Enterprise Solutions Sales Lead

About the role

You will drive enterprise sales for the Opal platform by acting as the primary commercial and technical champion for new and existing accounts. This hybrid role requires you to be equally adept at articulating strategic return on investment to executive stakeholders and navigating complex technical integrations with engineering teams. You will own the end-to-end sales motion for Opal, shaping the go-to-market strategy for this newly formed commercial organization from the ground up. A core part of your responsibility will be to act as a connector, leveraging opportunities within current client portfolios and expanding the business well beyond your direct pipeline. Because this function is brand new, you will have significant ownership in defining the enterprise sales playbook and establishing the operational rhythm for the motion. You will build the sales framework, partner enablement strategy, and solution positioning that will set the standard for years to come. This is an opportunity for a builder to create the foundation of a high-growth enterprise sales organization.

Key facts

What you'll do

You will spearhead the growth of the Opal product set, directly measuring success through revenue generated on the platform. You will build and expand enterprise pipeline by owning the full cycle of prospecting, qualification, and opportunity progression with the sales team. You will collaborate closely with Account Management to identify and win new Opal opportunities within accounts already served by Welocalize. You will work synergistically with the SDR team to drive mid-market expansion and identify secondary growth vectors. You will act as a trusted advisor to existing clients, uncovering latent needs where Opal can solve problems they already possess. You will contribute to large, strategic enterprise deals where Opal is a component of a broader solution, helping to shape the narrative and win the business. You will partner with services teams on proposals and deal strategy, providing an Opal-specific lens to complex, multi-part agreements. You will support the partner and distribution network by delivering technical and commercial expertise that enables partners to close deals and service their own complex opportunities. You will lead the technical conversation throughout the entire sales cycle, running product demonstrations, designing solutions, and guiding clients through complex integrations with engineering support as required. You will translate client requirements into a clear, workable solution design and manage the technical evaluation process from initial demo to proof of concept and integration scoping. You will maintain accurate pipeline and forecast records, providing regular visibility into deal status, risks, and progress to stakeholders. You will represent the voice of the enterprise customer internally, sharing critical feedback that helps shape the future evolution and roadmap of Opal.

Requirements

You possess proven experience selling technical or platform/SaaS products into enterprise accounts, ideally with some solutions engineering or pre-sales exposure to complex workflows. You have a demonstrated track record of meeting or exceeding sales targets in complex, integration-heavy deals that involve multiple touchpoints. You bring experience managing the full cycle of enterprise sales, from initial prospecting and qualification through negotiation and final close. You have experience working within a partner or channel ecosystem, collaborating effectively with resellers or distribution partners to expand reach. You are able to run product demonstrations and lead technical discovery conversations directly with clients to uncover needs and present viable solutions. You exhibit strong verbal and written communication skills, with the ability to tailor your message for both executive leadership and technical specialists. You are comfortable using CRM and forecasting tools to actively manage and report on a robust sales pipeline. You are willing to travel as needed to meet clients and partners in person to build relationships and close deals. You understand the importance of maintaining a secure and compliant environment, aligning with operational standards supported by seven ISO certifications. You are based in the United States and are able to work within the hybrid schedule defined by the company.

Nice to have

You have prior experience in the localization, language, AI, content, or adjacent enterprise software sectors, providing context for industry-specific nuances. You have a deep familiarity with AI-enabled content solutions and understand the operational benefits of automation in multilingual workflows. You have a history of working with enterprise translation management systems and understand the technical requirements of global content operations. You are experienced selling to large enterprises where compliance, security, and regulatory alignment are critical decision factors. You have a background in consultative selling methodologies and are skilled at aligning solutions with specific client business outcomes.

Practical notes

This role is based in the United States and requires full-time commitment. Travel is required as needed to meet clients and partners. The position operates within a hybrid work model, allowing for a combination of remote and in-office work. The successful candidate will be comfortable operating within a fast-paced, growth-oriented environment where responsibilities will evolve quickly. The role requires a high degree of self-motivation and discipline to manage a complex pipeline and meet aggressive revenue targets.