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FCM - Director of Enterprise Sales - Houston, TX
StudentUniverse, Houston, Texas, United States, 77246
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Job no:
529195-F Brand:
FCM Work type:
Full time Location:
Texas Categories:
Sales and Customer Service
Director of Enterprise Sales Ranked as one of the world’s top five travel management companies, it has a business network in over 97 countries and global headquarters in Brisbane, Australia and Regional headquarters in New York, Mexico, London, Dubai, Cape Town and Singapore. Backed by the global strength of Flight Centre Travel Group (FCTG), FCM combines local and global expertise with cutting‑edge technology. We value agility, energy, determination, and initiative – that’s why we’re the alternative to legacy TMCs.
Established in June 2004, FCM has been named multiple times as the ‘World’s Best Travel Management Company’, three‑time winner of Newsweek’s ‘America’s Best Customer Service’ award, and accredited by Best Workplaces as a ‘Great Place to Work’.
We take great pride in our unique culture – results are recognized and rewarded, and we support each employee’s learning and career path.
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 proprietary technology, and global expertise in the complex world of travel management.
The ideal candidate has a proven track record in converting high‑value multinational accounts with strong consultative sales experience. He or she will have a mature understanding of segment‑specific challenges, strong relationships at the enterprise stakeholder level, and an influential presence in the travel industry and/or technology community. The role requires experience, personality, tenacity, and an individual who enjoys a high‑energy environment and is adaptable to evolving industry needs.
Key Responsibilities
Lead and project manage complex sales cycle for enterprise prospects, maintaining a robust long‑term pipeline, active sales funnel, and documenting accurate CRM records.
Generate and qualify suitable enterprise prospects across a 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 and global markets.
Plan detailed account acquisition strategy based on understanding of client business, travel program strategy, and objectives.
Articulate FCM differentiators and create compelling value propositions, customized solutions and appropriate technology products for key stakeholders and C‑suite decision makers.
Partner with regional sales counterparts and cross‑functions to formulate joint strategies to win at global scale.
Participate in sales and marketing initiatives, and represent the FCM brand at major industry events, conferences and trade shows.
Achieve individual financial targets and KPI’s, and actively contribute to enterprise team goals and FCM’s growth strategy.
Manage multinational contract negotiations and seamless handover to onboarding, operational and business success teams.
Experience & Qualifications
10+ years in B2B global sales, including a minimum of 2 years acquiring enterprise‑size multinational customers.
Existing book of relevant contacts at flagship companies, with ability to secure 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 in the corporate travel sector, including technology sales.
Exceptional communication and presentation skills at the C‑suite and 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 organizations.
Solid computer skills – MS Office (Word, Excel, PowerPoint) and proficiency with sales enablement tools (e.g. Salesforce, Highspot, Wrike, RFPIO).
Ability to travel nationally and internationally.
Bachelor’s degree preferred; candidates with outstanding sales experience will also be considered.
Understanding of the FCM business and competitive landscape, with the ability to position FCM’s value to prospects.
Work Perks! – What’s in it for you:
Have fun:
Our culture thrives on enjoyment and creativity.
Reward & Recognition:
Celebrate success at Buzz Nights and the annual Global Gathering.
Use your smarts:
Leverage your expertise to shape solutions.
Love for travel:
Benefit from a culture that values the passion for travel.
Personal connections:
Our people are built on relationships.
Diversity, Equity & Inclusion:
Commitment through DEI initiatives and inclusive hiring practices.
A career, not a job:
Genuine opportunities for growth.
Support for all:
Commitment to employee professional and personal development.
Giving back:
Corporate Social Responsibility program and volunteer days.
Benefits Include:
Paid Time Off – up to 15 vacation days (prorated upon hire, increasing to 20 after 2 years), 5 sick days, 3 personal days, 1 Diversity Day, 1 Volunteer Day, and 8 recognized holidays annually.
Health & Wellness Programs and Employee Financial Wellness Services.
National/International Award Nights and Conferences.
Health benefits – medical, dental, vision, gender‑affirming care, and fertility care.
Insurance – hospital indemnity, AD&D, critical illness, long‑term and short‑term disability.
Flexible Spending Accounts.
Employee Assistance Program.
401(k) program with partial match.
Tuition Reimbursement Program.
Employee Share Plan – stock purchase on Australian Stock Exchange with company match.
Global career opportunities.
*Vacation, Personal, and Sick time accrual rates will vary based on full‑time or part‑time employee status.
#LI-DE1#FCM#LI-Onsite Location – Houston, TX
If this sounds like the opportunity you have been waiting for, then APPLY NOW.
For this position, we anticipate offering an annual salary of $130,000 plus commission/incentive earnings based on achievable targets.
We thank all candidates for their interest; however, only those selected to continue in the process will be contacted.
We are an affirmative action and equal opportunity employer committed to a barrier‑free recruitment process. Please advise us about accommodation needs by contacting careers@us.flightcentre.com.
