Enterprise Sales for Startups: Deal Cycles, Champions

Enterprise Sales for Startups

Enterprise sales is a different job than SMB or PLG. The deals are bigger, the cycles are longer, and the founder mistakes are more expensive.

Who's in the room

Economic buyer (signs). Champion (advocates internally). User (has to use it). IT / security (approves). Procurement (negotiates). Legal (papers it). Missing any of the five delays the deal by a quarter.

Cycle length

6-9 months typical for a first-of-its-kind purchase. 3-6 months for a repeat category. Anything the champion says will close "next month" is usually a quarter away. Model against reality, not hope.

Security and procurement

SOC 2 Type II is table stakes above ~$50K ACV. Standard security questionnaires (SIG, CAIQ) speed things up. Procurement will ask for discounts, MFN pricing, and payment terms — expect it and have a floor.

Champion development

Give your champion the deck, the ROI model, and the answers to objections before they need them. A champion who can't sell you internally will lose the deal, even if they love the product.

Frequently asked questions

What ACV is 'enterprise'?

Loosely $100K+. Below that, mid-market motion still applies.

Should founders own enterprise deals?

Yes for the first 20-50. Then hire an experienced AE.

How do I speed up procurement?

Have security docs ready, offer annual prepay discount, and get on standard paper (theirs or yours) early.

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