Sales Team Lead (Commercial)
Esri Sales Team Lead (Commercial)
Company Overview:
Esri is the global leader in geographic information system (GIS) software, location intelligence, and digital mapping. The ArcGIS platform enables organizations around the world to apply geographic science and spatial analytics to better understand complex systems and solve real-world challenges.
More than 700,000 organizations rely on ArcGIS, including 70% of the largest global companies, national governments, all 50 U.S. states, and thousands of commercial enterprises. Esri remains privately held and committed to long-term, sustainable growth.
Overview:
Esri is seeking an experienced enterprise sales professional to join its Commercial organization in a player/coach leadership role.
This individual will help lead an account team supporting large, complex enterprise customers while remaining closely involved in account strategy, customer engagement, and sales execution. The role combines enterprise selling, team leadership, industry expertise, and a strong understanding of GIS and Esri technology.
Responsibilities:
- Lead and support an account team focused on strategic enterprise customers.
- Coach and mentor team members while providing guidance around account strategy, opportunity development, and sales execution.
- Develop and execute account growth strategies that expand Esri's presence across customers, business units, and use cases.
- Build relationships with senior leaders and executive decision makers within large organizations.
- Identify new opportunities and guide complex enterprise sales cycles from early engagement through negotiation and close.
- Apply industry knowledge across Hi-Tech, Media & Entertainment, Consumer Goods & Services, Insurance, and Financial Services to help customers address business challenges with Esri technology.
- Help customers understand the value of GIS, location intelligence, and ArcGIS within their organizations.
- Navigate complex budgeting, procurement, and purchasing processes.
- Coordinate cross-functional resources to support customer needs and advance strategic opportunities.
- Represent Esri at customer meetings, industry events, workshops, and conferences.
- Use strong presentation, whiteboarding, and storytelling skills to communicate solutions and business value.
Requirements:
- 8+ years of enterprise sales, consulting, program management, or other relevant experience working with large, complex organizations.
- 3+ years of experience mentoring, coaching, or leading others.
- Proven ability to develop and execute strategic account growth plans.
- Strong industry knowledge within Hi-Tech, Media & Entertainment, Consumer Goods & Services, Insurance, or Financial Services.
- Strong understanding of GIS and Esri technology.
- Experience engaging executive-level stakeholders and navigating complex enterprise organizations.
- Knowledge of budgeting, procurement, and purchasing cycles.
- Strong negotiation, presentation, and communication skills.
- Ability to travel domestically or internationally up to 50%.
- Bachelor's degree in GIS, surveying, engineering, business administration, or a related field.
- Must be authorized to work for any employer in the U.S. Visa sponsorship is not available for this position.
Recommended Qualifications:
- Experience with data science, spatial analysis, or location-based analytics.
- Master's degree in GIS, business administration, or a related field.