Job Description
The Enterprise Business Head of Sales Planning & Go-To-Market (GTM) leads enterprise sales planning, pipeline governance, and performance management to drive revenue growth and operational excellence. This role manages a team of three FTEs and works closely with Sales, Bid Management, Enterprise Operations, and Marketing to ensure disciplined execution, SLA adherence, and effective go-to-market delivery. Responsible for establishing robust sales metrics, forecasting, and reporting frameworks to enable data-driven decision-making, improve sales productivity, and support sales transformation. The role also oversees tender and bid governance for Strategic and Corporate Accounts, contributes to enterprise business planning and reviews, and represents the function on sales governance and process improvement initiatives to simplify internal workflows and accelerate revenue realization.
Responsibilities- Lead and provide strategic direction to a team of three FTEs responsible for enterprise sales planning and sales performance tracking.
- Oversee sales pipeline governance and hygiene in close collaboration with Vertical Leads, ensuring effective planning and execution of business strategies to achieve revenue targets.
- Establish and manage consistent sales metrics, forecasting, and reporting frameworks (monthly, quarterly, and annual) to support data-driven decision-making, improve sales force productivity, and enable sales transformation.
- Ensure continuous monitoring and analysis of sales performance data to identify trends, opportunities, and areas for improvement.
- Lead and coordinate with the Bid Management team on all tender and bid activities for Strategic and Corporate Accounts, ensuring full compliance with defined SLAs.
- Contribute to the enterprise business planning cadence, including preparation and participation in business reviews.
- Partner closely with Enterprise Operations and Enterprise Business Marketing:
- Ensure end-to-end SLA fulfillment (e.g. activation, device delivery, SIM activation) for timely revenue realization, while optimizing sales processes, tools, and frameworks.
- Act as the representative for the Head of Sales/ Head of Department on sales governance, guiding principles, and operational efficiency initiatives, simplifying internal processes to enable faster and more effective go-to-market execution.
Requirements
- Bachelor's degree in Business, Marketing, Finance, Economics, or a related field.
- Minimum 1015 years of experience in B2B/ Enterprise sales, sales planning, GTM strategy, or commercial operations.
- Proven experience in leading sales planning, forecasting, pipeline governance, and performance management in a complex enterprise environment.
- Prior people management experience with cross-functional stakeholder leadership exposure.
- Strong knowledge of enterprise sales planning, GTM models, market segmentation, pricing, and offer structuring.
- Hands-on experience in sales pipeline management, forecasting accuracy, and CRM-driven sales governance.
- Experience establishing sales metrics, dashboards, and reporting frameworks to drive productivity and sales transformation.
- Solid experience managing enterprise bids and tenders, including collaboration with bid management teams and adherence to SLAs.
- Strong commercial acumen with the ability to translate strategy into executable sales plans.
- Demonstrated ability to partner effectively with Sales, Marketing, Product, Finance, and Operations teams.
- Experience driving operational efficiencies, process simplification, and end-to-end revenue realization.
- Ability to represent the function at senior leadership forums and business reviews.
- Strong analytical skills with the ability to interpret sales data, identify trends, and recommend actionable insights.
- Proven leadership, communication, and influencing skills across senior stakeholders.
- Comfortable operating in a fast-paced, performance-driven environment with high accountability.
- Strategic, structured, and execution-focused mindset.
- High ownership, resilience, and strong attention to detail.
- Results-oriented with a continuous improvement mindset.
Next Steps
Thank you for taking the first step towards joining our team at CelcomDigi! After submitting your application, our Talent Acquisition team will review your CV and reach out to shortlisted candidates to guide you through the next steps, including a pre-screening conversation, interviews and or assessments.
At CelcomDigi, we aspire to be Malaysia's leading telco-tech company the nation's digital growth engine powering transformation through 5G, AI, and innovation that impacts over 20 million customers. Here, your role goes beyond work. It's about enabling businesses to thrive, connecting communities, and advancing society, as we build a brand rooted in trust, reliability and customer excellence. Aligned with our employer value proposition, Grow with Purpose. Build with Trust, you'll have the opportunity to innovate responsibly and create digital solutions that truly make a difference. If you're driven, future focused, and ready to be part of something bigger, we want you on our team.
Let's advance and inspire Malaysia together! #WeAreCelcomDigi
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CelcomDigi is an equal opportunity employer, and committed to promote employment practices that are transparent, objective and fair. 
