Director of Sales, Enterprise Implementations
Sign up free to see how well your resume matches this role.
What you'll do
- New business development. Build a pipeline through direct outreach, industry relationships, referrals, and partners. Develop account plans for a defined group of enterprise prospects.
- Client discovery. Understand the operational problem, the investment priorities, and the decision process. Establish whether the opportunity is a good fit for FIQ before committing to a proposal.
- Enterprise relationships. Build support across operations, IT, finance, procurement, and executive leadership. Understand each stakeholder’s priorities and keep the buying group aligned as the opportunity develops.
- The sales process. Set clear next steps, coordinate follow-up, and keep proposals and decisions moving. Lead executive presentations, commercial negotiations, and contracting.
- Collaboration with the practice. Bring implementation and delivery leaders into discovery, site visits, and solution discussions. Work together on scope, rollout sequencing, resource assumptions, and pricing.
- Partner and event opportunities. Develop relationships across the Manhattan, Deposco, and broader warehouse technology ecosystem. Plan prospect meetings around relevant conferences and turn those conversations into qualified opportunities.
- Account expansion. Stay involved after signature, maintaining senior client relationships and identifying opportunities for additional facilities, rollout phases, and related services.
- Pipeline and forecasting. Keep opportunity records current and provide realistic forecasts based on the client’s decision process, timing, and outstanding commitments.
What they're looking for
- At least five years in a sales role, with personal responsibility for revenue targets and a record of winning complex enterprise business.
- Experience selling into supply chain, logistics, or warehouse operations, with enough domain knowledge to lead a credible discovery conversation.
- Experience managing long sales cycles involving multiple business functions and executive decision-makers.
- A track record of creating your own pipeline and converting industry relationships into new business.
- The ability to understand a client’s operational priorities and explain the business value of a proposed investment.
- Experience working with technical and delivery specialists throughout a sale.
- Sound judgment on services scope, pricing, delivery risk, margin, and contract terms.
- Clear communication, strong negotiation skills, and consistent follow-through.
- Hands-on WMS configuration or implementation delivery experience is not required.
Nice to have
- Selling implementation or professional services at a systems integrator, platform vendor, or supply chain consultancy, particularly larger, end-to-end programs.
- Experience with Manhattan, Deposco, Blue Yonder, Körber, or comparable enterprise WMS platforms.
- Familiarity with related TMS, OMS, WES, or warehouse automation programs.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
General Information
Job Title: Director of Sales, Enterprise Implementations
Primary Job Location: Atlanta metro preferred; open to candidates based in the United States
Travel: 30 to 50%
Employment Type: Full-time
Reporting To: Chief Strategy Officer
Existing Vacancy: Yes. This posting is for an existing vacancy.
Application Deadline: Open until filled. Applications are reviewed on a rolling basis.
The Opportunity
Fulfillment IQ is looking for an accomplished enterprise sales leader to grow our implementation practice across Manhattan, Deposco, and related warehouse technology platforms.
Our clients include retailers, brands, and 3PLs investing in the systems that run their distribution operations. They need an implementation partner who understands the operational demands of the business and can support complex programs across multiple facilities.
You will develop new business and lead these opportunities from the first conversation through contract execution. That means building relationships with the people involved in the decision, understanding why the investment matters, and guiding the sale through a long enterprise buying process.
You will work closely with our implementation leaders, who bring platform expertise and help define the delivery approach. Your responsibility is to lead the commercial relationship and bring the right people together to win the work.
What You’ll Own
- New business development. Build a pipeline through direct outreach, industry relationships, referrals, and partners. Develop account plans for a defined group of enterprise prospects.
- Client discovery. Understand the operational problem, the investment priorities, and the decision process. Establish whether the opportunity is a good fit for FIQ before committing to a proposal.
- Enterprise relationships. Build support across operations, IT, finance, procurement, and executive leadership. Understand each stakeholder’s priorities and keep the buying group aligned as the opportunity develops.
- The sales process. Set clear next steps, coordinate follow-up, and keep proposals and decisions moving. Lead executive presentations, commercial negotiations, and contracting.
- Collaboration with the practice. Bring implementation and delivery leaders into discovery, site visits, and solution discussions. Work together on scope, rollout sequencing, resource assumptions, and pricing.
- Partner and event opportunities. Develop relationships across the Manhattan, Deposco, and broader warehouse technology ecosystem. Plan prospect meetings around relevant conferences and turn those conversations into qualified opportunities.
- Account expansion. Stay involved after signature, maintaining senior client relationships and identifying opportunities for additional facilities, rollout phases, and related services.
