Lead enterprise sales for the Opal platform, build and manage pipeline, run technical demos and integrations, collaborate with account management and partners, shape proposals for complex deals, and provide customer feedback to evolve the product.
About Welocalize
Welocalize, a Welo Global brand, serves localization teams through AI-enabled multilingual content solutions that enable enterprises to operate and scale globally. Welocalize combines AI, automation, and human expertise to support enterprises in more than 300 languages, enabling accurate, culturally aligned, and compliant multilingual content at scale.
Welocalize’s Opal Platform comprises patented technology designed to automate multilingual content and improve workflow performance for enterprises. Opal functions as an agentic system that orchestrates AI, automation, and human expertise to coordinate content workflows across the lifecycle, improving speed, scalability, and operational control for global enterprises. These solutions operate within a secure and compliant environment supported by seven ISO certifications. Welocalize is headquartered in New York with offices worldwide. welocalize.com
ROLE OVERVIEW
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.
MAIN RESPONSIBILITIES
- 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.
QUALIFICATIONS
- 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.
Benefits:
Friendly Working Environment
IT Equipment
Remote & Hybrid Work
Social Activities
Global Mobility Policy
Employee Referral Program
Employee Assistance Program
Medical, Dental & Vision Insurance
HSA & FSA
401(k) Retirement
Short & Long Term Disability Insurance
Accident, Critical Illness & Hospital Indemnity Insurance
Telemedicine Benefit
Annual Leave
Paid Public Holidays
Maternity/Paternity Leave
Compensation Range: $130/140K (base salary) + commission.
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