Director, Software Sales

Summary

Join Versapay as the Director of Software Sales- Upper Mid-Market and lead a team of Software AEs selling to $100M+ companies. You will be responsible for developing and managing the team, converting leads, building strategic relationships, and growing new bookings and revenue. This role requires Fintech experience, a deep understanding of fintech software, and strong partnership cultivation skills. You will collaborate with cross-functional teams and report to the Vice President of Sales & Business Development. The position offers a competitive salary and OTE, and the opportunity to significantly impact the company's growth. Versapay values customer obsession, mutual support, diversity, innovation, and results-oriented work.

Requirements

• 5+ years of experience working for a fast-paced SaaS or Fintech company
• 3-5 years of experience leading a SaaS Sales Team
• 2+ years of experience leading an Upper Mid-Market or Enterprise Team
• 2+ years of experience negotiating directly with Finance Leaders as part of your core buying persona- Controllers, VPs of Finance, CFOs, CTOs, CIOs, and/or CAOs
• Implementing, reinforcing, and providing ongoing coaching with a proven sales methodology – deep knowledge of all elements of the sales process from discovery through solutioning, ROI discussions, executive proposals, negotiating and closing, and implementation team handoffs
• Proven track record building relationships and targeting key decision makers to push opportunities forward and delivering results and exceeding quota
• Working with and leading virtual teams across functions and geographies
• Creating operational rigor, identifying and replicating core KPIs

Responsibilities

• Coach and executive sponsor a team of highly skilled and passionate Software Sales AEs responsible for closing multi-threaded deals referred by SDRs, FVARs, and Strategic Partner Sales Teams to maximize sales
• Deploy best-in-class sales strategies and processes, and co-create and execute the blueprint for the team’s success
• Act as the primary point of contact for Software prospects’ inquiries, concerns, and escalations
• Negotiate high value software agreements and terms to ensure favorable terms for both our Customers and Versapay
• Maintain a deep level of understanding of the pains we solve and how to build a business case for change with our prospects
• Collaborate with marketing and partner team to leverage partner relationships to meet bookings targets and develop joint marketing initiatives, co-selling opportunities, and co-development projects
• Establish key performance indicators (KPIs) and operating mechanisms to continuously measure the success and effectiveness of partnerships
• Monitor sales team performance and track progress towards achieving target
• Provide regular reports and updates to senior management on sales activities and outcomes including conversion rates, pipeline generated, and pipeline closed
• Collaboration cross-functional with Sales Development, Sales Engineering, Product, Marketing, Sales Support, Underwriting, and Implementation Teams
• Collaborate with the product development team to ensure product-market fit and that our integrations are working effectively for our mutual clients

Preferred Qualifications

Experience in the Payments industry a plus

Benefits

• $135,000 - $155,000 a year
• OTE ranging from $225,000 - $260,000 USD
• #LI-Remote