Enterprise Sales Manager (ESM)

Enterprise Sales Manager

Job Purpose

The Enterprise Sales Manager is responsible for driving new revenue growth through proactive outreach, prospecting, and pipeline development, while also expanding existing enterprise customer relationships. Leads will be generated through multiple channels, including marketing campaigns, third-party lead generation, and self-sourced outreach.

An Enterprise customer is defined as any organisation with 200+ white-collar employees, and the role will span both national and international client requirements, depending on account footprint and opportunity scope.

This role plays a critical part in positioning IWG’s full suite of solutions to large organisations across multiple markets.

Key Responsibilities

• 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.

Required Skills, Experience & Qualifications

• 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.
• Willingness to travel internationally as needed.

About The Company

IWG has been at the forefront of flexible working for more than 30 years. With more than 4,000 locations around the globe, spanning brands including Regus, Spaces, Signature and HQ, we have made it possible for businesses of all sizes to make the transition to hybrid working, empowering employees to work wherever and whenever is most convenient.

We help more than 8 million people and their businesses to work more productively, supported by a choice of professional, inspiring and collaborative workspaces, communities and services.

As the world’s leading provider of hybrid work solutions, with four times the number of locations compared to its nearest competitor, IWG is already working with over 80% of the Fortune 500 and counts businesses including Amazon, Netflix, EY and Uber amongst its customers.

Companies of all sizes are shifting to flexible working to lower costs, improve employee retention and lower their carbon emissions. The flexible workspace is expected to grow by 600% by 2023, when 30% of all office space will be hybrid. We are growing our network faster than ever to keep up with demand from customers as we work towards our goal of reaching 30,000 centres.

Carbon Neutral Workplaces

IWG’s purpose of helping everyone have a great day at work, while protecting people and the planet is at the heart of everything we do. We are proud to supply all of our customers worldwide with carbon neutral workplaces, and we have a strong climate action plan in place to help us achieve our objective of Net Zero emissions by 2040.

Leading Employer Award

IWG is proud to be the recipient of a Leading Employer Award in 2022, 2023, 2024 & 2025. Awarded exclusively to the top 1% of employers, the accolade is testament to our diverse global workforce and the role everyone plays in bringing our purpose, culture and values to life, every single day.

Join us at https://careers.iwgplc.com/home