Sales Lead, Community / Directory Commercial Activation

IPC Systems•New York City, NY

43d•Hybrid

About The Position

IPC is a global fintech company that puts people at the center of innovation. With a strong global footprint, we empower financial institutions and capital markets with advanced cloud-based trading communications and managed connectivity solutions. Through our portfolio of communications and connectivity solutions, we focus on solving business challenges and adapting to regulatory changes in the fast-paced global financial markets. This enables our clients to maintain consistent market access, a strong competitive advantage, and enhanced operational efficiency. Join a team that is dedicated to delivering groundbreaking products and making a significant impact on our clients' success. www.IPC.com This role sits in Community Solutions (OneCall), the team building IPC’s community layer so counterparties can find, reach and transact with each other. You’ll lead a 3-person global activation pod operating across ET (New York) and UK (London) time zones, partnering daily with Sales (CRO org) , Customer Success Managers (CSMs), Sales Engineering (SE), Product, Marketing, RevOps and Compliance. The mission: accelerate commercial community adoption, Directory activation, and ongoing utilization across IPC’s installed base and new logos. A s enior commercial–technical–CS hybrid leader who drives adoption of IPC’s new Directory capability and broader community solutions. You will orchestrate field plays, packaging/Pricing & SLA (Service Level Agreement) levers, activation sprints, and success programs that turn capability into measurable revenue and usage—while enabling Sales, CSM and SE teams to scale the motion globally.

Requirements

12+ years in B2B SaaS/fintech GTM roles with 7+ years leading Sales, Customer Success, or Sales Engineering teams; proven track record driving product adoption at scale.
Expertise in communications/UCaaS or trading communications and network/directory-based products ; understands entitlements, identity, inter-firm connection workflows.
Demonstrated success designing commercial programs (pricing/packaging, promotions, migrations) tied to activation and usage KPIs.
Strong capital-markets fluency (sell-side / buy-side workflows; compliance-sensitive environments).
Hands-on operator with Salesforce (or similar CRM) and BI; builds dashboards for activation, utilization and pipeline health.
Technical depth to partner with SEs on directory setup/SSO/API basics and troubleshoot go-live blockers.
People leadership: hire, coach and performance-manage a small global team; influence cross-functional leaders.
Excellent executive communication; comfortable working across ET and UK hours.
Bachelor’s degree or equivalent practical experience.

Nice To Haves

Experience launching directory/identity or trader-voice capabilities in capital markets; familiarity with inter-firm messaging/voice platforms.
Working knowledge of MiFID II , Dodd-Frank , FINRA , GDPR as they relate to communications capture/retention.
Background in change management (e.g., Prosci/ADKAR) and free→paid conversion programs.
Exposure to channel/distributor motions and partner-led activation.
Data skills (cohort analysis, funnel/usage analytics) and growth frameworks (AARRR).
Advanced degree (MBA or similar) a plus.

Responsibilities

Own the Directory commercial activation plan → define offers, pricing/SLA migration levers and enablement that move customers to the new model.
Run activation sprints with Sales/CSM/SE by segment (sell-side, buy-side, intermediaries) → accelerate directory entitlement/configuration and first-30-day usage.
Stand up the metrics engine (e.g., activation %, verified profiles, DAU/MAU, call volume, invite/referral velocity) in CRM/BI → drive weekly pipeline & adoption reviews.
Coach and scale a 3-person pod (field enablement, activation specialists) → multiply impact through regional sales teams.
Close the loop with Product on voice-of-customer, integration priorities and onboarding friction → reduce time-to-value and increase utilization.
Land proof points (design partners, case studies) and executive relationships at strategic accounts → unlock expansion and network effects.
Partner/channel alignment where relevant to amplify adoption with distributors and ecosystem partners.