• 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 discovery 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