销售主管，企业客户
Director of Sales, Enterprise
Worth 是一家 B2B SaaS 金融科技平台，将中小企业的入驻和信用评估整合到一个由人工智能驱动的系统中，为金融机构、信用合作社、金融科技公司、贷款机构、支付处理商和 ISV 提供服务。我们正在招聘一位企业销售总监，负责在我们的企业客户群体中获取新客户并实现增长——包括金融机构、顶级金融科技公司、支付处理商、ISV 和在我们管道中下最大订单的贷款机构。这是一个球员/教练角色：你将亲自负责一份客户名单，并处理我们最大、最复杂的交易，同时在你之下建立、指导和扩大一支由高级企业销售代表和 SDR 组成的小团队。
如果你只希望从预测表格中进行管理，这份工作不适合你。如果你希望参与交易、打磨信息、制定策略手册，并在过程中培养下一代 Worth 销售人员——请继续阅读。
职责
- 作为球员（大约占你时间的 50%）
- 亲自寻找、负责并完成一组战略企业客户的交易，包括中型和大型银行、信用合作社、支付处理商、贷款机构和平台型金融科技公司。
- 在团队目标之外，承担个人直接销售额度。
- 主导需求分析、范围定义、演示、技术评估支持、商业谈判、条款修订和合同签署，并获得解决方案、产品、法律和财务团队的支持。
- 通过主动出击、人脉网络、合作伙伴渠道和活动工作自行推动可衡量的销售线索——你不会等待市场或 SDR 来提供线索。
- 在 Worth 最重要的交易中担任资深发言者，包括你的销售代表正在推进的交易，并在任何阶段介入以解决问题。
- 作为教练（大约占你时间的 50%）
- 招聘、培养并留住一支高绩效的企业销售代表和配套 SDR 团队，每次招聘都提高标准。
- 每周进行 1:1 会议、销售线索审查、交易审查和电话辅导。听取录音电话，陪同现场通话，并在 24 小时内提供具体且可操作的反馈。
- 负责预测准确性。每周向 CRO 汇报，能够逐笔说明每笔交易。
- 与市场部紧密合作开展 ABM，与产品部就前线反馈的路线图信号进行沟通，与客户成功部交接和扩展业务，并与合作伙伴部共同销售。
- 建立运营节奏：销售线索生成目标、阶段转化目标、周期时间目标、胜率目标，并对团队执行这些目标。
- 展示销售业绩、销售线索健康状况、竞争情报和战略建议
查看英文原文
Worth is a B2B SaaS fintech platform that consolidates SMB onboarding and underwriting into a single AI-powered system for financial institutions, credit unions, fintechs, lenders, payment processors, and ISVs. We are hiring a Director of Sales, Enterprise to own new logo acquisition and expansion across our enterprise segment — financial institutions, top-tier fintechs, payment processors, ISVs, and lenders writing the biggest checks in our pipeline. This is a player/coach role: you will personally carry a quota and run our largest, most complex deals while building, coaching, and scaling a small team of senior Enterprise AEs and SDRs underneath you.
If you only want to manage from a forecast spreadsheet, this is not the job. If you want to sit in the deal, sharpen the message, build the playbook, and develop the next generation of Worth sellers while you do it — read on.
Responsibilities
- As a Player (roughly 50% of your time)
- Personally hunt, own and close a named list of strategic enterprise accounts mid-market and enterprise banks, credit unions, payment processors, lenders, and platform fintechs.
- Carry a direct, individual quota in addition to your team's number.
- Run discovery, scoping, demo, technical evaluation support, commercial negotiation, redlines, and contract close with assists from Solutions, Product, Legal, and Finance.
- Drive measurable pipeline yourself through outbound, network, partner channels, and event work — you are not waiting on marketing or SDRs to feed you.
- Be the senior voice in the room on Worth's biggest deals including ones your AEs are running and step in to unblock at any stage.
- As a Coach (roughly 50% of your time)
- Hire, develop, and retain a high-performing team of Enterprise AEs and supporting SDRs raise the bar with every hire.
- Run weekly 1:1s, pipeline reviews, deal reviews, and call coaching. Listen to recorded calls, ride along on live ones, and give specific, actionable feedback within 24 hours.
- Own forecasting accuracy. Submit a weekly call to the CRO that you can defend deal-by-deal.
- Partner closely with Marketing on ABM, with Product on roadmap signal from the field, with CS on handoff and expansion, and with Partnerships on co-sell motions.
- Build the operating cadence: pipeline generation targets, stage conversion targets, cycle-time targets, win-rate targets — and hold the team to them.
- Present sales performance, pipeline health, competitive intel, and strategic recommendations to the executive team and board as needed.
Requirements
- 8+ years of enterprise B2B SaaS sales experience, with at least 4 years in a frontline sales leadership role managing AEs.
- A documented, repeatable track record of personally closing six- and seven-figure ACV deals — you can name the logos, the deal sizes, and the cycle times.
- Direct experience selling into financial institutions, fintechs, payment processors, lenders, or adjacent regulated industries. Familiarity with KYB, KYC, IDV, AML, fraud, underwriting, or onboarding tooling
- A genuine player/coach disposition you have run deals while leading a team and can point to AEs whose careers you have measurably advanced.
- Operating fluency in a modern sales stack: HubSpot (our CRM), Outreach/Salesloft, Gong/Chorus, LinkedIn Sales Navigator, ZoomInfo or similar.
- Mastery of a structured enterprise sales methodology (MEDDPICC, Command of the Message, Challenger, