Enterprise Sales & Business Development Manager

Description

Better Trucks. Better World.

Headquartered in Wixom, MI with locations in California, Ohio and Indiana, Workhorse is raising the standard for what a medium-duty truck should be — delivering vehicles, infrastructure, and support designed to work for you. 

About the Role

We are seeking a Manager of Enterprise Sales & Business Development to support the VP of Enterprise Sales & BD in hunting and closing strategic enterprise customers and partners across the top 150 medium-duty fleets in North America. This role is highly execution-focused and hands-on, responsible for owning targeted enterprise pursuits, supporting early-stage deal strategy, developing initial relationships, and helping shepherd complex opportunities to close alongside senior Workhorse leaders.  

This role will work closely with the Director of Upfitter and Dealer Partners to ensure enterprise sales efforts are aligned with body builder, upfitter, and dealer channel strategies, enabling scalable and executable customer wins. 

The ideal candidate is a driven enterprise seller with strong analytical skills and exceptional proficiency in PowerPoint and Excel, capable of building executive-ready materials and financial models to influence C-suite–level decision-makers. The candidate is also a savvy networker, skillful in selecting and attending industry conferences and events to engage key customers and contacts.  

What You Will Do

• Proactively identify and pursue net-new enterprise opportunities within the top 150 medium-duty fleets and channel partner worlds  
• Own assigned enterprise accounts and opportunities from prospecting through deal development and close  
• Support the VP of Enterprise Sales & BD on priority deals by driving deal strategy, customer engagement, and follow-through 
• Conduct executive-level discoveries with fleet leaders and senior stakeholders 
• Manage complex, multi-threaded sales cycles with long timelines and high deal values 
• Create and deliver high-quality PowerPoint presentations for executive meetings, steering committees, and final decision sessions 
• Build Excel-based models, pricing analyses, and business cases to support enterprise sales conversations in partnership with Workhorse FP&A 
• Translate fleet operational data and vehicle economics into clear, compelling value propositions 
• Coordinate internal stakeholders (finance, legal, operations, product) to advance deals toward close 
• Work closely with the Director of Upfitter and Dealer Partners to align enterprise pursuits with upfitter, body builder, and dealer relationships 
• Participate in joint selling efforts with channel partners on strategic enterprise accounts 
• Leverage partner relationships to improve deal velocity, solution fit, and customer confidence 
• Support the identification of partnership-driven opportunities that expand enterprise pipeline 
• Develop targeted account plans for assigned enterprise prospects, including stakeholder mapping and pursuit strategy 
• Maintain working knowledge of medium-duty fleet procurement cycles, vehicle configurations and requirements, and upfitting workflows 
• Represent the company in customer meetings, industry events, and partner engagements as needed 
• Collaborate with internal teams to ensure enterprise deals are well-scoped, executable, and scalable 
• Provide customer and market feedback to inform sales strategy and product direction 
• Contribute to the evolution of enterprise sales playbooks, templates, and best practices 

Requirements

• 6–10 years of experience in enterprise or strategic B2B sales with a strong hunter mindset 
• Demonstrated success by closing net-new, complex deals with senior decision-makers 
• Experience selling into fleet, transportation, automotive, industrial, or related B2B markets 
• Strong ability to manage long, multi-stakeholder sales cycles 
• Advanced proficiency in PowerPoint and Excel, including: 
• Executive-level presentations and storytelling 
• Financial modeling, ROI analysis, and pricing scenarios 
• Ability to operate independently while collaborating closely with senior sales leadership 

What Makes You Eligible

• Experience selling solutions that include hardware, software, and services 
• Familiarity with medium-duty fleets, body builders, upfitters, or dealer ecosystems 
• Formal sales training or MBA coursework 

Success in This Role Looks Like

• Net-new enterprise pipeline and closed revenue increases within top 150 medium-duty fleets 
• High-quality executive materials and financial analyses consistently support deal progression 
• Enterprise sales efforts are tightly aligned with upfitter and dealer channel strategies 
• The VP of Enterprise Sales & BD is enabled by strong execution, deal discipline, and follow-through

Why Workhorse

Engineering and Manufacturing for the Work Ahead 

Workhorse designs, engineers, tests, validates and manufactures physical products in America’s Heartland. Our work spans battery-electric commercial vehicles and the development of Mobile AI Infrastructure. 

See Your Work Take Shape 

Engineering and manufacturing come together at Workhorse. Employees can see their contributions progress from problem-solving and product development to production and real-world use. 

Collaborative, Accountable Teams 

Our teams work across disciplines to solve practical challenges. We value respect, open communication and accountability, and employees are trusted to contribute ideas and take ownership of their work. 

Built on Experience. Focused on What’s Ahead. 

Workhorse brings established commercial-vehicle experience to new products and applications, creating opportunities to strengthen what we do today while helping develop what comes next. 

A Workplace with Personality 

We take our work seriously while making room for connection, camaraderie and fun. At select locations, that includes a dog-friendly workplace in accordance with site guidelines. 

Workhorse ValuesIntegrity | Transparency, Accountability & Results | Pride in Excellence | Intentional Innovation Extraordinary Talent and Teamwork

Workhorse Group Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, protected veteran status, or disability.