Pre-Sales Lead USA

Trustpair • New York, NY

2d • Hybrid

About The Position

Trustpair is the automated vendor validation platform protecting over 400 enterprise companies worldwide from vendor fraud. Since 2017, finance and procurement teams have leveraged Trustpair to eliminate vendor fraud while significantly reducing the time spent on manual checks. The company utilizes AI extensively, embedding it into daily work to automate tasks and provide strategic insights. Trustpair has offices in New York, Paris, London, and Milan, fostering a diverse and action-oriented team culture focused on protecting global payments. This role is for individuals who want to see their work make an immediate impact in financial security.

This Pre-Sales Lead, USA position is within the Revenue Excellence team. It's a dual-mandate role supporting strategic enterprise deals in North America and enhancing the global pre-sales function. As a senior individual contributor, this role partners with Account Executives on complex enterprise deals and is responsible for methodologies, tooling, and best practices for a three-person pre-sales team across the US and Europe. It's a hands-on role focused on shaping the global pre-sales function. The position reports to Claire Vachelard, Head of Revenue Excellence, and collaborates with US Sales, Implementation, and Product teams. The role is based in New York City, with a preference for a hybrid presence (2 days/week in the office).

Requirements

• 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 judgment to connect product capabilities with business priorities.
• Credibility with complex buying groups and senior business and technical stakeholders.
• Strong project management across multiple contributors, deadlines, and priorities.
• A collaborative, coaching-oriented mindset.
• Strong prioritization and sound judgment about where to focus effort.
• 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.
• Fluent in English.

Nice To Haves

• Fintech or B2B SaaS experience involving complex or regulated enterprise workflows.
• Familiarity with ERP, procurement, treasury, or similar enterprise systems.
• Experience improving pre-sales methodology across regions.
• Experience in an international organization with distributed stakeholders.
• Experience in a scale-up or fast-growing international company.

Responsibilities

• Lead pre-sales engagement for strategic North American enterprise opportunities, from discovery through close.
• Drive continuous improvement in global pre-sales processes, methods, tools, and best practices.
• Become a trusted product and deal-strategy partner who helps the US team win complex opportunities.
• Partner with US Account Executives on complex enterprise deals, leading technical discovery, tailored demos, POCs, and business cases for C-level stakeholders.
• Serve as the primary expert on Trustpair’s product, integrations, and value throughout the sales cycle, tailoring the story to each prospect’s environment.
• Own POCs end-to-end: define success criteria, coordinate resources, track progress, and drive conversion.
• Navigate complex enterprise environments involving multi-stakeholder alignment, ERP integrations (SAP, Oracle, Coupa), TMS platforms, and collaboration with consulting firms or system integrators.
• Build relationships with target accounts and strategic partners to support long-term pipeline growth.
• Define and embed pre-sales standards across the team (2 in Europe, 1 in the US), including discovery, qualification, POC playbooks, and demos.
• Partner with the Head of Revenue Excellence on pricing, competitive positioning, and prioritizing new use cases.
• Turn field insights, including objections, product gaps, integration challenges, and competitive dynamics, into actionable feedback for Product, Marketing, and Sales leadership.
• Maintain high-quality integration guides, battle cards, use-case libraries, and product documentation.
• Partner with Account Executives throughout the sales cycle to strengthen qualification, deal structure, and close strategy.
• Challenge weak qualification, identify the right stakeholders, and deploy pre-sales resources effectively.
• Improve sales execution by sharing product and integration expertise and clarifying what makes an opportunity winnable.

Benefits

• AI tools to accelerate impact with dedicated training and peer support.
• Career opportunities in France and internationally.
• Hybrid working model in New York City (approx. two office days per week).
• Inclusive environment with cultural diversity and parity.
• High-impact role supporting Trustpair’s most strategic enterprise deals in North America.
• Opportunity to shape and scale pre-sales methodologies, processes, and best practices globally.
• Collaboration with Sales, Product, Implementation, Customer Success, and Marketing teams.
• Central seat in the revenue organization, acting as a key feedback loop.
• Perks listed on the company's benefits page.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed