Sales & Customer Success Enterprise (201-1000 employees)

Sales Representative at Enterprise

OCEAN+ profile for Sales Representatives: high Extraversion and adaptability, with emotional resilience to handle rejection.

In LATAM enterprise, personal relationships remain decisive

Procurement processes can take twice as long as in Anglo markets

Internal coordination is as critical as customer-facing skills

Generic profile Startup (1-50 employees) SMB (51-200 employees) Global (1001+ employees)

Ideal OCEAN+ Profile

Openness 60 Conscientiousness 82 Extraversion 90 Agreeableness 65 Emotional Stability 67 Structure & Rhythm 60
Ideal range
Openness
50 70

At enterprise companies (201-1000 employees), openness to trying new channels and sales strategies

Conscientiousness
72 92

At enterprise companies (201-1000 employees), discipline in pipeline management and follow-up

Extraversion
80 100

At enterprise companies (201-1000 employees), the energy to build relationships and close deals

Agreeableness
55 75

At enterprise companies (201-1000 employees), the balance between assertive persuasion and active listening

Emotional Stability
57 77

At enterprise companies (201-1000 employees), resilience in the face of constant rejection and long sales cycles

Structure & Rhythm
50 70

At enterprise companies (201-1000 employees), building long-term relationships with clients

Strengths and Red Flags

Strengths

  • Energy and persistence in prospecting
  • Fast rapport building
  • Navigating complex buying committees by mapping stakeholders, sponsors, and economic decision-makers
  • Managing 6-18 month sales cycles without losing energy or momentum

Red Flags

  • Overpromising to close deals
  • Lack of post-sale follow-up
  • Pushes the client at the wrong moments in the buying cycle, damaging the relationship
  • No experience with enterprise procurement or negotiations with legal departments

Interview Questions

Tell me about the longest stretch of rejections you've had in sales. How did you stay motivated and what did you do to break out of it?

Evaluates: Emotional Stability

Describe your weekly sales routine. How defined is your sales process versus improvising based on the day and the prospect?

Evaluates: Structure & Rhythm

Describe the most complex enterprise deal you led. How many stakeholders were involved?

Evaluates: Managing complex buying processes

How do you build a business case for a CFO who wasn't part of the discovery meetings?

Evaluates: Translating technical value into financial language

More about Sales Representative

Career path, personality archetypes and similar roles in the full profile.

Career Path Archetypes Similar Roles Case Study

This Role in Other Contexts

Generic profile

Sales Representative — base profile with no company context

View profile → Startup (1-50 employees)

In LATAM startups, the Sales Manager is often also the first AE

View profile → SMB (51-200 employees)

In LATAM SMBs, the Sales Manager reports directly to the owner or CEO

View profile → Global (1001+ employees)

Must be able to sell upward to HQ in addition to managing local markets

View profile →
View all profiles for Enterprise →
Fintech → Healthcare → Manufacturing → All solutions →

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