Workhorse

Enterprise Sales – Business Development Manager

Workhorse

full-time

Posted on:

Location Type: Remote

Location: Missouri • United States

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About the role

  • Proactively identify and pursue net-new enterprise opportunities within the top 150 medium-duty fleets and channel partner worlds
  • Own assigned enterprise accounts and opportunities from prospecting through deal development and close
  • Support the VP of Enterprise Sales & BD on priority deals by driving deal strategy, customer engagement, and follow-through
  • Conduct executive-level discovery with fleet leaders and senior stakeholders
  • Manage complex, multi-threaded sales cycles with long timelines and high deal values
  • Create and deliver high-quality PowerPoint presentations for executive meetings, steering committees, and final decision sessions
  • Build Excel-based models, pricing analyses, and business cases to support enterprise sales conversations in partnership with Workhorse FP&A
  • Translate fleet operational data and vehicle economics into clear, compelling value propositions
  • Coordinate internal stakeholders (finance, legal, operations, product) to advance deals toward close
  • Work closely with the Director of Upfitter and Dealer Partners to align enterprise pursuits with upfitter, body builder, and dealer relationships
  • Participate in joint selling efforts with channel partners on strategic enterprise accounts
  • Leverage partner relationships to improve deal velocity, solution fit, and customer confidence
  • Support the identification of partnership-driven opportunities that expand enterprise pipeline
  • Develop targeted account plans for assigned enterprise prospects, including stakeholder mapping and pursuit strategy
  • Maintain working knowledge of medium-duty fleet procurement cycles, vehicle configurations and requirements, and upfitting workflows
  • Represent the company in customer meetings, industry events, and partner engagements as needed
  • Collaborate with internal teams to ensure enterprise deals are well-scoped, executable, and scalable
  • Provide customer and market feedback to inform sales strategy and product direction
  • Contribute to the evolution of enterprise sales playbooks, templates, and best practices

Requirements

  • 6–10 years of experience in enterprise or strategic B2B sales with a strong hunter mindset
  • Demonstrated success by closing net-new, complex deals with senior decision-makers
  • Experience selling into fleet, transportation, automotive, industrial, or related B2B markets
  • Strong ability to manage long, multi-stakeholder sales cycles
  • Advanced proficiency in PowerPoint and Excel, including: Executive-level presentations and storytelling, Financial modeling, ROI analysis, and pricing scenarios
  • Ability to operate independently while collaborating closely with senior sales leadership.
Benefits
  • Dog-Friendly Workplace
  • Strong, People-First Culture
  • Innovation Meets Execution
  • Growth-Oriented Environment
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B salesfinancial modelingROI analysispricing analysissales strategystakeholder mappingdeal developmentcustomer engagementvalue proposition developmententerprise account management
Soft Skills
hunter mindsetcollaborationcommunicationexecutive-level storytellingcustomer relationship managementstrategic thinkingproblem-solvingnegotiationpresentation skillsadaptability