Strategic Enterprise Sales Representative

About Umbrella Group of Companies

We exist to empower businesses of all sizes with transformative, customer-centric innovation -- not legacy systems. As the agile challenger to traditional IT conglomerates, we unite specialized firms under one vision: to be a global strategic business partner, providing transformative technological solutions that inspire creativity and innovation.

About Tidal Commerce Inc.

Tidal is an outcome-focused, specialized eCommerce consulting and engineering boutique for B2C & B2B businesses, offering comprehensive solutions from ideation to implementation and management. 

• Recognized as a Shopify Plus partner.
• Expertise in headless and composable technologies.
• Diverse B2C and B2B planning and implementation experience and a deep understanding of both markets.
• Integrated onshore and offshore teams in six countries, offering support for round-the-clock productivity.
• Member of Umbrella-Incorporated, a business consulting firm, Tidal provides holistic end-to-end digital transformation solutions with cross-functional expertise in strategy, finance, operations, marketing and technology.

About the role: Your Mission

The mission of this role is to drive revenue growth by executing account-based sales strategies, leveraging strategic partnerships, and differentiating Tidal as a leading commerce consultancy in a competitive landscape. The ideal candidate will excel in personalized outreach, industry engagement, and multi-channel sales techniques to maximize conversions within Tidal’s defined target accounts. 

Outcomes

Outcome 

Success Metric 

Revenue Generation 

Meet or exceed sales targets by closing deals with mid-market and enterprise clients. 

Pipeline Development 

Always maintain a robust pipeline with at least 3x quota coverage. 

Account-Based Selling Execution 

Develop personalized strategies for top 100 target accounts, increasing conversion rates. 

Strategic Partner Engagement 

Successfully leverage Shopify, Commerce Tools, and other partners for joint opportunities. 

Industry Engagement 

Participate in 4+ industry conferences, trade shows, or thought leadership events annually. 

Multi-Channel Outreach 

Implement and optimize a mix of digital, social, and direct sales outreach strategies. 

Presentation & Messaging 

Deliver high-quality presentations that position Tidal as a challenger brand against large firms. 

Collaboration & Team Contribution 

Work cross-functionally with marketing, BDRs, and technical teams to align on go-to-market initiatives. 

Data-Driven Sales Management 

Track and analyze key KPIs, such as win rates, engagement metrics, and sales velocity. 

Competencies

Core Sales Skills 

• Enterprise Sales Experience – Proven track record of closing deals in enterprise/B2B technology or application development. 

• Account-Based Selling Expertise – Experience developing tailored approaches to high-value accounts. 

• Negotiation & Deal Structuring – Strong ability to craft compelling deals and navigate procurement processes. 

• Consultative Sales Approach – Ability to engage stakeholders in meaningful discussions to identify pain points and align Tidal’s offerings as solutions. 

Industry & Vertical Knowledge 

• Deep understanding of eCommerce and digital commerce ecosystems. 

• Experience in one or more of Tidal’s core verticals: retail, healthcare, finance, manufacturing, construction, automotive, and distribution. 

• Ability to articulate how commerce solutions impact enterprise operations and revenue growth. 

Partner & Ecosystem Collaboration 

• Experience working with technology partners such as Shopify and Commerce Tools. 

• Ability to leverage Tier I, II, and III partnerships for co-selling and lead generation. 

Multi-Channel Outreach & Marketing Collaboration 

• Comfortable utilizing LinkedIn, email campaigns, physical mailers, and direct outreach to drive engagement. 

• Collaborate with marketing to align outreach efforts with content strategy and thought leadership. 

• Ability to lead and participate in webinars, workshops, and events to build brand awareness and credibility. 

Communication & Presentation Skills 

• Ability to deliver persuasive, high-impact presentations tailored to different stakeholder levels. 

• Strong storytelling skills to position Tidal against larger competitors like Deloitte, Accenture, and EY. 

• Excellent written and verbal communication skills for proposals, executive briefings, and outreach materials. 

Data-Driven & Results-Oriented 

• Track record of exceeding sales targets and demonstrating accountability. 