- Pipeline and forecasting. Keep opportunity records current and provide realistic forecasts based on the client’s decision process, timing, and outstanding commitments.
What You Bring
Required
- At least five years in a sales role, with personal responsibility for revenue targets and a record of winning complex enterprise business.
- Experience selling into supply chain, logistics, or warehouse operations, with enough domain knowledge to lead a credible discovery conversation.
- Experience managing long sales cycles involving multiple business functions and executive decision-makers.
- A track record of creating your own pipeline and converting industry relationships into new business.
- The ability to understand a client’s operational priorities and explain the business value of a proposed investment.
- Experience working with technical and delivery specialists throughout a sale.
- Sound judgment on services scope, pricing, delivery risk, margin, and contract terms.
- Clear communication, strong negotiation skills, and consistent follow-through.
- Hands-on WMS configuration or implementation delivery experience is not required.
Preferred Experience
- Selling implementation or professional services at a systems integrator, platform vendor, or supply chain consultancy, particularly larger, end-to-end programs.
- Experience with Manhattan, Deposco, Blue Yonder, Körber, or comparable enterprise WMS platforms.
- Familiarity with related TMS, OMS, WES, or warehouse automation programs.
How We Interview
- Introductory conversation with Talent Acquisition and Sales Leadership.
- Sales assessment with Sales and Partnerships leadership, including a live discovery exercise.
- Practice conversation with our Enterprise Implementations leaders, focused on industry knowledge and how you would work together during a sale.
- Final conversation with our executive team.
Rounds may run in a different order depending on interviewer availability.
About Fulfillment IQ
Fulfillment IQ is a supply chain engineering and transformation company helping brands, retailers, and 3PLs design, build, and scale high-performing logistics operations.
We combine operational expertise with technology capabilities across warehouse design and automation, order management, transportation, systems implementation, and custom software. Our work spans consulting, implementation, product engineering, and proprietary platforms.
Our teams help clients put changes into practice, improve day-to-day performance, and prepare their operations for growth.
Why Fulfillment IQ
You will have the opportunity to help grow our implementation business, develop important client relationships, and contribute to how we approach the market.
- Work with experienced implementation leaders who understand the platforms and the operations they support.
- Sell services that address practical warehouse challenges and make a visible difference to clients.
- Have a voice in account priorities, partner relationships, and the development of the practice.
- Work with colleagues who value direct communication, sound judgment, and accountability.
Benefits and Support
Benefits vary by country and employment location and are reviewed with candidates during the hiring process. Depending on eligibility and location, our offering includes:
- Health and dental coverage, with regional wellness support
- Paid vacation, sick leave, and public holidays
- Retirement savings programs appropriate to the country of employment
- Learning and professional-development support
- Remote and hybrid working arrangements based on role and location
- Equipment, home-office, internet, and eligible business-travel support
- Team gatherings, company meetups, and offsites
Work Authorization and Sponsorship
Applicants must be legally authorized to work in the USA.
Use of Artificial Intelligence in Hiring
FIQ uses artificial intelligence to assist in the screening, assessment, and shortlisting of applications for this position, including features within our applicant tracking system. AI supports human reviewers and does not make hiring decisions on its own. Final hiring decisions are made by FIQ personnel. If you have questions about how AI is used in this process, contact hr@fulfillmentiq.com.
Accommodations
FIQ is committed to an inclusive and accessible recruitment process. Accommodations are available on request at any stage of recruitment and assessment. Contact hr@fulfillmentiq.com and we will work with you to meet your needs.
Candidate Privacy
Your personal information is collected and used for recruitment purposes in accordance with FIQ's Candidate Privacy Notice, available at https://fulfillmentiq.com/candidate-privacy-notice/. This includes the use of AI-assisted screening described above and storage that may occur in the United States. By applying, you acknowledge this notice. Questions: hr@fulfillmentiq.com.
Life at Fulfillment IQ
We are a people-focused company built on trust, collaboration, and ownership. We believe strong teams are created by bringing together different backgrounds, experiences, and perspectives.
Fulfillment IQ is proud to be an equal-opportunity employer. We consider qualified applicants without regard to race, colour, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, or any other status protected by applicable law.
Learn More About Us:
Website: fulfillmentiq.com
LinkedIn: Fulfillment IQ
Spotify: eCom Logistics Podcast Spotify
YouTube: eCom Logistics Podcast YouTube
Company
Company facts come from this company's own listings. We only show what the postings themselves carry.