About the roleTrustpair is looking for a
Pre-Sales Lead, USA to join our
Revenue Excellence team and take on a uniquely dual-mandate role: owning strategic enterprise deals in North America, while simultaneously raising the bar for how the global pre-sales function operates.
This is a
lead-level individual contributor role, you will be the most senior pre-sales resource, partnering closely with our Account Executives to win complex Enterprise deals, while also taking ownership of methodologies, tooling, and best practices across a team of three pre-sales professionals based in the US and Europe.
This is a hands-on,
build role. If you're energized by the challenge of shaping how a pre-sales function operates at a fast-growing international company, not just executing within one, this is the role for you. You will report to
Claire Vachelard, Head of Revenue Excellence, and work closely with the US Sales team, Implementation Managers, and Product.
This position is
based in New York City, with
hybrid presence preferred (2 days/week in the office).
Compensation: Base salary $150k - $190k | OTE $200k - $250k, depending on seniority and final scope.
Contract type: Full-time
Main MissionThis is a
newly created position designed to increase pre-sales capacity in North America and drive global pre-sales continuous improvement.
Your mission will be to:- Lead pre-sales engagement for Trustpair's strategic Enterprise opportunities in North America, helping shape complex deals from initial discovery through successful close.
- Drive continuous improvement across processes, methodologies, tools, and best practices for the global pre-sales team.
- Become a trusted product and deal-strategy partner to the US team, bringing deep expertise and helping Account Executives navigate and win complex opportunities.
What you'll do:Strategic Deal Execution - North America- Partner with US Account Executives on strategic and complex enterprise deals: lead technical discovery, deliver tailored product demonstrations, design and run Proof of Concept phases, and build compelling business cases for C-level stakeholders
- Serve as the primary expert on Trustpair's product, integrations, and value proposition throughout the sales cycle, ensuring prospects at every level of the organization fully understand what Trustpair brings to their specific environment
- Own POC phases end-to-end: define success criteria with the prospect, coordinate internal resources, track progress, and drive conversion to a signed deal
- Navigate complex enterprise environments involving multi-stakeholder alignment, ERP integrations (SAP, Oracle, Coupa), TMS platforms, and collaboration with consulting firms or system integrators when present in the deal
- Build lasting relationships with key contacts at target accounts and strategic partners to support long-term pipeline development
Scale Pre-Sales Practices - Global- Define and enforce best practices, processes, and methodologies across the pre-sales team (currently 2 in Europe, 1 in the US), from discovery frameworks and qualification criteria to POC playbooks and demo standards
- Work closely with the Head of Revenue Excellence on strategic topics impacting the pre-sales function: pricing approach, competitive positioning, and prioritization of new use cases
- Act as the primary feedback loop from the field: synthesize insights from deals: objections, product gaps, integration challenges, competitive dynamics, and share them with Product, Marketing, and Sales leadership
- Ensure the team has the right materials to operate at a high level: integration guides, battle cards, use case libraries, and product documentation
Partnership & Enablement - US- Work hand-in-hand with Account Executives throughout the sales cycle, not just as a technical resource, but as a strategic partner who helps them qualify deals more effectively, structure their approach, and maximize their chances of closing
- Challenge AEs on deal strategy: push back when qualification is weak, identify the right stakeholders to engage, and ensure pre-sales resources are deployed on the right opportunities at the right time
- Elevate the overall quality of sales execution by sharing knowledge on Trustpair's product, integration complexity, and what separates a winnable deal from a difficult one
What's in it for you - At Trustpair, we see AI as a tool to save time, sharpen focus, and boost impact. Whether you're already hands-on with AI or eager to learn, you'll join a team that values and encourages AI-driven ways of working
- Trustpair is in scaling phase with career opportunities in France and internationally
- A hybrid working model based in New York City, with approximately two office days per week.
- Inclusive environment with cultural diversity and parity
- A high-impact role supporting Trustpair's most strategic enterprise deals in North America
- The opportunity to shape and scale pre-sales methodologies, processes, and best practices globally
- Close collaboration with Sales, Product, Implementation, Customer Success, and Marketing teams, as well as being a central seat in the revenue org, acting in a key feedback loop
Why join Trustpair? A list of our perks here!Must-Haves- Proven experience (8+ years) in a pre-sales, solutions consulting, or solutions engineering role working with complex, enterprise B2B deals
- Experience supporting enterprise sales cycles in the US market, understanding the buying culture, stakeholder dynamics, and deal cycles
- Experience leading technical discovery, tailored demonstrations, proof-of-concept projects, and business-case development
- Strong business acumen and the commercial judgment to connect product capabilities and technical considerations with a prospect's business priorities
- Experience working with complex buying groups and communicating credibly with senior business and technical stakeholders
- Strong project-management skills, including the ability to coordinate multiple contributors, deadlines, and priorities
- A collaborative coaching mindset and genuine interest in helping colleagues improve
- Strong prioritization skills and the judgment to focus effort where it will have the greatest impact.
- Demonstrated experience using AI tools or automation to improve a process, workflow, or business outcome
- Fluent in the technical and commercial language of B2B software
- Professional fluency to native-level in English
Nice-to-Haves- Experience within fintech or another B2B SaaS environment involving complex or regulated enterprise workflows
- Familiarity with enterprise systems and integration environments such as ERP, procurement, or treasury-management platforms
- Experience helping establish or improve a pre-sales methodology across multiple regions
- Experience working in an international organization with distributed stakeholders
- Prior experience in a scale-up or fast-growing international company
Recruitment Process- First call with Morgan, Talent Acquisition Specialist (30 mins)
- Experience interview with Claire, Head of Revenue Excellence (1h)
- Live case study (1h)
- Coffee fit with two members of our team (30 mins)
- Cofounders interview with Alexandre, Cofounder & Managing Director (45 mins)
Department Account Management Locations NYC Remote status Hybrid
