and global expertise in the complex world of travel management. The ideal candidate will have a proven track record in converting high value multinational accounts with strong consultative sales experience. The candidate will also have a mature understanding of segment-specific challenges, strong relationships at Enterprise stakeholder level and influential presence within the travel industry and/or technology community. This role requires experience, personality, tenacity, and an individual who enjoys a high-energy environment and is adaptable to the evolving needs associated with changes in the travel industry. The candidate will be a self-starter who is prepared to lead complex and high-profile prospects through the sales cycle. Key Responsibilities
Lead and project manage complex sales cycle for Enterprise prospects, maintaining robust long-term pipeline, active sales funnel and documenting accurate CRM records. Generate and qualify suitable Enterprise prospects across portfolio of industry sectors, building multi-level relationships over 2-5 year sales cycles. Develop and cultivate multi-level business relationships with senior stakeholders and key decision makers across organizations. Detailed capture planning and creation of actionable account acquisition strategy based on understanding of client business, travel program strategy and objectives. Articulate FCM differentiators and create compelling value propositions to key stakeholders and C-suite decision makers including customized solutions, service configuration and appropriate technology products. Partner and collaborate with regional sales counterparts to formulate joint strategies to effectively communicate and consult with prospect at global, regional and local level. Participate in sales and marketing initiatives to maximize results against set objectives and revenue targets. Manage multinational contract negotiations and seamless handover to onboarding, operational and account management teams. Achieve individual financial targets and KPI’s, active contribution to Enterprise team goals and FCM’s growth strategy and wider business plan. Represent FCM at major industry events, conferences and tradeshows. Experience & Qualifications
10 years professional B2B global sales, including a minimum of 2 years related to acquiring enterprise size multinational customers. An existing book of relevant contacts at flagship companies, ability to get key meetings and close leads Extensive experience as an individual contributor to targets with strategic and consultative selling expertise. Track record of success running high value complex sales cycles end-to-end. Exceptional communication and presentation skills at senior stakeholder level. Excellent contract/commercial negotiation skills for high value multinational accounts. Proven ability to meet deadlines, exceed revenue targets and grow account base. Demonstrated success building relationships across internal and external organization. Solid computer skills including MS Office; Word, Excel and Power Point and proficient in all sales enablement tools (e.g. Salesforce, Highspot, Wrike, RFPIO). Ability to travel nationally and internationally to meet the demands of the role A Bachelor's degree is preferred; however, a candidate will be considered if he/she has outstanding and proven sales experience Demonstrates understanding of the FCM business and competitive landscape, can determine what opportunities are a good fit and how to position FCM’s value. Work Perks and Benefits
FCTG is renowned internationally for its perks and culture. We understand that our people are our most valuable asset. It is the passion and dedication of our teams that keep the company on top of the industry ladder. We offer some great employee benefits and perks outside of the norm. Have fun:
At the heart of everything we do at Flight Centre is a desire to have fun. Reward & Recognition:
Celebrate the success of yourself and others at our regular Buzz Nights and at the annual Global Gathering. Use your smarts:
Our people use their quick thinking, expertise, and tenacity to always figure things out. Love for travel:
We were founded by people who wanted to travel and want others to do the same. That passion is reflected in our people and service. Personal connections:
We are a big business founded on personal relationships. Diversity, Equity & Inclusion:
Commitment to diversity, equity, and inclusion through initiatives like Diversity Day, Employee Resource Groups, DEI education initiatives, and equitable practices. A career, not a job:
Genuine opportunities for growth and evolution. We back our people all the way:
Strong commitment to supporting every employee in their professional and personal development. Giving Back:
Corporate Social Responsibility programs, volunteering and fundraising, plus environmental initiatives. Benefits Include
Paid Time Off: up to 15 vacation days (pro-rated; increases to 20 days after 2 years), 5 sick days, 3 personal days, 1 Diversity Day, 1 Volunteer Day, and 8 holidays. Health and Wellness Programs and Employee Financial Wellness Services National/International Award Nights and Conferences Health benefits including medical, dental, vision, gender-affirming care, and fertility care Insurance including hospital indemnity, AD&D, critical illness, long-term and short-term disability Flexible Spending Accounts Employee Assistance Program 401k with partial match Tuition Reimbursement Employee Share Plan – ability to purchase company stock on the Australian Stock Exchange with partial company match Global career opportunities in a network of brands *Vacation, Personal, and Sick time accrual rates vary by status. Holidays may be paid time off or holiday pay depending on state. If this sounds like the opportunity you have been waiting for, APPLY NOW. For this position, we anticipate offering an annual salary of $135,000 plus commission/incentive earnings based on achievable targets. Salary is dependent on experience, geographic location, and job requirements. We thank all candidates for their interest; however, only those selected to continue in the process will be contacted. Our number one philosophy? Our people. Flight Center Travel Group USA’s promise is to provide an environment with equality of respect, dignity and opportunity for all our employees. We value an inclusive and supportive workplace which truly reflects the diversity of our society. We are an affirmative action and equal opportunity employer committed to providing a barrier-free pathway throughout our recruitment process. We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible. Please advise us about accommodation needs at any point by contacting our Recruitment Team at careers@us.flightcentre.com Awards and Recognition: Travel Weekly Magellan Awards – Silver for Accessibility and Inclusivity (2023); GBTA WINiT – DEI Leadership Pinnacle Award (2023); CHHR – 5-Star DEI Employer (2023, 2024); Seramount – Global Inclusion Index member (2023, 2024); Newsweek – America’s Greatest Workplaces for Diversity (2024).
