About the Company

We are an ambitious technology and financial services organisation helping businesses modernise their operations through scalable digital products and business-focused financial solutions. Our commercial strategy centres on understanding complex customer needs, delivering measurable value, and developing long-term partnerships with organisations across Estonia and the wider European market.

We are looking for a commercially driven Enterprise Sales Manager – B2B Solutions & Market Expansion to join our team in Tallinn. This role offers an opportunity to take ownership of the enterprise sales cycle, engage senior decision-makers, and secure new business opportunities that support the company’s growth strategy.

Role Overview

As Enterprise Sales Manager, you will lead the acquisition of new enterprise customers, from prospect identification and initial engagement through solution discovery, commercial negotiation, and contract closure.

You will develop targeted sales strategies, build a sustainable pipeline of qualified opportunities, and work closely with product, technical, legal, and implementation teams to deliver solutions aligned with customer requirements.

The ideal candidate is a confident negotiator with a consultative sales approach, strong commercial judgement, and the ability to manage complex B2B sales cycles involving multiple stakeholders.

Key Responsibilities

• Identify and pursue new enterprise sales opportunities across Estonia and selected European markets.
• Develop a structured pipeline of prospective customers across relevant industries, including fintech, financial services, technology, and other B2B sectors.
• Research target accounts, assess business needs, and identify key decision-makers and buying stakeholders.
• Lead discovery meetings to understand customer challenges, operational requirements, and commercial objectives.
• Present tailored product demonstrations, proposals, and business cases that communicate the value of the company’s solutions.
• Manage the complete sales cycle, including prospecting, qualification, solution development, negotiations, and contract execution.
• Build relationships with senior executives, department heads, procurement teams, and other enterprise stakeholders.
• Develop account-specific sales strategies and maintain accurate sales forecasts and opportunity records.
• Negotiate commercial terms, pricing structures, and service agreements in collaboration with relevant internal teams.
• Work with product and technical specialists to ensure proposed solutions meet customer requirements and implementation capabilities.
• Coordinate with onboarding and customer success teams to support a smooth transition from contract signature to service delivery.
• Monitor competitor activity, market developments, and customer feedback to improve sales positioning.
• Achieve agreed sales targets, including new customer acquisition, revenue generation, and pipeline development.
• Maintain accurate CRM data and prepare regular sales performance reports for management.
• Contribute to the refinement of sales processes, go-to-market strategies, and enterprise customer acquisition initiatives.

Requirements and Qualifications

• Bachelor’s degree in Business, Finance, Economics, Marketing, or a related field.
• At least 4 years of experience in enterprise sales, B2B business development, solution sales, or commercial account acquisition.
• Proven track record of meeting or exceeding sales targets and converting qualified opportunities into long-term business relationships.
• Experience selling fintech products, payment solutions, SaaS platforms, financial services, or complex technology solutions is highly desirable.
• Strong understanding of consultative selling, enterprise procurement processes, and multi-stakeholder negotiations.
• Ability to develop commercial proposals, present business cases, and communicate return on investment to prospective customers.
• Experience with CRM platforms, pipeline management, forecasting, and sales performance reporting.
• Excellent negotiation, presentation, communication, and relationship-building skills.
• Strong commercial awareness and the ability to prioritise high-value opportunities.
• A self-motivated, results-oriented approach with the ability to work independently and collaboratively.
• Professional working proficiency in English; Estonian language skills are an advantage.
• Eligibility to work in Estonia.

What We Offer

• Competitive base salary with an attractive performance-based commission or bonus structure.
• Flexible working arrangements and a collaborative working environment.
• The opportunity to manage complex enterprise sales opportunities and contribute directly to company growth.
• Exposure to innovative financial and technology solutions.
• Professional development in enterprise selling, strategic negotiations, and commercial leadership.
• Close collaboration with senior management and cross-functional specialists.
• Opportunities to build a strong professional network across Estonia and the European business community.
• Clear career progression into senior enterprise sales, sales leadership, or commercial management.

Application Process

Candidates should submit an up-to-date CV and a cover letter describing their enterprise sales experience, commercial achievements, and approach to developing new business opportunities.

Please include examples of major deals closed, sales targets achieved, strategic accounts acquired, or complex negotiations successfully managed.

If you are passionate about enterprise sales, consultative selling, and building commercial relationships that generate lasting value, we welcome your application.

Are you interested in this position?

Apply by clicking on the “Apply Now” Button below!

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