A white whale (or just “whale”) is a slang term for an exceptionally large, high-value account or customer that a salesperson or company is actively pursuing. Closing a whale often means a significant impact on revenue, recognition, or company growth.

Traits of whale accounts:

• Enterprise-level budgets
• Long, complex sales cycles
• Multiple stakeholders and decision-makers
• Strategic value beyond just revenue (e.g., brand recognition, market entry)

While they’re tempting, chasing whales can be resource-intensive and risky if not balanced with a healthy pipeline.