• Ability to analyze performance data to refine sales strategies. 

• Comfortable with CRM tools like Salesforce to manage and report on pipeline activity. 

Required Qualifications

Experience & Track Record 

• 5-10+ years of experience in B2B enterprise software sales, application development sales, or related technology services. 
• Proven track record of meeting and exceeding sales quotas in mid-market and enterprise environments. 
• Experience in account-based selling (ABS), managing a strategic portfolio of high-potential accounts.  

Industry & Vertical Knowledge 

• Strong understanding of eCommerce, digital commerce ecosystems, and enterprise application solutions. 
• Prior experience working in or selling to retail, healthcare, finance, manufacturing, construction, automotive, or distribution sectors is a plus. 
• Familiarity with enterprise technology buying cycles and key decision-makers (C-Level executives, IT leaders, Digital/Commerce teams). 

Sales & Business Development Skills 

• Expertise in consultative and value-based selling—ability to diagnose customer pain points and align solutions accordingly. 
• Comfortable with complex sales cycles, including multi-stakeholder negotiations and solution selling. 
• Experience selling in a challenger environment, positioning against larger firms (e.g., Deloitte, Accenture, EY). 
• Strong ability to drive net-new business while expanding existing client relationships.  

Strategic Partner Collaboration 

• Experience working with technology partners, such as Shopify, Commerce Tools, and other commerce platforms. 
• Ability to leverage ecosystem partnerships for co-selling, lead generation, and closing deals. 
• Understanding of partner-tier structures (Tier I, II, III) and how to navigate joint business opportunities. 

Multi-Channel Outreach & Engagement 

• Proficiency in multi-touch sales outreach across email, phone, LinkedIn, webinars, and in-person networking. 
• Experience executing account-based marketing (ABM) strategies in collaboration with marketing teams. 
• Ability to create and execute personalized campaigns, including content-driven sales motions. 

Presentation & Communication Skills 

• Exceptional ability to craft compelling sales presentations tailored to different stakeholders (C-suite, IT, business units). 
• Strong storytelling capabilities to articulate Tidal’s unique value proposition vs. competitors. 
• Comfortable presenting at industry conferences, trade shows, and partner events. 

Analytical & Data-Driven Approach 

• Proficiency in sales analytics and forecasting, with experience managing pipeline KPIs. 
• Familiarity with CRM tools like Salesforce, sales engagement platforms, and data enrichment tools. 
• Ability to track and optimize key performance indicators (e.g., conversion rates, pipeline velocity). 

Collaboration & Teamwork 

• Ability to work cross-functionally with marketing, business development, and technical delivery teams. 
• Willingness to contribute to thought leadership initiatives, including white papers, case studies, and webinars. 
• Strong coaching mindset, supporting internal teams and junior sales professionals where needed.

Preferred Qualifications

• Experience with Salesforce CRM, HubSpot, or similar platforms for pipeline tracking and forecasting. 

• Prior eCommerce technology sales experience, particularly with headless commerce solutions. 

• Background in consulting-led sales approaches, understanding digital transformation strategies. 

• Previous experience leading or mentoring sales teams in a high-growth environment. 

• Education 

• • Bachelor’s degree in Business, Marketing, Technology, or a related field (preferred but not required). 

• • Relevant industry certifications in sales methodologies (e.g., Challenger Sales, MEDDIC, Sandler) are a plus. 

Core Values Alignment

The ideal candidate should embody Umbrella - Tidal’s core values, including: 

✅ Curious – Invest in inquiry to craft customer-centric experiences. 

✅ Agile – Respond swiftly by anticipating change and leading it. 

✅ Reliable – Consistently deliver outcomes.

✅ Effective – Plan, design, and build with the outcome in mind. 

What We Offer

• This role is fully commission-based. For the first six months, a monthly draw will be provided, which will be repaid through earned commissions. Additional details on the commission structure and draw repayment will be discussed during the hiring process.
• Opportunity to work with a talented and passionate team
• Continuous learning and professional development opportunities
• Collaborative and innovative work environment
• Flexible work arrangements

We are an equal opportunity employer and welcome applications from all qualified individuals