Enterprise Sales Executive at Apiphani

Apiphani is a technology-enabled managed services company dedicated to redefining what it means to support mission-critical enterprise workloads. We’re a small but rapidly growing company, which means there’s lots of room for growth and learning opportunities abound!

Apiphani is dedicated to creating a diverse and inclusive work environment for all as a fundamental component of our business. Diversity and inclusion are the bedrock of creativity and innovation. Without diversity of experience and thought, we would fail to progress as a company and as a team. Apiphani strives to foster an environment of belonging, where every employee feels respected, valued, and empowered. We embrace the unique experiences, perspective, and cultural background, which only you can bring to the table.

The Enterprise Sales Executive is a quota-carrying, national-coverage role responsible for driving new revenue within a focused set of strategic, industry-aligned accounts organizations typically representing $5B+ in annual company revenue. This role owns the full account and opportunity lifecycle, from strategic account planning through executive-level negotiation and close, across SAP consulting, migration, and Day 2/managed services engagements. The ideal candidate is a consultative, quota-proven seller who can navigate highly complex, politically decentralized buying groups and reposition legacy managed-services conversations as agentic AI-enabled transformation. This role requires 30-50% travel and reports into our VP of Sales, Steve Winslow.

Enterprise-Specific Requirements

10+ years of quota-carrying transformation and operations/Day 2/Managed Services sales experience
Proven track record carrying a $5M+ quota, with demonstrated history of exceeding quota (top 10% of company) in prior roles
Strong technical and relationship-based domain expertise in regulated industries such as Aerospace & Defense, Energy/Utilities, Oil & Gas, Industrial Manufacturing, Transportation, Telecommunications, or Pharmaceuticals
Demonstrated ability to target, engage, and manage a focused set of industry-oriented strategic accounts (typically $5B+ in annual revenue) on a national basis — navigating multiple buying groups, highly complex political maps, decentralized buying motions, long sales cycles, and multi-year contract structures
Proven track record identifying, engaging, sustaining, and closing large, complex annuity-based deals in excess of $5M TCV

Key Responsibilities

Revenue & Pipeline Ownership

Drive new revenue at prospective and existing accounts, selling across the SAP consulting, migration, and managed services marketplace
Own the entire account and opportunity sales cycle end-to-end, for both short- and long-term engagements
Build and execute a predictable closing plan; negotiate and close complex managed services engagements at the executive level
Maintain rigorous CRM hygiene and leverage automation for timely, accurate pipeline and sales-cycle management
Qualify key clients and opportunities against a well-defined ICP

Strategic Account Management

Develop and maintain strategic account plans, Win Themes, political/relationship maps, and competitive landscaping for complex, multi-stakeholder engagements
Operate with an account-focused sales approach rather than a transactional/opportunity-driven one
Balance a long-term strategic sales vision with near-term revenue and profitability targets

Positioning & Storytelling

Act as a natural storyteller, translating a customer's critical business and technology issues into profitable migration and agentic-led managed services opportunities using a consultative/solution-selling methodology
Creatively construct value propositions customized to each client's specific goals, objectives, and constraints
Reposition traditional managed-services conversations as platform-led, agentic AI sales — articulating how Apiphani's proprietary AI engine, Luumen, captures existing ECC processes and carries institutional knowledge into the Day 2 S/4HANA environment