Director, Enterprise Sales-Global

| Greater NYC Area | Remote
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 About Prove 
 
Prove is the modern platform for continuous identity authentication and is used by over 1,000 enterprises and 500 financial institutions including 9 of the top 10 U.S. banks. Prove’s cloud solutions and mobile intelligence -driven APIs can be easily orchestrated to increase Approve Rates to over 90%, enabling companies to authenticate customer identities accurately, effortlessly, and privately, while mitigating fraud. Prove’s solutions are available in 195 countries. For the latest updates from Prove, follow us on LinkedIn. 
 
As we continue to scale our company, we are looking for people who know how to make an impact. We’re talking self-starting professionals who thrive in a fast-paced environment, process information quickly and make intelligent decisions. The work is challenging and requires not only smarts, but natural curiosity and tenacity. Teamwork is also important to us – we work together and play together.   
 
Prove has big plans; we’re excited and optimistic about the future. If this sounds like a career for you – come check us out.

Prove is looking for a Director, Enterprise Sales to join our rapidly expanding sales organization. You will be a Player/Coach growing your own book of business and leading a team of "hunter" Sales Directors that are breaking down doors in the eCommerce, Gaming, Global Payments, Sharing Economy, Cloud, Social and Dating verticals. We are looking for a strong leader with a history of success growing revenue in an organization that is scaling rapidly.

What You Are Accountable For
  • Build, lead and grow your own book of business, selling to top target accounts 
  • Manage a sales team, which includes business development reps for individual verticals and pipelines.
  • Participate in strategic planning to develop revenue projections and actively engage in contract negotiations.
  • Increase the tempo of new client acquisition by building a sustainable sales pipeline and decrease the length of the sales cycle.
  • Monitor monthly, quarterly and annual quotas; analyze data and metrics; assess performance and ensure the company achieves annual revenue targets.
  • Monitor the sales revenue pipeline and leads, adjusting as necessary to create sustainable growth.
  • Lead team to meet activity metrics as well as bookings and revenue quota
  • Shrink time to revenue by decreasing the length of time between customer acquisition and the go-live date.
  • Coaches, supervises, and provides on-going training of assigned sales reps in technical knowledge, competitive knowledge, and sales skills knowledge
  • Assists with recruiting for the team Monitors attainment versus forecast and assists with corrective action when necessary
  • Evangelize the company by participating in industry events and trade shows.
  • Initiates, participates in, and supervises on-going training of assigned sales representatives in technical knowledge, competitive knowledge, and sales skills knowledge
  • Establish a trusted/strategic advisor relationship with clients and drive continued value of our products and services; advocate customer needs/issues cross-departmentally;
  • Identify cross sell and upsell opportunities within the existing client base
  • Support negotiations of contracts, renewals, amendments and SOWs by assessing delivery risk and developing mitigation plans to ensure performance
  • Develop and regularly report on customer success KPIs that will measure implementation, product adoption, speed of revenue and client satisfaction
  • Design, recruit, train and manage a team of customer success representatives
  • Identify feature enhancements to our product through customer interaction;
  • Promote, maintain and enhance our cultural values of humility, passion, inclusion and leadership.
  • Exhibit a strong passion for learning our products and markets through in-house and external training.
What We Require
  • 8-10 years of relevant experience with SaaS or direct B2B high-tech solutions.
  • 5-7 years of sales leadership with emphasis on building out a team
  • Track record of successfully scaling a profitable, worldwide sales organization.
  • Prior responsibility for forecasting revenue, associated costs, direct and indirect sales goals, and team leadership.
  • Experience working in a small, entrepreneurial company.
  • Experience selling Identity or Security software and/or platform solutions into new markets and across all channels direct; inside sales; partners; and strategic alliances.
  • Experience with product launch; strategic and product marketing a plus
  • Full appreciation for marketing-driven demand generation and experience leveraging marketing automation.
  • Experience with Salesforce (CRM).
  • Knowledge of Fintech, Identity and Authentication are a must have
This position description should not be considered the final description of the position. It should be assumed that we would, to some extent, structure responsibilities in accordance with the successful candidate’s capabilities and changing business conditions.
 
Prove is an equal opportunity employer committed to providing equal employment opportunity for all people regardless of race, color, religion, gender or sexual orientation, age, marital status, national origin, citizenship status, disability, veteran status or other personal characteristics.
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Technology we use

  • Engineering
  • Sales & Marketing
    • C++Languages
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • ScalaLanguages
    • SqlLanguages
    • AsteriskLanguages
    • LuigiLanguages
    • ReactLibraries
    • AngularJSFrameworks
    • SpringFrameworks
    • AsteriskFrameworks
    • MySQLDatabases
    • Dynamo DBDatabases
    • SalesforceCRM

Location

Our teams are currently working remotely at the moment for both our Denver and New York locations.

An Insider's view of Prove (Formerly Payfone)

How does your team reward individual success?

When a team member does well, she/he is given even more responsibility and opportunities to demonstrate leadership. We also share success stories with the wider team over Slack and toast to wins in virtual happy hours.

Mitul

Director of Product Management

What does your typical day look like?

I am responsible for overseeing and coordinating the candidate experience concentrated particularly on the sales and business development departments. This includes making sure we make the candidate experience as seamless as possible by scheduling and being a vessel of unequivocal communication during their interviewing process.

Danellie

Talent Aquistion Coordinator

What are some things you learned at the company?

I've learned how to ask for help, take risks, and lead with confidence. Prove's culture has given me the space to be creative and able to chart my own path.

Ken

Product Marketing Manager

How do you empower your team to be more creative?

I conduct weekly one-on-ones with everyone on my team. I always ask about how we can be more effective as a team/organization. I want them to feel that they have a voice and input in how we can be efficient.

Michele

Vice President of Sales

What makes someone successful on your team?

Success in the Revenue organization starts with an insatiable pursuit of knowledge to truly understand our customer's specific goals and the obstacles to exceeding those goals. Our path to success is our customer’s success, if we don’t start with seeking an understanding of walking in their shoes, we’ve missed an opportunity to be a valued partner.

Kathleen

Chief Revenue Officer

What are Prove (Formerly Payfone) Perks + Benefits

Prove (Formerly Payfone) Benefits Overview

We offer a wide range of compensation & benefits programs that support Provers and their loved ones.

Culture
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Team workouts
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Family Medical Leave
Adoption Assistance
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Stocked Kitchen
Some Meals Provided
Happy Hours
Relocation Assistance
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Lunch and learns
Cross functional training encouraged
Promote from within
Continuing Education stipend
Time allotted for learning
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