Senior Business Development Manager

The posting, as Wineenthusiast wrote it

Who We Are

Wine Enthusiast Companies is the ultimate source of innovation and information around wine. Founded in 1979 by Adam and Sybil Strum, the family-owned company is composed of Wine Enthusiast Commerce and Wine Enthusiast Media. Wine Enthusiast Shop provides premium wine-lifestyle products, reaching millions of consumers globally via direct mail, an e-commerce site, and a business-to-business division. Wine Enthusiast magazine is an award-winning print publication and online resource that showcases wine news, food trends, and more than 25,000 ratings and reviews annually. Wine Enthusiast events include the annual premier Wine Star Awards gala. In 2024, the company launched a travel division, which includes the Tasting Room Directory and Cork+Compass Travel. Together, Wine Enthusiast Companies is the indisputable hub for everything wine. We bring wine to life.

Your Role in Our Journey
We are seeking our first Sr. Business Development Manager/Enterprise Account Executive to establish and scale our high-value Enterprise Trade Projects vertical, a critical growth engine for the organization. This role requires an experienced enterprise seller, fluent in structured sales methodologies, who will own the full strategic selling cycle into the Design & Trade ecosystem - including Architects, Luxury Builders, Retail Resellers, and Hospitality .

What You'll Be Uncorking

Key Responsibilities

Enterprise Sales & Pipeline Management

• Full-Cycle Sales Execution : Own enterprise deals from lead identification through close and implementation using structured methodologies (e.g., MEDDPICC, Challenger).
• Pipeline & Forecasting : Maintain a predictable pipeline in the CRM, accurately forecasting revenue and tracking deal velocity through all buying stages.
• Account-Based Strategy : Develop and execute targeted strategies to penetrate Ideal Customer Profile (ICP) accounts across assigned territories.
• Deal Qualification: Rigorously qualify opportunities based on strategic fit, resource requirements, and profitability targets.
• Quota Attainment: Consistently meet or exceed assigned revenue and margin targets.

Consultative Selling & Margin Focus

• Technical Consulting: Serve as a subject matter expert, guiding trade professionals (architects, designers, builders) through product selection, custom designs, and technical specifications.
• Margin Optimization : Maximize overall profitability by strategically positioning high-margin, premium, and luxury product lines.
• Sales Operations: Utilize CRM and ERP tools to monitor funnel health, sales activity, and project profitability.

Market Development & Strategic Partnerships

• Sales Enablement: Partner with sales leadership to formalize B2B sales playbooks, battle cards, account based marketing outreach, and presentation collateral for scaling the segment.
• Trade Advocacy : Build brand authority by delivering accredited continuing education (CEU) presentations to trade associations (AIA,

[…]
her grow.

PASSION
We’re not just a company; we’re a community. Our job is to enhance the lives of others, making the wine industry and all its offerings accessible and enjoyable. Delighting and educating our consumers is at the core of everything we do.

INNOVATION
We value those who think outside the box to elevate the company. We celebrate change, appreciating that a nimble culture attracts talent and motivates team members to push the envelope and build our business for the future.

COLLABORATION
We believe in the power of working together, sharing ideas, and leveraging our collective talents to achieve our goals. We mentor those we lead and surround ourselves with people who drive us to do more than our personal best.

Our Commitment to Inclusion & Equity

At Wine Enthusiast, we are committed to fostering a diverse, equitable, and inclusive workplace. We are an Equal Opportunity Employer (EOE) and do not discriminate against employees or applicants for employment because of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other protected status. As part of our commitment to fair hiring practices, we have adopted "ban the box" policies to provide individuals with criminal records a fair chance at employment. We consider all applicants on their merits and qualifications, considering their ability to perform the job.

Our family-owned company was born from a passion to bring a fine wine experience to the everyday. We believe wine is best shared with others and brings people together. In 2021, Adam and Sybil's daughters Erika Strum Silberstein and Jacqueline Strum were named co-presidents and continue to lead the mission of bringing wine to life. The second generation works together with the collective team to create new and better ways for everyone to explore and enjoy the exciting world of wine, including low-alcohol wines, non-alcohol wines, spirits, and beyond! We hope you’ll join us with a glass in hand.