Enterprise Sales Manager (ESM)

Overview

Enterprise Sales Manager (ESM) at International Workplace Group plc. The Enterprise Sales Manager is responsible for driving new revenue growth through proactive outreach, prospecting, and pipeline development, while expanding existing enterprise customer relationships. Leads will be generated through multiple channels, including marketing campaigns, third-party lead generation, and self-sourced outreach. An Enterprise customer is defined as any organisation with 200+ white-collar employees, and the role will span both national and international client requirements, depending on account footprint and opportunity scope. This role positions IWG’s full suite of solutions to large organisations across multiple markets.

Responsibilities

• Generate profitable new revenue by identifying, prospecting, and converting new Enterprise clients.
• Develop and maintain a robust pipeline of qualified sales opportunities across multiple sectors and geographies.
• Conduct strategic outreach through direct engagement, events, and third-party referrals to identify high-potential prospects.
• Own the full sales cycle — from first contact to close — with an emphasis on front-end activity and deal progression.
• Create and execute Account Plans to grow wallet share within assigned strategic accounts.
• Build and maintain executive-level relationships to gain insight into client needs and translate into tailored workspace solutions.
• Collaborate with brokers, real estate advisors, and consultants to generate opportunities and increase IWG’s market visibility.
• Partner cross-functionally with regional Sales, Operations, and Product teams to ensure seamless solution delivery.
• Continuously gather and share feedback from prospects and clients to improve product-market fit and go-to-market effectiveness.
• Deliver accurate pipeline forecasts, activity reports, and performance updates.

Requirements & Qualifications

About The Company

IWG has been at the forefront of flexible working for more than 30 years. With over 3,500 locations around the globe, spanning brands including Regus, Spaces, Signature and HQ, we provide flexible workspaces and services to help businesses work more productively. We support more than 8 million people and their businesses worldwide, with carbon-neutral workplaces and a plan to reach Net Zero emissions by 2040. IWG is a leading employer with recognition as a Leading Employer Award recipient in 2022–2025.

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