Job OverviewThe Head of GTM, Workforce is responsible for leading and expanding Socure's commercial presence within the Workforce vertical-including HR technology platforms, staffing and background screening companies, payroll and HRIS providers, and enterprises hiring at scale. This executive will drive new business acquisition, deliver against aggressive bookings targets, and shape GTM strategy tailored to the unique needs of hiring, onboarding, and workforce risk teams. The role oversees full-cycle sales initiatives from pipeline generation to deal closure, cultivates long-term client relationships, and collaborates cross-functionally to ensure successful onboarding and value realization. Reporting to the CRO, this leader will build and mentor a high-performing sales team and champion a culture of innovation, accountability, and growth.
Job Responsibilities- Develop and execute a comprehensive sales strategy to maximize Socure's growth with HR tech platforms, staffing agencies, background screening providers, payroll/HRIS companies, and enterprises seeking to combat hiring and workforce fraud.
- Build, lead, and mentor a dynamic team of GTM professionals focused on net-new logo acquisition and expanding current client relationships across the Workforce ecosystem.
- Oversee the entire sales lifecycle: pipeline generation, forecasting, negotiation, closing, and post-sales handoff.
- Establish clear goals and metrics, drive team performance, and ensure target attainment for revenue, bookings, and market share.
- Foster deep relationships with CHROs, Heads of Talent Acquisition, VPs of People, and other key stakeholders in the HR and workforce ecosystem to understand business needs and deliver compelling solutions.
- Collaborate closely with Product, Marketing, and Account Management to align on GTM strategies and campaigns specific to Workforce clients, including use cases such as candidate verification, I-9/onboarding compliance, and account takeover prevention.
- Provide feedback on product-market fit for the Workforce vertical, influence roadmap prioritization, and help tailor solutions for evolving industry needs (e.g., fake applicant detection, deepfake and synthetic identity fraud, sanctions/watchlist screening, and regulatory compliance).
- Represent Socure at industry events, conferences, and within HR technology and talent acquisition communities to build brand equity and drive inbound interest.
- Maintain expert-level knowledge of Socure's Workforce product suite, industry trends, and the competitive landscape across HR tech, staffing, and background screening markets.
Job Requirements- Bachelor's degree required; advanced degree or MBA preferred.
- 12+ years in enterprise or SaaS sales, with at least 5 years in a leadership role managing senior level GTM representatives.
- Demonstrated track record of quota achievement and consistent revenue growth in fast-paced, HR tech, staffing, or workforce-focused environments.
- Entrepreneurial mindset with strong strategic thinking, analytical storytelling, and problem-solving skills.
- Deep understanding of the HR technology, staffing, and background screening markets, including buyer personas, procurement cycles, and the ability to build trusted relationships with HR and talent acquisition executives.
- Proven ability to collaborate cross-functionally and work well in a high-growth, change-oriented culture.
- Experience leveraging Salesforce (or similar CRM) to drive accountability and reporting.
- Excellent negotiation, presentation, and written/oral communication skills.
- High comfort with ambiguity, data-driven decision making, and radical candor.
- Experience in fraud, risk, identity, background screening, or complex data analytics preferred.
Key Competencies- Deep understanding of the HR technology, staffing, and workforce risk domain and its regulatory landscape.
- Excellent consultative selling and client relationship management skills.
- Strong sales acumen and the ability to communicate effectively with both product and technical teams.
- Proven ability to influence cross-functional teams and manage complex customer engagements.
- Ability to serve as a thought leader and trusted advisor to HR technology and workforce clients.
Additional Information- Role is based in the United States with a strong preference for candidates in the Bay Area.
- Expected travel: up to 40-50% for conferences, client meetings, and industry events.
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