FCM - Director of Enterprise Sales

Director of Enterprise Sales 

FCM takes a holistic approach to corporate travel, specializing in managing national and global travel programs for medium and large businesses.

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 London, Brisbane, Singapore and New York. Backed by the global strength of Flight Centre Travel Group (FCTG), FCM combines local expertise and global experience to provide clients with a truly bespoke experience.

Established in June 2004, FCM has been named World’s Best Travel Management Company for eight years running at the World Travel Awards.

To learn more about FCM please click HERE

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 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 working.   

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.
• Develop and cultivate multi-level business relationships with senior stakeholders and key decision makers across organizations.
• Detailed capture planning and creation of actionable 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 to formulate joint strategies to effectively communicate and consult with prospect at global, regional and local level.
• Participate in sales and marketing initiatives to maximize results against set objectives and revenue targets.
• Manage multinational contract negotiations and seamless handover to onboarding, operational and account management teams. 
• Achieve individual financial targets and KPI’s, active contribution to Enterprise team goals and FCM’s growth strategy and wider business plan.
• 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.
• Exceptional communication and presentation skills at 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:

FCTG is renowned internationally for having amazing perks and an even better culture.  We understand that our people are our most valuable asset. It is the passion and dedication of our teams that keep the company on top of the industry ladder. It’s also why we offer some great employee benefits and perks outside of the norm.

• 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 - You'll have to experience it to believe it!
• 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 (paid leave to observe a holiday or cultural celebration of your choice) Employee Resource Groups (Racial Equity, Gender Equity, LGBTQ2IA+, Accessibility, Environmental Justice), DEI education initiatives, and equitable practices, including regular equity assessments 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.
• Travel perks/discounts
• 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

*Vacation, Personal, and Sick time accrual rates will vary based on full-time or part-time employee status. Recognized Holidays are either paid time off or, if required to work due to job requirements, holiday pay rate, and may vary depending on state.

#LI-SC1#FCM#LI-Onsite
Location – Houston, TX

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. The salary is dependent on relevant factors, including experience, geographic location, and job requirements.

We thank all candidates for their interest; however, only those selected to continue in the process will be contacted.

Our number one philosophy? Our people. Flight Center Travel Group USA’s promise is to provide an environment with equality of respect, dignity and opportunity for all our employees. We value an inclusive and supportive workplace which truly reflects the diversity of our society.

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

Travel Weekly Magellan Awards: Silver Winner for Accessibility and Inclusivity (2023)
GBTA WINiT: DEI Leadership Pinnacle Award (2023)
✈️ CHHR: 5-Star DE&I Employer (2023, 2024)
Seramount, FCTG Mexico : Member of the Global Inclusion Index (2023, 2024)
Newsweek: America’s Greatest Workplaces for Diversity (2024)