Director of Enterprise Sales

Insignia Group

20h•Onsite

About The Position

Insignia is a software company located in downtown Rock Hill, SC, dedicated to innovating the automotive accessories industry. The company aims to help dealerships enhance sales, improve customer satisfaction, and offer personalized vehicle options. Insignia fosters a collaborative, driven, and competitive team culture where every idea is valued, and employees contribute to significant industry impact. The Director of Enterprise Sales is responsible for identifying, pursuing, and securing high-value enterprise opportunities with OEMs, large dealer groups, strategic partners, and national accounts. This role is critical for driving top-tier revenue growth by cultivating executive-level relationships, effectively positioning Insignia Group’s solutions, and navigating complex discussions involving digital retailing, APIs, and enterprise data integrations. Once agreements are finalized, the Director of Enterprise Sales formally transitions the client relationship to the Enterprise Account Manager.

Requirements

Ability to drive growth in the number of enterprise opportunities.
Ability to increase the quality and value of the pipeline.
Ability to achieve growth in enterprise revenue.
Proven success in converting OEM and enterprise prospects.
Ability to ensure a smooth and complete handoff to the Enterprise Account Manager.
Strong executive presence and relationship-building skills.

Responsibilities

Identify enterprise opportunities across OEMs, DR providers, dealer groups, and national accounts.
Build and maintain a strong enterprise-level pipeline.
Conduct market research to identify trends and growth opportunities.
Attend industry events and OEM meetings to generate leads.
Build and nurture relationships with OEM and enterprise decision-makers.
Lead high-level conversations about integrations, ROI, and enterprise strategy.
Represent Insignia Group at an executive standard.
Lead the full enterprise sales cycle from introduction through contract signing.
Conduct discovery, technical alignment, pricing, and negotiations.
Collaborate cross-functionally to tailor enterprise proposals.
Deliver demos, presentations, and statements of work.
Work with Product and Technology teams to define technical needs.
Communicate integration requirements and enterprise expectations.
Ensure solutions are aligned with Insignia Group capabilities.
Collaborate on pricing strategy and contract framework.
Lead procurement, legal, and executive negotiations.
Maintain clear communication with leadership on risks and structure.
Provide a complete, organized handoff after contract execution.
Prepare documentation: scope, timeline, contacts, risks.
Attend kickoff, then transition out appropriately.
Provide ongoing market, competitor, and opportunity feedback.
Support marketing in creating enterprise-facing collateral.
Contribute to revenue planning and enterprise forecasting.