Director, Enterprise Sales (North America)

Position Summary:

Reporting to the VP, Sales (North America), the Director, Enterprise Sales is responsible for building and leading our Enterprise Account Executive team across North America. This leader will own the full revenue motion, from new-logo acquisition through expansion and growth within existing enterprise accounts, covering pipeline generation, deal management, forecasting, and close, while hiring, coaching, and scaling a high-performing AE team.

The ideal candidate has extensive B2B sales and sales management experience, ideally in a high-growth startup environment, selling complex products into large enterprises and growing those relationships over time. We strongly prefer candidates from a similar or adjacent industry - specifically identity verification, fraud, or risk management - with deep familiarity with Fintech, Payments, Banking, Marketplaces, Gig Economy, AI/Technology, and/or Gaming verticals.

This role is expected to leverage AI and emerging technologies to improve productivity, enhance decision-making, and continuously optimize how work is performed.

This will be a full-time, permanent position, which can be done remotely within the USA for the right candidate.

What You'll Be Doing:

Team Leadership & Management

• Hire, develop, motivate, and mentor a team of Enterprise Account Executives, ramping new hires quickly to meet productivity goals across both new-logo and expansion targets
• Set clear goals and foster a culture of accountability, coaching, and high performance
• Coach AEs on deal strategy, opening and qualifying opportunities, account planning, and consultative/complex-deal selling techniques, including multi-threading and expanding within existing customers
• Build an inclusive, diverse team culture where AEs feel supported to take risks, learn from losses, and grow

Pipeline, Deal Management & Forecasting

• Own pipeline for both new-logo and expansion opportunities: coverage, velocity, and conversion across the team
• Drive rigorous deal management - actively engaging in strategy for key opportunities, unblocking stalled deals, and reviewing deal health regularly
• Drive expansion revenue through upsell, cross-sell, and new use cases within existing enterprise accounts, partnering with AEs to build account plans and identify whitespace
• Own accurate weekly/monthly/quarterly forecasting and reporting on new business and expansion revenue to the VP, Sales and leadership team
• Support sales conversion by directly engaging with prospects and existing customers on strategic or complex deals
• Champion the use of AI-powered sales tools (e.g., forecasting, deal intelligence, conversation intelligence, prospecting/enablement platforms) to improve pipeline accuracy, rep productivity, and deal execution

Strategy & Cross-Functional Partnership

• Build a strategic plan for the NA Enterprise segment covering new-logo acquisition and expansion, with clear KPIs, targets, and timelines
• Develop productive cross-functional partnerships with Marketing, Customer Success, and Product to support pipeline generation, deal execution, and account growth. Work closely with Customer Success on renewals, expansion plays, and customer health
• Think creatively to devise winning sales strategies and go-to-market plays for target verticals, including land-and-expand motions
• Help shape how AI is positioned within the sales narrative, including articulating the value of AI-driven identity, fraud, and risk solutions to prospects and existing customers

What You'll Bring:

• 6+ years of experience in B2B sales management, with a track record of hiring, ramping, and scaling high-growth Enterprise sales teams that win new logos and grow existing accounts
• Experience driving expansion and net revenue retention in enterprise accounts, including account planning, upsell and cross-sell, and executive-level relationship building within existing customers
• Experience closing and expanding large, complex Enterprise deals, with a demonstrated ability to sell a complex product
• Strong command of pipeline management, deal management, and forecasting disciplines, across both new business and expansion revenue
• Proven ability to influence, develop, and empower team members to achieve objectives, and to build inclusive, diverse teams
• Excellent communication and presentation skills, with the ability to build relationships at all levels, including the C-suite
• Comfortable operating in an AI-forward sales environment: leveraging AI tools for forecasting, pipeline management, and productivity, and confidently articulating the value of AI-powered products to enterprise buyers and existing customers
• Prior exposure to Fintech, Payments, Banking, Marketplaces, Gig Economy, AI/Technology, and/or Gaming verticals strongly preferred; GRC or KYC/AML software experience a plus

Interview Process:

At Trulioo, we strive to create an interview experience that is transparent, engaging, and respectful of your time. Our process is designed to help us learn more about your skills and experience while giving you insight into our team, culture, and the impact of the work we do.

Here's what you can expect throughout the interview process:

• Recruiter Interview: 30 minutes
• Hiring Manager Interview: 45 minutes
• Panel/Presentation/Assignment: 60 minutes
• Chief People Officer Interview: 60 minutes
• Final Leadership Interview: 45 minutes