Director, Software Sales

About the role

This role is for a leader focused on expanding Versapay's revenue within companies valued at over $100 million. You will be responsible for building and guiding a team of Account Executives, driving sales development, and managing strategic partnerships to achieve annual revenue goals for the upper mid-market segment. Success requires deep knowledge of financial technology and software sales, coupled with the ability to foster valuable relationships.

Key facts

What you'll do

• Guide and support a team of Software Sales Account Executives in closing complex deals originating from Sales Development, FVAR, and Strategic Partner teams.
• Implement and refine effective sales strategies and processes to ensure team success.
• Serve as the main point of contact for prospective clients, addressing inquiries and resolving issues.
• Negotiate significant software contracts, ensuring beneficial terms for both clients and Versapay.
• Develop a thorough understanding of client challenges and articulate the value proposition of Versapay's solutions.
• Collaborate with Marketing and Partner teams to maximize partner engagement, meet booking targets, and initiate joint marketing and co-selling efforts.
• Define and track key performance indicators to measure sales effectiveness and partnership impact.
• Oversee team performance, monitor progress against objectives, and provide regular updates to senior leadership on sales metrics.
• Work closely with Sales Development, Sales Engineering, Product, Marketing, Sales Support, Underwriting, and Implementation teams.
• Liaise with the Product Development team to ensure product-market alignment and effective integration functionality.

Requirements

• A minimum of 7 years of experience in a fast-paced SaaS or Fintech environment.
• At least 5 years of experience managing a SaaS Sales team.
• A minimum of 3 years of experience leading teams focused on the Upper Mid-Market or Enterprise segments.
• Over 5 years of direct negotiation experience with finance leaders such as Controllers, VPs of Finance, CFOs, CTOs, CIOs, and CAOs.
• Demonstrated experience in coaching and reinforcing a recognized sales methodology throughout the entire sales cycle, from initial contact to post-implementation handoff.
• A proven history of building relationships with key decision-makers, advancing opportunities, and consistently exceeding sales targets.
• Experience managing and leading geographically dispersed teams.
• Proven ability to establish operational discipline and identify and replicate critical performance indicators.

Nice to have

• Prior experience in the payments industry.
• A strong aptitude for building and nurturing professional relationships.
• The ability to effectively manage multiple priorities, opportunities, and personalities throughout the sales process.
• A proactive approach to problem-solving, utilizing available resources and resolving conflicts.
• A curious and confident demeanor, with a knack for asking insightful questions and learning from interactions to effectively communicate the benefits of innovative fintech solutions.
• Proficiency with Salesforce reporting and data analysis to inform business growth strategies.
• Excellent organizational skills for managing complex workflows and coordinating internal teams.
• A results-oriented mindset with a drive to complete tasks efficiently.
• Comfort in interacting with individuals at all organizational levels and building trust.
• A competitive spirit and a track record of successfully closing deals and exceeding quotas.

Skills & tools

• Salesforce

Practical notes

• This role is open to candidates based in Canada.
• Travel may be required.