Business Development Manager (Enterprise Sales)

Overview

Drive new revenue and expand enterprise client relationships for flexible workspace solutions

Key Responsibilities

• prospecting
• forecasting
• deal management
• account planning
• executive relations
• collaboration

Tasks

-Conduct strategic outreach through direct engagement, events, and third-party referrals to identify high-potential prospects. -Deliver accurate pipeline forecasts, activity reports, and performance updates. -Own the full sales cycle — from first contact to close — with an emphasis on front-end activity and deal progression. -Build and maintain executive-level relationships to gain insight into client needs and translate into tailored workspace solutions. -Develop and maintain a robust pipeline of qualified sales opportunities across multiple sectors and geographies. -Continuously gather and share feedback from prospects and clients to improve product-market fit and go-to-market effectiveness. -Collaborate with brokers, real estate advisors, and consultants to generate opportunities and increase IWG’s market visibility. -Create and execute Account Plans to grow wallet share within assigned strategic accounts. -Partner cross-functionally with regional Sales, Operations, and Product teams to ensure seamless solution delivery. -Generate profitable new revenue by identifying, prospecting, and converting new Enterprise clients.

Requirements

• commercial acumen
• b2b prospecting
• c-level
• lead generation
• negotiation
• global

What You Bring

-High level of commercial acumen and results orientation. -Proven track record in B2B prospecting, business development, and solution selling. -Experience working with and influencing C-level stakeholders. -Demonstrated ability to meet and exceed sales targets through self-generated pipeline. -Ability to independently source and qualify leads in complex, consultative sales environments. -Adaptable, proactive, and confident navigating ambiguity. -Willingness to travel internationally as needed. -Strong understanding of the enterprise customer buying journey and long-cycle deal management. -Background in commercial real estate, enterprise services, or flexible workspace is highly desirable. -Strong negotiation and contract structuring skills. -Comfortable working in global, matrixed organisations with distributed teams.

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About International Workplace Group Plc

-Founded in Brussels in 1989 by entrepreneur Mark Dixon after struggling to find small-quality office space. -Listed on the London Stock Exchange in 2000 and rebranded as IWG in 2024 with dual headquarters in Switzerland and Jersey. -Generates nearly US$3.7 billion in annual revenue, with US$510 million operating income and US$19 million net profit in 2024. -Operates over 4,000 locations across 120 countries under brands like Regus, Spaces, HQ, Basepoint and Signature. -Delivers flexible work solutions—from hourly coworking to long-term leases—to startups, SMEs and global enterprises. -Expanded aggressively into suburban and transport-hub locations, pioneering work-on-the-go from airports and rail stations. -Survived Chapter 11 restructurings during past downturns and emerged stronger, leading the post-COVID hybrid workspace boom.

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