- 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.
- Proven track record in B2B prospecting, business development, and solution selling.
- Ability to independently source and qualify leads in complex, consultative sales environments.
- Strong understanding of the enterprise customer buying journey and long-cycle deal management.
- Experience working with and influencing C-level stakeholders.
- Background in commercial real estate, enterprise services, or flexible workspace is highly desirable.
- Demonstrated ability to meet and exceed sales targets through self-generated pipeline.
- Strong negotiation and contract structuring skills.
- High level of commercial acumen and results orientation.
- Comfortable working in global, matrixed organisations with distributed teams.
- Adaptable, proactive, and confident navigating ambiguity.
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