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As Director of Enterprise Sales, you will manage a portfolio of multinational global prospects, defined by the complexity and scope of their business travel programs and alignment with FCM’s large market growth strategy and challenger mindset. This is a senior role within the established US Enterprise Sales team and an exciting opportunity to help shape and deliver on a strategy that focuses on customer success by driving the use of FCM’s technology, and global expertise in the complex world of travel management. The ideal candidate will have a proven track record in converting high value multinational accounts with strong consultative sales experience. The candidate will also have a mature understanding of segment-specific challenges, strong relationships at Enterprise stakeholder level and influential presence within the travel industry and/or technology community. This role requires experience, personality, tenacity, and an individual who enjoys a high-energy environment and is adaptable to the evolving needs associated with changes in the travel industry. The candidate will be a self-starter who is prepared to lead complex and high-profile prospects through the sales cycle. Key Responsibilities
Lead and project manage complex sales cycle for Enterprise prospects, maintaining robust long-term pipeline, active sales funnel and documenting accurate CRM records. Generate and qualify suitable Enterprise prospects across portfolio of industry sectors, building multi-level relationships over 2-5 year sales cycles. Develop and cultivate multi-level business relationships with senior stakeholders and key decision makers across organizations. Detailed capture planning and creation of actionable account acquisition strategy based on understanding of client business, travel program strategy and objectives. Articulate FCM differentiators and create compelling value propositions to key stakeholders and C-suite decision makers including customized solutions, service configuration and appropriate technology products. Partner and collaborate with regional sales counterparts to formulate joint strategies to effectively communicate and consult with prospect at global, regional and local level. Participate in sales and marketing initiatives to maximize results against set objectives and revenue targets. Manage multinational contract negotiations and seamless handover to onboarding, operational and account management teams. Achieve individual financial targets and KPI’s, active contribution to Enterprise team goals and FCM’s growth strategy and wider business plan. Represent FCM at major industry events, conferences and tradeshows. Experience & Qualifications
10 years professional B2B global sales, including a minimum of 2 years related to acquiring enterprise size multinational customers. An existing book of relevant contacts at flagship companies, ability to get key meetings and close leads Extensive experience as an individual contributor to targets with strategic and consultative selling expertise. Track record of success running high value complex sales cycles end-to-end. Exceptional communication and presentation skills at senior stakeholder level. Excellent contract/commercial negotiation skills for high value multinational accounts. Proven ability to meet deadlines, exceed revenue targets and grow account base. Demonstrated success building relationships across internal and external organization. Solid computer skills including MS Office; Word, Excel and Power Point and proficient in all sales enablement tools (e.g. Salesforce, Highspot, Wrike, RFPIO). Ability to travel nationally and internationally to meet the demands of the role A Bachelor's degree is preferred; however, a candidate will be considered if he/she has outstanding and proven sales experience Demonstrates understanding of the FCM business and competitive landscape, can determine what opportunities are a good fit and how to position FCM’s value. Work Perks and Benefits
FCTG is renowned internationally for its perks and culture. We understand that our people are our most valuable asset. It is the passion and dedication of our teams that keep the company on top of the industry ladder. We offer some great employee benefits and perks outside of the norm. Have fun:
At the heart of everything we do at Flight Centre is a desire to have fun. Reward & Recognition:
Celebrate the success of yourself and others at our regular Buzz Nights and at the annual Global Gathering. Use your smarts:
Our people use their quick thinking, expertise, and tenacity to always figure things out. Love for travel:
We were founded by people who wanted to travel and want others to do the same. That passion is reflected in our people and service. Personal connections:
We are a big business founded on personal relationships. Diversity, Equity & Inclusion:
Commitment to diversity, equity, and inclusion through initiatives like Diversity Day, Employee Resource Groups, DEI education initiatives, and equitable practices. A career, not a job:
Genuine opportunities for growth and evolution. We back our people all the way:
Strong commitment to supporting every employee in their professional and personal development. Giving Back:
Corporate Social Responsibility programs, volunteering and fundraising, plus environmental initiatives. Benefits Include
Paid Time Off: up to 15 vacation days (pro-rated; increases to 20 days after 2 years), 5 sick days, 3 personal days, 1 Diversity Day, 1 Volunteer Day, and 8 holidays. Health and Wellness Programs and Employee Financial Wellness Services National/International Award Nights and Conferences Health benefits including medical, dental, vision, gender-affirming care, and fertility care Insurance including hospital indemnity, AD&D, critical illness, long-term and short-term disability Flexible Spending Accounts Employee Assistance Program 401k with partial match Tuition Reimbursement Employee Share Plan – ability to purchase company stock on the Australian Stock Exchange with partial company match Global career opportunities in a network of brands *Vacation, Personal, and Sick time accrual rates vary by status. Holidays may be paid time off or holiday pay depending on state. If this sounds like the opportunity you have been waiting for, APPLY NOW. For this position, we anticipate offering an annual salary of $135,000 plus commission/incentive earnings based on achievable targets. Salary is dependent on experience, geographic location, and job requirements. We thank all candidates for their interest; however, only those selected to continue in the process will be contacted. Our number one philosophy? Our people. Flight Center Travel Group USA’s promise is to provide an environment with equality of respect, dignity and opportunity for all our employees. We value an inclusive and supportive workplace which truly reflects the diversity of our society. We are an affirmative action and equal opportunity employer committed to providing a barrier-free pathway throughout our recruitment process. We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible. Please advise us about accommodation needs at any point by contacting our Recruitment Team at careers@us.flightcentre.com Awards and Recognition: Travel Weekly Magellan Awards – Silver for Accessibility and Inclusivity (2023); GBTA WINiT – DEI Leadership Pinnacle Award (2023); CHHR – 5-Star DEI Employer (2023, 2024); Seramount – Global Inclusion Index member (2023, 2024); Newsweek – America’s Greatest Workplaces for Diversity (2024).
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