Sales

Director, Enterprise Sales

L6 · Sales · Enterprise

DRS

Director, Enterprise Sales

Sales Enterprise

Accomplishments

REFERENCE DRS

Competencies

Mission

Define enterprise sales strategy and close the company's largest deals

Tour of Duty

Build a team that consistently hits enterprise quota

About This Job Family

People in this job family find prospects, build relationships, and close deals. Whether hunting new logos or expanding existing accounts, they translate product value into customer commitments. Great salespeople don't just sell—they solve problems and build trust.

What You'll Do

Enterprise Sales professionals close the largest, most complex deals—multi-year, multi-million dollar contracts with Fortune 500 companies. They navigate complex buying committees, long sales cycles, and high-stakes negotiations. Success requires strategic thinking, executive relationships, and the patience to orchestrate deals that can take 12+ months to close.

• Define enterprise sales strategy and close the company's largest strategic deals
• Architect complex multi-year agreements with Fortune 500 accounts
• Establish best practices and playbooks that elevate enterprise sales excellence
• Serve as executive sponsor on the most critical customer relationships
• Drive strategic initiatives that shape enterprise go-to-market approach
• Influence product roadmap through deep strategic customer insights

Every responsibility is an accomplishment waiting to happen. The question is: will you own the outcome, or just do the task?

Manage a Team?

Great managers are practitioners first. The IC responsibilities above are your foundation—the craft you model for your team. Your management responsibilities are additive:

• Hire for coachability—skills can be taught, attitude can't
• Coach by connecting personal goals to business outcomes—make quota personal
• Lead with results, not activity metrics—manage outcomes, not keystrokes
• Run 1:1s that develop skills—not just pipeline reviews
• Remove blockers—clear the path so reps can close

Your team's accomplishments are your accomplishments. Help them craft S.M.A.R.T wins—specific, measurable, and ready to stand on their own.

AI as an Accelerator

AI isn't a skill we call out. It's invisible in the accomplishment but easily visible in the velocity and scale of your outcomes. Here's how people in this role are accelerating their work with AI:

→ Forecasting and pipeline analysis
→ Building team playbooks
→ Creating training programs

Your Career Record

**Your Career Record. Your Portable Proof.**

Log accomplishments as you go — not skills you claim, but work you've shipped. When you're ready for your next chapter, TailorCV turns your track record into a promotion case or tailored resume.

Your career story. Your control.

The Competencies That Matter

Skills fill your toolbox. Competencies are how you wield them. Three matter most at this level:

1. ACCOUNT MANAGEMENT (4) Strong Account Management skills required at this level.

2. SALES (4) Strong Sales skills required at this level.

3. BUSINESS DEV & PARTNERSHIPS (2) Strong Business Dev & Partnerships skills required at this level.

The radar shows the full picture. These three are where you need to be undeniable.

Your Journey From Here

Going up? Your next Tour of Duty:

→ Senior Director, Enterprise Sales - Enterprise (L7) "Scale enterprise sales to new markets or verticals"

The L6 → L7 gap is about SCALE and INFLUENCE: • From owning a project → shaping how projects get built • From leading work → leading people who lead work • From shipping features → building systems that outlast you

These are your stretch accomplishments. Start doing L7 work now. When you can prove it with accomplishments, you're ready.

Going sideways? That's valid too.

Up isn't the only direction. It's your career. You own it.

Competency Requirements

Sales

Account Management

Solutions Engineering

Business Dev & Partnerships

Customer Success

Strategy

Competency Shape

See Your Match

Create your free account to see how your accomplishments compare to this role's competency requirements.

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About Reference DRS

This isn't a job posting. It's a Reference DRS—a competency blueprint for what success looks like at this level. Pin it to your MasterCV and track your accomplishments against it. Your career is yours to own; this is just the map.

Effective Date

July 2025

Other Levels

L1 L2 L3 L4 L5 L6 L7 L8 L9

Related Variants

Tailor Your CV for Director, Enterprise Sales

Pin this Digital Role Specification to your Master CV, and TailorCV does the rest — surfacing the accomplishments and competencies that match this role while tucking away what doesn't. Drag and drop to reorder, unhide what you want to highlight, and export a resume built from your actual career record — not rewritten from scratch.

Targeting an internal move? Use this spec to build your promotion case — a structured document that maps your verified accomplishments to the competencies this level demands. Whether it's a lateral move into a new variant or a step up to the next level, your career record already has the evidence. Peer-verified accomplishments make the case your manager can't ignore.

Your Master CV is the source of truth. Your resume is the tailored perspective.

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Why competencies, not skills? Skills change with every employer. Competencies deepen across your career. Learn why →

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