Job Description

FCM - Director of Enterprise Sales - Boston, MA

Job no: 529195-D
Brand: FCM
Work type: Full time
Location: Massachusetts
Categories: Sales and Customer Service

Director of Enterprise Sales

Ranked as one of the world’s top five travel management companies, it has a business network in over 97 countries and global headquarters in Brisbane, Australia and Regional headquarters in New York, Mexico, London, Dubai, Cape Town and Singapore. Backed by the global strength of Flight Centre Travel Group (FCTG), FCM combines local and global expertise with cutting edge technology. We value agility, energy, determination, and initiative - that’s why we’re the alternative to legacy TMCs.

Established in June 2004, FCM has been named multiple times as the ‘World’s Best Travel Management Company’, three-time winner of Newsweek’s ‘America’s Best Customer Service’ award, accredited by Best Workplaces as a ‘Great Place to Work’.

We take great pride in our unique culture, results are recognized and rewarded, we support each employee’s learning and career path.

About The Opportunity

As Director of Enterprise Sales, you will manage a portfolio of multinational global prospects, defined by the complexity and scope of their business travel programs and alignment with FCM’s large market growth strategy and challenger mindset.

This is a senior role within the established US Enterprise Sales team and an exciting opportunity to help shape and deliver on a strategy that focuses on customer success by driving the use of FCM’s proprietary technology, and global expertise in the complex world of travel management.

The ideal candidate will have a proven track record in converting high value multinational accounts with strong consultative sales experience. The candidate will also have a mature understanding of segment‑specific challenges, strong relationships at Enterprise stakeholder level and influential presence within the travel industry and/or technology community. This role requires experience, personality, tenacity, and an individual who enjoys a high‑energy environment and is adaptable to the evolving needs associated with changes in the travel industry. The candidate will be a self‑starter who is prepared to lead complex and high‑profile prospects through the sales cycle, cross‑functional.

Key Responsibilities

• Lead and project manage complex sales cycle for Enterprise prospects, maintaining robust long‑term pipeline, active sales funnel and documenting accurate CRM records.
• Generate and qualify suitable Enterprise prospects across portfolio of industry sectors, building multi‑level relationships over 2‑5 year sales cycles.
• Well networked and strong communication skills. Ability to develop and cultivate multi‑level business relationships with senior stakeholders and key decision makers across organizations and global markets.
• Detailed capture planning and creative approach to account acquisition strategy based on understanding of client business, travel program strategy and objectives.
• Articulate FCM differentiators and create compelling value propositions to key stakeholders and C‑suite decision makers including customized solutions, service configuration and appropriate technology products.
• Partner and collaborate with regional sales counterparts and cross‑functions to formulate joint strategies to effectively communicate and win at global scale.
• Participate in sales and marketing initiatives, represent the FCM brand at major industry events, conferences and trade shows.
• Results driven, motivated to achieve and exceed results against set objectives and revenue targets. Achieve individual financial targets and KPI’s, active contribution to Enterprise team goals and FCM’s growth strategy and wider business plan.
• Manage multinational contract negotiations and seamless handover to onboarding, operational and business success teams.
• Represent FCM at major industry events, conferences and tradeshows.

Experience & Qualifications

• 10 years professional B2B global sales, including a minimum of 2 years related to acquiring enterprise size multinational customers.
• An existing book of relevant contacts at flagship companies, ability to get key meetings and close leads.
• Extensive experience as an individual contributor to targets with strategic & consultative selling expertise.
• Track record of success running high value complex sales cycles end‑to‑end in the corporate travel sector including technology sales.
• Exceptional communication and presentation skills at C‑Suite and senior stakeholder level.
• Excellent contract/commercial negotiation skills for high value multinational accounts.
• Proven ability to meet deadlines, exceed revenue targets and grow account base.
• Demonstrated success building relationships across internal and external organization.
• Solid computer skills including MS Office; Word, Excel and Power Point and proficient in all sales enablement tools (e.g. Salesforce, Highspot, Wrike, RFPIO).
• Ability to travel nationally and internationally to meet the demands of the role.
• A Bachelor’s degree is preferred; however, a candidate will be considered if he/she has outstanding and proven sales experience.
• Demonstrates understanding of the FCM business and competitive landscape, can determine what opportunities are a good fit and how to position FCM’s value.

Work Perks! - What’s in it for you:

• Have fun: At the heart of everything we do at Flight Centre is a desire to have fun.
• Reward & Recognition: Celebrate the success of yourself and others at our regular Buzz Nights and at the annual Global Gathering.
• Use your smarts: Our people use their quick thinking, expertise, and tenacity to always figure things out.
• Love for travel: We were founded by people who wanted to travel and want others to do the same. That passion is something you can’t miss in our people or service.
• Personal connections: We are a big business founded on personal relationships.
• Diversity, Equity & Inclusion: Commitment to diversity, equity, and inclusion through initiatives like Diversity Day, Employee Resource Groups, DEI education initiatives, and inclusive recruitment protocols.
• A career, not a job: We offer genuine opportunities for people to grow and evolve.
• We back our people all the way: We are strongly committed to supporting every single employee in their professional and personal development.
• Giving Back: Our Corporate Social Responsibility program supports nominated charities through volunteering and fundraising, complemented by our Office Environmental Program, LEED® Gold‑certified office spaces, and 1 paid Volunteer Day per calendar year.

Benefits Include:

• Paid Time Off: A comprehensive time off package, including up to 15 vacation days (prorated upon hire and increasing to 20 days after 2 years of employment), 5 sick days, 3 personal days, 1 Diversity Day, 1 Volunteer Day, and 8 recognized holidays annually.
• Health & Wellness Programs and Employee Financial Wellness Services.
• National/International Award Nights and Conferences.
• Health benefits including medical, dental, vision, gender affirming care, and fertility care.
• Insurance including hospital indemnity, AD&D, critical illness, long‑term and short‑term disability.
• Flexible Spending Accounts.
• Employee Assistance Program.
• 401k program with partial match.
• Tuition Reimbursement Program.
• Employee Share Plan – Ability to purchase company stock on Australian Stock Exchange with partial company match, subject to terms and conditions.
• Global career opportunities in a network of brands and businesses.

If this sounds like the opportunity you have been waiting for then APPLY NOW.

For this position, we anticipate offering an annual salary of $130,000 plus commission/incentive earnings based on achievable targets.

Before applying to any internal position, you must have been with the company or your current role for a minimum of 6‑12 months and notify your leader prior to applying.

We are an affirmative action and equal opportunity employer committed to providing a barrier‑free pathway throughout our recruitment process. We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible. Please advise us about accommodation needs at any point by contacting our Recruitment Team at careers@us.flightcentre.com.

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