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

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

• Competitive compensation package (base salary + on-target commissions)
• 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

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