Job Description

About Welocalize

As Enterprise Solutions Sales Lead, you'll be driving enterprise sales for Opal, helping launch our sales motion as part of a newly formed commercial organization. This is a hybrid role: part commercial closer, part technical evangelist. You'll be just as comfortable pitching ROI to a CFO as you are walking a technical buyer through a complex integration. You'll work closely with colleagues across our services teams and partner network to bring Opal to enterprise clients, acting as a connector who helps grow the business well beyond your own deals. Because this function is brand new, you'll have real ownership over how the enterprise motion takes shape — this is a great fit for someone who enjoys building rather than simply following an existing playbook.

• Drive growth of the Opal product set – measured in revenue driven through the platform.
• Build enterprise pipeline — in conjunction with the sales team: prospecting, qualifying, and progressing opportunities from first conversation through close.
• Collaborate with our Account Management teams to uncover and win Opal opportunities within accounts we already serve.
• Work as needed with the SDR team to help drive mid-market expansion.
• Act as a trusted advisor to existing clients, identifying where Opal can solve a problem they already have.
• Contribute to larger, strategic enterprise deals where Opal is part of a broader solution, helping shape the pitch and win the business.
• Partner with services teams on proposals and deal strategy, bringing an Opal-specific perspective to bigger, multi-part deals.
• Support our partner and distribution network with technical and commercial expertise — helping partners close deals and serving as a go-to resource for their more complex opportunities.
• Help train and enable partners so they can confidently position and sell Opal on their own.
• Lead the technical conversation throughout the sales cycle: running demos, designing solutions, and guiding clients through complex integrations, with engineering support available when needed.
• Translate client requirements into a clear, workable solution design, and manage the technical evaluation process (demos, proofs of concept, integration scoping) from start to finish.
• Keep accurate pipeline and forecast records, and provide regular visibility into deal status, risks, and progress.
• Represent the voice of the enterprise customer internally, sharing feedback that helps shape how Opal continues to evolve.

JOB REQUIREMENTS

• Proven experience selling technical or platform/SaaS products into enterprise accounts, ideally with some solutions engineering or pre-sales exposure.
• Experience in localization, language/AI, content, or adjacent enterprise software is a plus, but not required — strong technical enterprise sellers from other backgrounds are encouraged to apply.
• A demonstrated track record of meeting or exceeding sales targets in complex, integration-heavy deals.
• Experience managing full-cycle enterprise sales, from prospecting and qualification through negotiation and close.
• Experience working within a partner or channel ecosystem, alongside resellers or distribution partners.
• Ability to run product demonstrations and lead technical discovery conversations directly with clients.
• Strong verbal and written communication skills, with the ability to tailor a message for both executive and technical audiences.
• Comfortable using CRM and forecasting tools to manage and report on a pipeline.
• Willingness to travel as needed to meet clients and partners.

• A true dual threat: commercially driven and comfortable owning the number, while technical enough to earn credibility with engineering and integration teams.
• Genuine fluency with the product you sell — comfortable getting hands-on in the toolset rather than just presenting slides.
• Experience managing complex, multi-stakeholder enterprise deals with longer, technical sales cycles.
• A consultative approach — you naturally lead the client's goals and challenges rather than a feature list.
• An entrepreneurial, self-directed mindset — you're energized by building something new rather than following an established process.
• Strong collaboration skills — you can build trust and influence colleagues and partners you don't directly manage.

SKILLS & COMPETENCIES

• Enterprise & Solution Selling
• Managing multi-stakeholder, technical, long-cycle enterprise deals from first conversation to close.
• Technical Acumen & Solution Design
• Comfortable running product demos and shaping solutions for complex integrations.
• Consultative Selling & Discovery
• Leading with the client's outcomes and challenges rather than product features.
• Cross-Functional Collaboration
• Building strong working relationships with account managers, partners, and colleagues across teams.
• Partner & Channel Enablement
• Supporting partners with the expertise they need to win enterprise deals.
• Commercial Acumen & Negotiation
• Building and defending a clear ROI case for financial and executive decision-makers.
• Entrepreneurial Mindset
• Comfortable creating structure and process where none exists yet.
• Executive & Technical Communication
• Equally credible speaking with a CFO about ROI and a technical buyer about integration architecture.