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David Careers

Vice President of Sales

Posted 12 days ago

exalto consultingFargo (ND)
Sales ManagersFinancial Transactions Processing, Reserve, and Clearinghouse Activities

SENIORITY

Manager

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About the role

About the company: Our client is an established leader in identity verification, helping businesses stop identity-based fraud before it happens. Its proprietary SaaS platform validates government-issued identity documents in real time, delivering near-instant, highly accurate decisions both in person and in digital channels. The platform processes identity transactions at very large scale across Americas. Customers span retail, financial services, banking and lending, age-restricted goods, and other sectors that depend on KYC, AML, fraud prevention and age verification. The business is at a turning point. With a differentiated product and a growing market, it is now running with the pace, focus and ownership of a startup, and is investing to broaden its customer base and reduce reliance on a small number of large accounts.
The opportunity: The VP of Sales will own net new business: winning new logos, opening new verticals and building the team that makes this repeatable. Reporting directly to the CCO, they are the engine of the company's diversified growth. This is a build role. The VP will hire, structure and lead a high-performing new business team, put in place a disciplined, data-led sales process, and personally lead strategic pursuits while the team scales. It suits a hands-on sales leader who wants startup pace and ownership, backed by a proven product.
Key responsibilities:
  • Net new business
  • Own and deliver the net new bookings and ARR targets agreed with the CCO.Build and execute a new-logo strategy across priority verticals such as financial services, fintech, lending, retail, automotive, telecoms and age-restricted goods.
  • Define ideal customer profiles, target account lists and territory plans, with marketing support for account-based campaigns.
  • Personally lead and close strategic, complex enterprise deals, especially in the early phase.
  • Work with partnerships to open and grow channel, reseller and platform-integration routes to market.
  • Diversify revenue and reduce concentration risk by growing a broad base of new mid-market and enterprise customers.
  • Building the team
  • Design the new business team structure, roles and hiring plan in line with growth targets and budget.
  • Recruit, onboard and develop Account Executives, Sales Development Representatives and Sales Engineers.
  • Set clear quotas, compensation plans and performance expectations with the CCO and Finance.
  • Build a high-performance culture of accountability, coaching, pace and winning.
  • Develop future sales leaders from within the team.
  • Sales process and operations
  • Implement a consistent, repeatable sales methodology (for example MEDDICC or similar) and a disciplined pipeline process.
  • Own pipeline generation, forecasting accuracy and reporting to the CCO and executive team.
  • Make full use of CRM and sales technology, with clean data and clear dashboards.
  • Track and improve key metrics: pipeline coverage, win rate, sales cycle length, average deal size and CAC.Cross-functional partnership
  • Work with marketing to align demand generation, messaging and campaigns to new business goals.
  • Feed customer and market insight into product and engineering so the roadmap reflects what wins deals.
  • Ensure smooth handover to customer success and account management for onboarding and expansion.
  • Partner with Finance and Legal on pricing, contracts and deal approvals.

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