Senior Enterprise Business Development
Job Summary
This is a senior individual contributor role responsible for managing the top of the sales funnel for ultra-high-value enterprise accounts. You will execute high-volume outbound campaigns, identify and engage C-suite decision-makers, and secure qualified meetings for the Division Lead. The role focuses on pipeline generation and requires strategic research, executive-level communication, and rigorous CRM discipline.
Responsibilities
- Execute high-volume multi-channel outbound campaigns
- Identify and engage C-suite and Director-level decision-makers
- Qualify and hand off enterprise opportunities to Division Lead
- Maintain rigorous CRM hygiene and report on sales indicators
Required Skills
- High-frequency outbound sales
- Executive-level communication
- Account-based research and mapping
- CRM proficiency (HubSpot/Salesforce)
- Technical regulatory knowledge (GDPR, ISO, ESG)
Job Details
Responsibilities:
Strategic Pipeline Generation
- Execute high-volume, multi-channel outbound campaigns including precision cold calling, personalised email cadences, and account-based LinkedIn social selling.
- Conduct deep-dive account research to map organisational hierarchies, identify buying triggers, and surface infrastructure pain points before initiating contact.
- Differentiate messaging across buyer personas, using risk-led narratives for CISOs, financial-recovery narratives for IT Operations, and ESG narratives for Sustainability Officers.
Executive Engagement
- Initiate peer-level consultative conversations with C-suite and Director-level decision-makers.
- Translate technical capabilities (NIST SP 800-88 sanitisation, NSA-listed degaussing, blockchain-verified chain-of-custody, certified e-waste recovery) into business outcomes such as risk mitigation, financial recovery, and audit-ready ESG reporting.
- Handle senior-executive objections with tactical empathy.
Qualified Handoff
- Qualify high-intent enterprise opportunities against agreed ideal-customer-profile criteria.
- Schedule and brief introductory presentations for the Division Lead, ensuring full account context is transferred.
- Coordinate with the Operations team for site visits and demonstrations, and the Client Experience team for long-term onboarding.
Pipeline Discipline
- Maintain rigorous CRM hygiene (HubSpot or Salesforce) with accurate stage tracking, next actions, and weekly forecast updates.
- Report on leading indicators (dials, conversations, personalised emails) and lagging indicators (qualified meetings held, pipeline-originated value).
Requirements:
- Demonstrated resilience in high-frequency outbound environments; comfortable with 35 to 50 targeted outbound dials a day.
- Exceptional spoken and written English with the ability to hold the attention of a Vice President.
- Skilled in building named-account playbooks rather than using generic templates.
- Strong understanding of the mathematical realities of the B2B funnel.
- Proficient with CRM and sales-automation tools.
- Ability to quickly absorb regulatory and technical context (NIST, GDPR, PDPA, ESG Scope 3, ISO frameworks).
- Based in or willing to commute within the Klang Valley; willing to attend occasional client meetings across Selangor and Kuala Lumpur.