Director, Sales

Role Overview

• Lead your team in building and executing strategic territory plans that accelerate pipeline and drive quota achievement.
• Maximize territory performance by directing resource allocation, optimizing coverage models, and reducing unnecessary travel or selling costs.
• Own the US Net New sales strategy , ensuring strong performance across bookings, revenue, and pipeline generation.
• Understand key market drivers and collaborate across customer and internal stakeholders to remove blockers and create momentum.
• Build strong executive‑level relationships with customers and prospects to influence decision‑making and long‑term engagement.
• Shape and support complex, high‑value deal strategies , ensuring the team clearly articulates commercial value and negotiates effectively.
• Guide the team to analyze prospect financials and tailor their approach to drive conversion.
• Ensure consistently strong consultative and value‑based selling , resulting in well‑qualified opportunities.
• Oversee accurate reporting across forecasting, pipeline, budgets, and territory analytics , ensuring operational excellence.
• Maintain a healthy sales engine through disciplined pipeline development and high‑quality sales activities.
• Cultivate relationships with industry influencers and stay ahead of competitive and product developments.
• Mentor and develop your team, elevating their selling capability, territory management, and business acumen.
• Recruit top talent, deliver impactful onboarding, and guide ongoing coaching, performance management, and career progression.
• Foster a culture of innovation, accountability, and adaptability, encouraging the team to embrace new approaches and continuous improvement.

Requirements

• Proven track record selling enterprise software, SaaS, or FinTech solutions —with consistent success meeting or exceeding targets across Tier 2 to Tier 4 banks in the US.
• Strong understanding of the banking ecosystem , with expertise in one or more areas: Core Banking, Lending, Payments, Trade Finance, or Risk Management.
• Demonstrated success leading and developing sales teams (5+) , with the ability to inspire excellence in a fast‑moving, high‑performance environment.
• Depth in value‑based, consultative selling , especially when influencing C‑suite stakeholders; exceptional executive communication and storytelling skills.
• Ability to translate complex client challenges into compelling solution value propositions and ROI narratives .
• Skilled at navigating multi‑stakeholder, complex deal cycles and negotiating sophisticated enterprise contracts.
• Experience operating within a matrixed environment and maintaining a rigorous CRM‑driven pipeline (e.g., Salesforce).
• Proficiency in at least two modern sales methodologies (e.g., Challenger, Value Selling, Solution Selling).
• Highly results‑driven, responsive, and consistent in delivering qualitative and quantitative business outcomes.

Benefits

• Enjoy unlimited vacation, subject to local regulations and business priorities.
• Benefit from hybrid working arrangements and inclusive policies such as paid time off for voting, bereavement, and sick leave.
• Access confidential one‑to‑one support through our Employee Assistance Program, connect with our network of Wellbeing Champions and Gather Groups, and take part in monthly events and initiatives designed to help you thrive—inside and outside of work.
• Medical, life and disability insurance, retirement plans, lifestyle, and other benefits.
• Paid time off for volunteering and donation‑matching opportunities to support causes that matter 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 wants to participate and contribute.
• Access online learning and accredited courses through our Skills & Career Navigator tool.
• Take part in our global recognition program, Finastra Celebrates, and share your voice through regular employee surveys that help shape our culture and ways of working.