Director, Sales

The Director, New Logo Sales is responsible for driving predictable, sustainable revenue growth by leading a high-performing team of Account Executives focused on acquiring new Financial Institution clients. This role will operationalize Alkami's go-to-market strategy by reinforcing a disciplined, consultative sales approach grounded in the "One Way To Win" framework. Success in this role requires a leader who can consistently deliver accurate forecasts, maintain a high-quality pipeline, and coach teams to win complex SaaS deals from initial engagement through contract execution and implementation alignment. Key Responsibilities & Duties: Team Leadership & Performance Management • Lead, coach, and develop a team of Account Executives to consistently meet and exceed quota • Ensure performance is distributed across the team, with a focus on elevating mid and lower performers • Actively engage in late-stage deals to support execution and drive win rates • Build a culture of accountability, inspection, and continuous improvement Forecasting & Deal Execution • Own and deliver accurate in-quarter forecasts with a high degree of reliability • Inspect deal health and enforce clear qualification standards across all opportunities • Provide data-backed insights and updates to sales leadership Pipeline Management & Hygiene • Ensure a healthy, forward-looking pipeline with accurate staging, close dates, and qualification • Regularly audit pipeline to validate deal progression and identify risk early • Establish consistent inspection rhythms to maintain pipeline integrity across the team Pipeline Generation & Cross-Functional Alignment • Partner closely with Marketing and SDR leadership to improve lead quality and conversion • Ensure Account Executives execute against clearly defined target account strategies • Align team activities with regional and segment-specific campaigns Create feedback loops to continuously optimize top-of-funnel performance Sales Execution & Methodology Leadership • Reinforce adoption of the "One Way To Win" framework across all stages of the sales cycle • Standardize best practices for discovery, qualification, and deal progression • Develop team expertise in translating complex technical solutions into clear business value for Financial Institutions Cross-Functional Deal Leadership & Contracting • Partner with Legal, Product, and Implementation teams to accelerate deal cycles • Proactively identify and communicate product or delivery gaps during the sales process • Ensure alignment on implementation timelines and client expectations prior to contract signature • Reduce time from initial contract to signed agreement through strong internal coordination Qualifications: • Successful field sales leadership experience specifically with financial Institutions and digital banking. • Sales leadership experience: 3 years • Additional Sales Experience: 3 years • Experience leading teams of 5+ and managing team quota • Ability to create and recruit for sales territories • Ability to create and manage pricing and contract process Desired Skills: • Deep understanding of SaaS sales metrics, forecasting, and pipeline analytics • Strong coaching and inspection skills with a focus on deal quality and execution • Ability to operate cross-functionally and influence internal stakeholders • Executive presence with strong communication and presentation skills • Experience in digital banking or financial technology solutions The salary range for this position is: $176,000 - $220,000 Cool Things to Know Not Just Any Company: Alkami has an awesome diverse and inclusive environment. We have a FUN culture and offer great benefits, including remote-first environment, unlimited paid time off, 401(k) with employer match, and more. Work Authorization: We cannot offer employment sponsorship at this time. Candidates must be eligible to work in the US for full-time employment. Recruiters: We are not looking for outside recruiting firms to help us in this search. Thank you for understanding. Pay Transparency: As of January 1, 2023, new states and locales have enacted pay equity laws that require more pay transparency by employers in the following states: California, Colorado (effective January 1, 2021), Connecticut, Maryland, Nevada, New Jersey, New York, Ohio, Rhode Island and Washington.