Director, Sales

📋 Description

• Lead your team in developing and implementing strategic territory plans that enhance the pipeline and promote quota attainment.

• Optimize territory performance by managing resource distribution, improving coverage models, and minimizing unnecessary travel or selling expenses.

• Own the US Net New sales strategy, ensuring robust performance in bookings, revenue, and pipeline generation.

• Comprehend key market influences and collaborate with both customer and internal stakeholders to eliminate obstacles and foster momentum.

• Establish strong relationships at the executive level with customers and prospects to influence decision-making and ensure long-term engagement.

• Shape and support strategies for complex, high-value deals, ensuring the team effectively communicates commercial value and negotiates successfully.

• Guide the team in analyzing prospect financials and customizing their approach to enhance conversion rates.

• Ensure consistently strong consultative and value-based selling practices, leading to well-qualified opportunities.

• Oversee precise reporting on forecasting, pipeline, budgets, and territory analytics to ensure operational excellence.

• Maintain a robust sales engine through disciplined pipeline development and high-quality sales activities.

• Build relationships with industry influencers and stay informed about competitive and product developments.

• Mentor and develop your team to improve their selling capabilities, territory management, and business acumen.

• Recruit top talent, provide impactful onboarding, and support ongoing coaching, performance management, and career development.

• Cultivate a culture of innovation, accountability, and flexibility, motivating the team to adopt new strategies and pursue continuous improvement.

⛳️ Requirements

• Proven experience in selling enterprise software, SaaS, or FinTech solutions, with a consistent record of meeting or exceeding targets among Tier 2 to Tier 4 banks in the US.

• Strong understanding of the banking ecosystem, with expertise in one or more areas such as Core Banking, Lending, Payments, Trade Finance, or Risk Management.

• Demonstrated success in leading and developing sales teams of five or more, with the ability to inspire excellence in a dynamic, high-performance setting.

• Expertise in value-based, consultative selling, particularly when engaging C-suite stakeholders; outstanding executive communication and storytelling skills.

• Ability to convert complex client challenges into compelling solution value propositions and ROI narratives.

• Proficient in navigating multi-stakeholder, complex deal cycles and negotiating intricate enterprise contracts.

• Experience working within a matrixed environment and maintaining a disciplined CRM-driven pipeline (e.g., Salesforce).

• Proficient in at least two modern sales methodologies (e.g., Challenger, Value Selling, Solution Selling).

• Highly results-oriented, responsive, and consistent in delivering both qualitative and quantitative business outcomes.

🏝️ Benefits

• Enjoy unlimited vacation, in accordance with local regulations and business needs.

• Benefit from hybrid working arrangements and inclusive policies, including paid time off for voting, bereavement, and sick leave.

• Access confidential one-on-one support through our Employee Assistance Program, connect with our network of Wellbeing Champions and Gather Groups, and participate in monthly events and initiatives aimed at helping you thrive—both personally and professionally.

• Medical, life, and disability insurance, retirement plans, lifestyle benefits, and more.

• Paid time off for volunteering and opportunities for donation matching to support causes that are important to you.

• Engage in our inclusion communities, such as Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, and Women@Finastra—open to anyone who wishes to participate and contribute.

• Access online learning and accredited courses through our Skills & Career Navigator tool.

• Participate in our global recognition program, Finastra Celebrates, and share your feedback via regular employee surveys that help shape our culture and operational practices.