Head of Enterprise Sales - Common Room

Zoom Video Communications
District of Columbia
Workplace: RemoteFull timeUSD 200,700 - 447,900 annuallyFunction: SalesSkills: ["Leadership","Coaching","Executive communication","Cross-functional collaboration","Data-driven decision-making"]

Own the end-to-end enterprise revenue number, driving pipeline strategy, forecasting cadence, and enterprise new-logo and expansion bookings. Build and lead a high-performing team of enterprise AEs and front-line managers, enforce a repeatable enterprise sales process (e.g., MEDDPICC or Command of the Message), and personally engage on complex multi-stakeholder deals. Partner cross-functionally with Marketing, SDR/BDR, Customer Success, and RevOps while reporting data-backed performance insights to executives.

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FursaFursa
Zoom Video Communications
Zoom Video Communications
1 day ago

Head of Enterprise Sales - Common Room

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Last checked: 15 hours agoStatus: Live

Job Summary

Own the end-to-end enterprise revenue number, driving pipeline strategy, forecasting cadence, and enterprise new-logo and expansion bookings. Build and lead a high-performing team of enterprise AEs and front-line managers, enforce a repeatable enterprise sales process (e.g., MEDDPICC or Command of the Message), and personally engage on complex multi-stakeholder deals. Partner cross-functionally with Marketing, SDR/BDR, Customer Success, and RevOps while reporting data-backed performance insights to executives.
Location: District of Columbia
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Sr. Director level

Key Responsibilities

  • •Build and develop a high-performing team of enterprise AEs and front-line managers, including onboarding, career paths, and regular deal/call reviews.
  • •Define, document, and enforce a repeatable enterprise sales process (e.g., MEDDPICC or Command of the Message), owning forecast accuracy and pipeline discipline.
  • •Lead and personally engage on complex, multi-stakeholder enterprise deals, navigating long sales cycles and closing six- and seven-figure contracts.
  • •Own enterprise new-logo and expansion bookings targets by partnering with Finance and RevOps on territory/account/capacity plans, quotas, and compensation structures.
  • •Partner with Marketing, SDR/BDR, Customer Success, and RevOps on pipeline generation and land-and-expand strategies, reporting performance and product feedback to executives and the board.
Travel: Medium travel

Pay and Benefits

Salary: USD 200,700 - 447,900 annually

Key Requirements

  • •5+ years of enterprise B2B SaaS sales experience in martech or revtech, selling to marketing, sales, and RevOps buyers.
  • •10+ years in B2B SaaS sales overall, including 5+ years leading enterprise sales teams with managers-of-managers experience.
  • •Deep command of enterprise sales methodologies such as MEDDPICC, Command of the Message, Challenger, or equivalent.
  • •Proven coaching track record developing reps into top performers and promoting people into leadership.
  • •Strong executive presence with C-suite buyers, comfort with CRM hygiene and using metrics/dashboards to diagnose performance gaps.
Experience:B2B SaaSMartechRevtech
Skills:LeadershipCoachingExecutive communicationCross-functional collaborationData-driven decision-making
Tech Stack:CRMMarketing automationSales engagementDashboards

Company Brief

Zoom Video Communications
Provides video conferencing, chat, phone, webinar, and collaboration software for businesses, schools, and individuals. Its platform is widely used for remote meetings, virtual events, and hybrid work communication.
Industry: SaaS
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Jose, United States
Founded: 2011
WebsiteLinkedIn