#J-18808-Ljbffr
Job no:
529195-F Brand:
FCM Work type:
Full time Location:
Texas Categories:
Sales and Customer Service
Director of Enterprise Sales Ranked as one of the world’s top five travel management companies, it has a business network in over 97 countries and global headquarters in Brisbane, Australia and Regional headquarters in New York, Mexico, London, Dubai, Cape Town and Singapore. Backed by the global strength of Flight Centre Travel Group (FCTG), FCM combines local and global expertise with cutting‑edge technology. We value agility, energy, determination, and initiative – that’s why we’re the alternative to legacy TMCs.
Established in June 2004, FCM has been named multiple times as the ‘World’s Best Travel Management Company’, three‑time winner of Newsweek’s ‘America’s Best Customer Service’ award, and accredited by Best Workplaces as a ‘Great Place to Work’.
We take great pride in our unique culture – results are recognized and rewarded, and we support each employee’s learning and career path.
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 proprietary technology, and global expertise in the complex world of travel management.
The ideal candidate has a proven track record in converting high‑value multinational accounts with strong consultative sales experience. He or she will have a mature understanding of segment‑specific challenges, strong relationships at the enterprise stakeholder level, and an influential presence in the travel industry and/or technology community. The role requires experience, personality, tenacity, and an individual who enjoys a high‑energy environment and is adaptable to evolving industry needs.
Key Responsibilities
Lead and project manage complex sales cycle for enterprise prospects, maintaining a robust long‑term pipeline, active sales funnel, and documenting accurate CRM records.
Generate and qualify suitable enterprise prospects across a 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 and global markets.
Plan detailed account acquisition strategy based on understanding of client business, travel program strategy, and objectives.
Articulate FCM differentiators and create compelling value propositions, customized solutions and appropriate technology products for key stakeholders and C‑suite decision makers.
Partner with regional sales counterparts and cross‑functions to formulate joint strategies to win at global scale.
Participate in sales and marketing initiatives, and represent the FCM brand at major industry events, conferences and trade shows.
Achieve individual financial targets and KPI’s, and actively contribute to enterprise team goals and FCM’s growth strategy.
Manage multinational contract negotiations and seamless handover to onboarding, operational and business success teams.
Experience & Qualifications
10+ years in B2B global sales, including a minimum of 2 years acquiring enterprise‑size multinational customers.
Existing book of relevant contacts at flagship companies, with ability to secure 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 in the corporate travel sector, including technology sales.
Exceptional communication and presentation skills at the C‑suite and 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 organizations.
Solid computer skills – MS Office (Word, Excel, PowerPoint) and proficiency with sales enablement tools (e.g. Salesforce, Highspot, Wrike, RFPIO).
Ability to travel nationally and internationally.
Bachelor’s degree preferred; candidates with outstanding sales experience will also be considered.
Understanding of the FCM business and competitive landscape, with the ability to position FCM’s value to prospects.
Work Perks! – What’s in it for you:
Have fun:
Our culture thrives on enjoyment and creativity.
Reward & Recognition:
Celebrate success at Buzz Nights and the annual Global Gathering.
Use your smarts:
Leverage your expertise to shape solutions.
Love for travel:
Benefit from a culture that values the passion for travel.
Personal connections:
Our people are built on relationships.
Diversity, Equity & Inclusion:
Commitment through DEI initiatives and inclusive hiring practices.
A career, not a job:
Genuine opportunities for growth.
Support for all:
Commitment to employee professional and personal development.
Giving back:
Corporate Social Responsibility program and volunteer days.
Benefits Include:
Paid Time Off – up to 15 vacation days (prorated upon hire, increasing to 20 after 2 years), 5 sick days, 3 personal days, 1 Diversity Day, 1 Volunteer Day, and 8 recognized holidays annually.
Health & Wellness Programs and Employee Financial Wellness Services.
National/International Award Nights and Conferences.
Health benefits – medical, dental, vision, gender‑affirming care, and fertility care.
Insurance – hospital indemnity, AD&D, critical illness, long‑term and short‑term disability.
Flexible Spending Accounts.
Employee Assistance Program.
401(k) program with partial match.
Tuition Reimbursement Program.
Employee Share Plan – stock purchase on Australian Stock Exchange with company match.
Global career opportunities.
*Vacation, Personal, and Sick time accrual rates will vary based on full‑time or part‑time employee status.
#LI-DE1#FCM#LI-Onsite Location – Houston, TX
If this sounds like the opportunity you have been waiting for, then APPLY NOW.
For this position, we anticipate offering an annual salary of $130,000 plus commission/incentive earnings based on achievable targets.
We thank all candidates for their interest; however, only those selected to continue in the process will be contacted.
We are an affirmative action and equal opportunity employer committed to a barrier‑free recruitment process. Please advise us about accommodation needs by contacting careers@us.flightcentre.com.
#J-18808-Ljbffr