Director, Sales

This is a fully remote position, open to applicants in New York.

📋 Description

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

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

• Take ownership of the US Net New sales strategy, ensuring robust performance in bookings, revenue, and pipeline creation.

• Grasp key market factors and work collaboratively with both customer and internal stakeholders to eliminate obstacles and generate momentum.

• Establish strong executive-level connections with customers and prospects to influence decision-making and foster long-term engagement.

• Design and support intricate, high-value deal strategies, ensuring the team effectively communicates commercial value and negotiates successfully.

• Instruct the team to assess prospect financials and customize their approach to enhance conversion rates.

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

• Supervise accurate reporting related to forecasting, pipeline, budgets, and territory analytics, ensuring operational excellence.

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

• Build relationships with industry influencers and remain proactive regarding competitive and product advancements.

• Mentor and enhance your team's capabilities in selling, territory management, and business insight.

• Attract top talent, provide impactful onboarding, and oversee ongoing coaching, performance management, and career advancement.

• Promote a culture of innovation, accountability, and adaptability, encouraging the team to embrace new methodologies and continuous improvement.

⛳️ Requirements

• Proven success in selling enterprise software, SaaS, or FinTech solutions, consistently meeting or surpassing targets across Tier 2 to Tier 4 banks in the US.

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

• Established success in leading and developing sales teams (5+), with the ability to inspire excellence in a dynamic, high-performance environment.

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

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

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

• Experience functioning within a matrixed organization 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 dependable in delivering both qualitative and quantitative business results.

🏝️ Benefits

• Enjoy unlimited vacation, subject to local regulations and business priorities.

• 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 designed to help you thrive—inside and outside of work.

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

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

• Get involved in our inclusion communities, such as Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, and Women@Finastra—open to everyone 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 voice through regular employee surveys that help shape our culture and ways of working.