Job Description

Enterprise Relationship Manager

Location: Southern California (remote / hybrid), focused on large enterprise accounts

Industry: Enterprise Software & Digital Infrastructure

Overview

A rapidly scaling enterprise technology provider is seeking an experienced Enterprise Relationship Manager to own and grow a defined portfolio of large, strategic customer accounts across the Southern California region.

This role is focused on developing senior executive relationships, uncovering complex enterprise opportunities, and driving significant revenue growth through both new logo acquisition and expansion within existing customers. You will operate as a trusted commercial advisor to large organisations, navigating multi-stakeholder buying groups and long sales cycles to secure high-value, business-critical technology investments.

Key Responsibilities

• Own and grow a portfolio of named enterprise customers with complex organisational structures and large employee bases.
• Develop and maintain strong relationships with senior stakeholders, including C-level and executive decision-makers.
• Drive new business acquisition while expanding footprint and spend within existing accounts.
• Manage the full enterprise sales lifecycle from prospecting and qualification through negotiation, closing, and account expansion.
• Build and maintain a robust pipeline through proactive outbound activity, partner collaboration, events, and referrals.
• Accurately forecast revenue, manage pipeline health, and consistently deliver against monthly, quarterly, and annual targets.
• Collaborate closely with internal stakeholders including pre-sales, channel partners, sales engineering, and marketing teams to drive deal success.
• Position and articulate complex technology solutions in a clear, compelling, and business-relevant way.
• Lead territory and account planning, pipeline reviews, and strategic deal discussions with leadership.
• Represent the organisation professionally at industry events, customer meetings, and regional engagements.

Experience & Profile

• 10+ years of experience selling enterprise software, hardware, or infrastructure solutions to large, complex organisations.
• Strong track record of consistently achieving and exceeding revenue targets in a field-based or strategic sales role.
• Proven ability to identify, qualify, and close high-value (six to seven figure) enterprise transactions.
• Demonstrated success penetrating new accounts while simultaneously expanding existing relationships.
• Experience selling emerging or disruptive technologies into markets dominated by incumbents or legacy solutions.
• Comfortable managing long, multi-stakeholder enterprise sales cycles with complex decision processes.
• Strong strategic account planning capability combined with a hands-on, execution-focused mindset.
• Highly organised, process-driven, and disciplined in pipeline management, forecasting, and CRM usage.
• Entrepreneurial, adaptable, and comfortable operating in a fast-moving, high-growth environment.
• Excellent communication, presentation, and stakeholder management skills.
• Able to work independently while collaborating effectively within a distributed, cross-functional team.