Enterprise Sales Leader

About HG Insights

HG Insights is the leader in technology intelligence, providing data-driven insights that help businesses make strategic decisions about technology investments and market opportunities. We transform raw data into actionable intelligence that drives revenue growth and competitive advantage for our customers.

Role Overview

The Enterprise West Sales Leader will build, coach, and lead a high-performing team of senior sellers responsible for driving enterprise-level business transformation. This leader embodies a “failure is not an option” mindset and inspires the same grit and executional excellence across their team. The role requires an expert in strategic coaching, executive selling, and cross-functional collaboration to drive sustainable revenue growth through expansion, retention, and complex deal execution.

Key Responsibilities

Sales Leadership & Coaching (60%)

• Coach senior sellers on reaching C-suite executives, multithreading, and closing high-value transformation deals.
• Drive consultative, value-based selling skills across the team, including negotiation, positioning, and time management.
• Ensure consistent attainment of activity targets through cold calling, networking, and self-prospecting.
• Lead skill-development programs and define clear career progression for your team.

Client Engagement & Field Presence (20%)

• Travel to client sites weekly to strengthen relationships and drive executive alignment.
• Partner directly with top accounts to uncover strategic expansion opportunities.
• Represent the company in QBRs, executive meetings, and on-site reviews.

Team Leadership & Behavioral Management (10%)

• Build a culture of accountability, grit, and performance excellence.
• Lead by example with a process-oriented, data-driven approach.
• Run small group training sessions based on skill levels for targeted development.

Pipeline Management & Forecasting (10%)

• Maintain 4x pipeline coverage at all times with accurate forecasting within 10% variance.
• Ensure flawless Salesforce hygiene—logging all activities, deal progress, and forecast changes.
• Lead structured Deal Reviews and Account Planning cadence to uncover risks and opportunities.

Top Priorities

• Meet or exceed quota targets.
• Drive sales coaching focused on retention and expansion.
• Increase average order value for existing customers.
• Achieve forecast accuracy within ±10% from quarter start.
• Maintain operational discipline and team accountability.