Director, Enterprise Sales (North America)
About The Position
The Director, Enterprise Sales is responsible for building and leading Trulioo’s Enterprise Account Executive team across North America. Reporting to the VP, Sales (North America), the role owns the full revenue motion, from new-logo acquisition through expansion and growth within existing enterprise accounts, including pipeline generation, deal management, forecasting, and closing. The director will hire, coach, and scale a high-performing team and develop the North American enterprise segment strategy. The role focuses on complex enterprise sales and long-term account growth. The ideal candidate brings substantial B2B sales management experience, preferably in a high-growth startup and in identity verification, fraud, or risk management, with familiarity in relevant enterprise verticals. The position is full-time and permanent and may be performed remotely within the USA for the right candidate. Trulioo expects the role to use AI and emerging technologies to improve productivity, decision-making, and work processes.
Requirements
- At least 6 years of B2B sales management experience.
- 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, upselling, cross-selling, and executive-level relationship building.
- Experience closing and expanding large, complex enterprise deals and selling complex products.
- Strong pipeline management, deal management, and forecasting skills across new business and expansion revenue.
- Ability to influence, develop, and empower team members to achieve objectives and build inclusive, diverse teams.
- Excellent communication and presentation skills and ability to build relationships at all levels, including the C-suite.
- Comfort operating in an AI-forward sales environment, using AI tools for forecasting, pipeline management, and productivity, and articulating the value of AI-powered products to enterprise buyers and customers.
Nice To Haves
- Experience in a high-growth startup environment.
- Experience in identity verification, fraud, or risk management.
- Prior exposure to Fintech, Payments, Banking, Marketplaces, Gig Economy, AI/Technology, and/or Gaming verticals.
- GRC or KYC/AML software experience.
Responsibilities
- Hire, develop, motivate, and mentor Enterprise Account Executives, ramping new hires toward productivity goals for new-logo and expansion targets.
- Set clear goals and promote accountability, coaching, and high performance.
- Coach AEs on deal strategy, opening and qualifying opportunities, account planning, consultative and complex-deal selling, multi-threading, and expansion within existing customers.
- Build an inclusive and diverse team culture that supports learning and risk-taking.
- Own team pipeline coverage, velocity, and conversion for new-logo and expansion opportunities.
- Manage key deals, unblock stalled opportunities, and regularly review deal health.
- Drive expansion through upsell, cross-sell, and new use cases, partnering with AEs on account plans and whitespace identification.
- Own accurate weekly, monthly, and quarterly forecasts and reporting for new business and expansion revenue to the VP, Sales and leadership team.
- Engage directly with prospects and existing customers on strategic or complex deals to support conversion.
- Promote AI-powered sales tools for forecasting, deal intelligence, conversation intelligence, prospecting, and enablement to improve pipeline accuracy, productivity, and execution.
- Build a strategic plan for the North American Enterprise segment, including new-logo acquisition and expansion, with defined KPIs, targets, and timelines.
- Partner with Marketing, Customer Success, and Product on pipeline generation, deal execution, and account growth; work with Customer Success on renewals, expansion, and customer health.
- Develop sales strategies and go-to-market plays for target verticals, including land-and-expand motions.
- Help shape the sales narrative for AI and explain the value of AI-driven identity, fraud, and risk solutions to prospects and customers.
Benefits
- Health, dental, and vision coverage.
- Retirement plans with company match.
- Paid time off.
- Parental leave.
- Annual education and training stipend equivalent to $1,000 in local currency.
- Hybrid office environment with weekly lunches, quality coffee, and regular social events.
- Some locations offer parent rooms, on-site gyms, lounges, and adaptable workstations.
- Wellness workshops and events.
- Complimentary Headspace subscription.
- Employee Resource Groups offering community and support.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
