Note: The job is a remote job and is open to candidates in USA. Coastal is a wholly owned subsidiary of TCS, one of the world’s largest global IT firms, seeking a Senior Director - Enterprise Sales to drive growth in the Technology, Media, and Telecommunications sectors. The role involves engaging with C-level stakeholders, managing customer relationships, and leading enterprise sales strategies to secure high-value accounts.
Responsibilities
- Engage with C-level stakeholders (CIOs, CTOs, CROs, CMOs) at leading tech and media firms to drive multi-year digital transformation initiatives and win major enterprise “logo” accounts
- Create detailed business and account planning that incorporates TMT market trends like global 5G rollouts, enterprise streaming service shifts, and complex B2B SaaS-based business models. Also, drawing on our global research, analyst relationships and existing account intelligence to inform pursuit strategies
- Drive net new enterprise logo acquisition through executive relationship development, VC/PE ecosystem connectivity, major industry forums, and coordinated activation of the TCS global client base to identify whitespace Salesforce opportunities within existing TCS accounts
- Manage the entire customer relationship lifecycle, ensuring that Salesforce solutions bridge the gap between enterprise systems and large-scale, high-volume management architectures
- Lead deep discovery conversations that uncover technical debt, legacy system constraints, and strategic business goals related to recurring revenue models, global churn reduction, and enterprise scalability
- Present sophisticated Salesforce solutions that align with the long-term strategic objectives and digital roadmaps of enterprise TMT firms
- Provide professional after-sales governance and executive oversight to enhance customer lifetime value (LTV) and ensure long-term, multi-phase platform adoption, including coordinating with Coastal and TCS delivery leadership on enterprise accounts where Coastal operates as the Salesforce practice within larger enterprise account engagements
- Maintain rigorous forecasting and pipeline management, accurately reflecting the strategic, long-cycle nature of complex enterprise tech pursuits
- Provide strategic guidance to Business Development and pre-sales resources engaged on enterprise pursuits, supporting stakeholder mapping and executive-level value articulation
- Engage deeply with Salesforce TMT-focused RVPs and AEs to co-sell and build a reputation as the preferred global partner for complex high-tech implementations, while also aligning with TCS client partners and TCS solution partners to position Coastal as the dedicated Salesforce center of excellence within a broader digital transformation portfolio
- Partner with Leadership to align enterprise business development with robust, scalable delivery methodologies and complex DevOps-centric environments
- Collaborate with Delivery and Pre-Sales leadership to ensure that pursuit strategy, commercial structure and SOW architecture reflect the full complexity of multi-year, multi-phase enterprise engagements
- Regular executive presence at client sites and major industry events with sustained face-to-face relationship investment is a defining characteristic of how enterprise deals are won and retained
Skills
- 15+ years proven expertise Enterprise Sales Leadership across enterprise accounts focused on Salesforce-centric roadmaps; with a demonstrable record of closing high-value, multi-year engagements in professional services. Deal complexity and deal size are the measures that matter
- Proven Portfolio Growth: Demonstrable experience navigating complex procurement, legal, and political landscapes of enterprise-level media, telecom, or high-tech firms
- Deep experience in the Salesforce Ecosystem, specifically with enterprise-grade clouds such as Revenue Cloud (CPQ), Communications Cloud, or Media Cloud
- Consultative, strategic mindset with an advanced understanding of complex subscription billing models, usage-based pricing, and global digital content distribution
- Mastery of the Salesforce portfolio's enterprise capabilities, including MuleSoft for high-volume, legacy API integrations and Tableau for enterprise-wide churn and sentiment analysis
- Ability to “project manage” long-cycle, complex sales pursuits involving multiple internal and external technical and executive stakeholders
- Exceptional organizational skills with a focus on managing high-value, complex pipelines and technical pre-sales complexity
- Manage the full enterprise sales lifecycle within Salesforce, from initial opportunity creation through multi-year account expansion, maintaining pipeline integrity, forecast accuracy, and executive-level visibility across long-cycle, complex pursuits
- Must have full-time permanent US work authorization
- Bachelor's Degree preferred, or equivalent experience
- Experience as a Salesforce Consultant, preferably at an implementation partner
- Prior experience operating within or selling alongside global system integrators and familiarity with GSI account team structures, co-sell motions and enterprise delivery governance
Benefits
- Flexible working hours with an emphasis on a life-work balance (in that order!)
- Remote flexible work; “Live by the beach, work in the Cloud,” plus company office locations in Palm Coast, FL; Atlanta, GA; Tysons, VA & Lexington, KY; travel as required to client locations
- Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
- Competitive quarterly bonus opportunities
- Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems; plus occasional in-house competitions with spot bonuses
- A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more
- Frequent team and culture activities, virtual & in-person, including Lunch and Learns, Happy Hours, team-building events
- Monthly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance
- Opportunities for accelerated growth, networking, and career guidance and support
- Trust, transparency and respect across all levels of the company
Company Overview