Leo FM
Leo FM is a leading full-suite facilities maintenance company combining in-house self-perform capabilities with a national network of specialist service partners. We deliver responsive, high-quality services across a wide range of verticals (logistics, healthcare, retail, manufacturing, education, banking, etc.).
We’re scaling rapidly and looking for a seasoned enterprise sales leader to drive large, complex deals with major commercial, institutional, and national accounts.
Role Overview
As Head of Enterprise Sales, you will own revenue generation from large-scale, strategic IFM customers. You will design and execute a scalable, repeatable sales motion for complex facility services contracts. You’ll coordinate closely with operations, marketing, and service delivery to ensure seamless execution and customer satisfaction.
This is a high-impact, high-visibility role: you will set the strategic direction for enterprise sales and be a key driver of the company’s growth trajectory.
Key Responsibilities
- Build, refine, and execute a go-to-market strategy for enterprise accounts (national chains, multi-site portfolios, institutional clients).
- Forecast pipeline and revenue, set targets, monitor sales metrics (win rates, sales cycles, average deal size, churn, etc.).
- Own and manage large, multi-site, multi-year RFPs and contract negotiations with senior stakeholders (C-suite, facility directors).
- Collaborate with marketing, operations, service delivery, and finance to build compelling proposals, pricing models, value propositions, and support the full sales lifecycle.
- Drive customer relationship management at the executive level, upsell / cross-sell opportunities, renewals, and account expansion.
- Analyze market trends, competition, pricing, and product mix to refine positioning and differentiate Leo FM’s offering.
- Develop scalable processes, tools, sales enablement resources, and operational rigor to support growth.
- Report regularly to executive leadership on sales performance, forecasts, risks/opportunities, and strategic insights.
Required Experience & Skills
- 15+ years of enterprise B2B sales experience, ideally in facility services, facilities management, building services, real estate services, or a related services industry.
- Proven track record of selling large, complex, multi-site contracts (7–8 figure deals).
- Strong executive presence and ability to engage senior stakeholders for enterprise sales solutioning.
- Expertise in negotiation, RFPs, contracting, pricing strategies, and governance.
- Analytical mindset—comfortable with metrics, forecasting, pipeline management, CRM data.
- Excellent communication, presentation, and storytelling skills.
- Ability to work cross-functionally with operations, marketing, finance, and deliver results in ambiguous, fast-changing environments.
- Bachelor’s degree (MBA or related advanced degree a plus).
Success Metrics (First 6–12 Months)
- Establish a qualified enterprise pipeline of target accounts.
- Close anchor enterprise deal(s) — e.g. multi-site contract(s).
- Improve win rates, shorten sales cycle times, and raise deal sizes vs baseline.
- Implement scalable sales processes, playbooks, and tools.
- Achieve assigned deal size in pursuit of $15m+ accounts as a baseline
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