Title: Sales Director
Department: Revenue
FLSA Status: Exempt
Job Summary: Prove Sales Director oversees sales activities, and participates in strategic reviews. The ideal candidate will have previously sold into top banking clients and have experience selling Identity, Authentication, Fraud Prevention & Digital transformation solutions.
Key Responsibilities:- Become a trusted partner selling Prove strategic banking solutions that meet/exceed the business needs of the client/prospect
- Routinely meet or exceed sales quotas: ACV bookings and in-year revenue
- Build and maintain relationships with senior enterprise level clients, understanding the organization's strategic initiatives in digital identity and authentication
- Develop a deep knowledge of how Prove solutions meet the client/prospect's use case
- Independently build and manage your direct sales pipeline in assigned accounts and/or a geographic region
- Develop a deep knowledge of the prospect's organizational structure and buying process
- Conduct discovery sessions to clearly understand the prospect's business needs, priorities, budget, timing and key KPIs
- Translate data study results to an executive summary that clearly articulates how Prove met the data study business objectives
- Prepare prospect proposals, negotiate business terms, and manage the overall contractual process
- Communicate effectively with internal stakeholders and set realistic external expectations
- Utilize internal resources efficiently and effectively to drive the sales process with clear thought leadership
- Keep the company informed on market intelligence regarding the identity verification and authentication markets
- Promote, maintain and enhance our cultural values of humility, passion, inclusion and leadership
- Exhibit a strong passion for learning about our products and markets through in-house and external training.
Qualifications and Experience:- 8+ years of quota-carrying experience selling complex SaaS based solutions with a strong track record of closing enterprise-level deals over $250k in ACV/ARR
- Experience and relationships with top Banking clients in North America
- Sales hunter mentality and an entrepreneurial spirit
- Strong history of quota attainment. Elite or Presidents club recognition.
- Possesses the ability to communicate simply, articulately while exuding confidence and humility
- Must have the ability to tell a compelling business story, deeply understand the prospects business goals and lead a sales process
- Desire to understand and communicate the underlying technology to business prospects
- Understanding of the security ecosystem with a focus on Identity
- Strong prospecting, qualifying, and negotiating skills; consultative sales approach with a business solution centric mindset. Experience with MEDDPICC is preferred.
- A self-starter. Need to have a roll-up-your-sleeves mentality with an ability to work independently in a fast-paced, high-growth environment
- Experience in cybersecurity, fintech, or fast-growing (including pre-IPO) tech startups, with a proven track record of scaling from $50M to $200M ARR.
- Promote, maintain and enhance our cultural values of humility, passion, inclusion, and leadership.
- Strong passion for learning about our products and markets through in-house and external training.
The anticipated salary range for this role is $150,000 - $165,000 plus variable commission / company bonus. The offered salary will be determined by the applicant's education, experience, knowledge, skills, geo-location and abilities, as well as internal equity and alignment with market data.
Prove follows a market driven compensation philosophy based on geographic location and respective market rates. Job offers will be aligned to location. Please speak with your recruiter if you have questions. Prove defines:
- Metro 2 - NYC metro area, Seattle metro area, Los Angeles metro area, and the Miami metro area.
- Metro 3 - all other cities across the domestic United States, with the exception of the San Francisco Bay Area.
Benefits & Perks for FTE Provers:- Competitive salaries & Bonus Plan (for eligible roles) and Equity Plan
- Modern Health for financial, mental, and physical wellness
- 401(k) Retirement Plan & Match (US Offices) and Local Country Pension (International Offices)
- Unlimited Vacation and Flexible hours
- Comprehensive medical benefits for you and your family ♥
- Emotional & Physical Wellness - Access to wellness services (EAP & Prove Well-Being Reimbursement)
- Bottomless snacks & beverages for certain office locations
- Daily GrubHub stipend for lunch if coming into the office (US Offices)
- A great place to work and connect with other talented Provers like yourself!
