The product(s) are mostly differentiated by the enterprise salesperson being able to convince the company they will generate a much larger multiple of $1M in revenue or cost savings for the enterprise, and from being able to convince them that any competitive alternative in the 100K price bracket won't yield comparable results.
The ways that can work are quite varied: it could be very expensive software that's necessary to control a certain business process, or a standard app that is going to make small (but by an enterprise salesperson, quantifiable) improvements to the productivity of 40,000 staff, or something that's sold with metered usage that the enterprise wants to use a lot.
But ultimately to sell at that scale you're almost certainly using "value based pricing" where you start by trying to identify how much the enterprise customer will make/save from your product compared with their next best option, and negotiate down from there.
The ways that can work are quite varied: it could be very expensive software that's necessary to control a certain business process, or a standard app that is going to make small (but by an enterprise salesperson, quantifiable) improvements to the productivity of 40,000 staff, or something that's sold with metered usage that the enterprise wants to use a lot.
But ultimately to sell at that scale you're almost certainly using "value based pricing" where you start by trying to identify how much the enterprise customer will make/save from your product compared with their next best option, and negotiate down from there.