Enterprise Sales Leader

📋 Description

• • Own and grow a book of strategic enterprise accounts across the U.S. as an individual contributor for KAYAK for Business, Booking Holdings’ corporate travel solution.
• • Manage the full enterprise sales cycle from prospecting and lead qualification to product demonstrations, commercial negotiations, and contract close, ensuring seamless progression through complex buying processes.
• • Develop and execute customized account strategies targeting key enterprise stakeholders including Travel Managers, Procurement, Finance, and IT leaders.
• • Collaborate cross-functionally with Product, Marketing, and Customer Success teams to align proposals, pricing models, and onboarding plans with the unique needs of large enterprise customers.
• • Maintain accurate sales forecasting and pipeline reporting using Salesforce (preferred) to ensure visibility and alignment with commercial objectives.
• • Represent KAYAK for Business at industry events, conferences, and executive-level briefings to build brand presence and credibility in the corporate travel market.
• • Conduct regular competitive analysis and market trend monitoring, providing actionable insights to Product and Commercial teams to inform product evolution and go-to-market strategy.
• • Build and nurture long-term relationships with C-level and senior procurement executives to drive adoption, retention, and expansion of KAYAK for Business within enterprise travel programs.
• • Navigate multi-stakeholder procurement processes and negotiate complex, multi-year SaaS contracts with legal, finance, and compliance teams.
• • Operate autonomously in a fast-paced, dynamic environment while maintaining high standards of accuracy, responsiveness, and strategic thinking.
• • Travel occasionally to meet with clients, attend industry events, or participate in internal company meetings across the U.S.
• • Leverage data-driven methodologies to prioritize targets, assess pipeline health, and optimize conversion rates across the sales funnel.
• • Partner with lead generation and RFP management teams to ensure consistent flow of qualified opportunities and timely response to formal procurement requests.
• • Act as a trusted advisor to enterprise clients, positioning KAYAK for Business as the solution that delivers compliance, cost savings, and improved travel program visibility.
• • Contribute to shaping the product roadmap by providing direct customer feedback and market intelligence gathered from enterprise engagements.
• • Maintain rigorous documentation of all customer interactions, objections, decision-making criteria, and next steps to ensure continuity and accountability.
• • Demonstrate deep understanding of the corporate travel management landscape, including pain points around policy adherence, expense reporting, vendor consolidation, and traveler experience.
• • Align sales activities with KAYAK’s mission to transform business travel through superior content, UX, and data-driven insights.