Enterprise AE Manager jobs represent a critical leadership tier within the sales organizations of technology and software companies, particularly those operating in the B2B SaaS (Software-as-a-Service) space. An Enterprise Account Executive Manager is a front-line sales leader responsible for guiding a team of senior sales professionals who target large, complex organizations. This role is fundamentally about driving new business revenue by scaling the performance of individual contributors through expert coaching, strategic oversight, and operational excellence. Professionals in these jobs sit at the intersection of leadership, strategy, and execution, directly impacting company growth by conquering the high-value enterprise market. The core responsibility of an Enterprise AE Manager is to lead, mentor, and develop a team of Enterprise Account Executives. This involves conducting regular one-on-one coaching sessions, facilitating team training, and providing hands-on deal support to navigate lengthy, multi-stakeholder sales cycles. They are accountable for the team’s collective quota attainment, which requires rigorous pipeline management, accurate forecasting, and consistent deal inspection using CRM platforms like Salesforce. A significant part of the role is participating in key enterprise negotiations, lending executive presence and strategic guidance to close high-value contracts. Furthermore, these managers are often tasked with recruiting, hiring, and rapidly onboarding new sales talent to build and scale their teams effectively. Typical daily and weekly activities include analyzing sales metrics and performance data to identify trends and coaching opportunities, conducting pipeline reviews to ensure forecast accuracy, and strategizing on account penetration plans. They work to instill a discipline of value-based selling and sophisticated prospecting within their team, moving beyond feature lists to articulate business outcomes and ROI. The manager acts as a bridge between the sales team and senior leadership, translating company objectives into actionable sales plays and ensuring the team’s activities align with broader business goals. The skills and requirements for Enterprise AE Manager jobs are substantial. Candidates almost always need a proven background as a top-performing Enterprise Account Executive themselves, with 5-10 years of SaaS sales experience and a verifiable track record of closing complex deals. At least 1-3 years of direct frontline sales management or team leadership is typically required. Essential skills include exceptional coaching and talent development abilities, a deep understanding of strategic selling methodologies (like MEDDIC or Challenger Sale), and strong operational rigor in CRM and forecasting. They must be adept at managing a high-velocity, quota-driven environment, balancing short-term execution pressures with long-term team building. Excellent communication, negotiation, and analytical skills are paramount, as is familiarity with sales enablement tools for conversation intelligence and productivity. For sales professionals seeking to transition from individual contributor roles into leadership, Enterprise AE Manager jobs offer a challenging and rewarding path to directly influence both revenue and team success at a strategic level.
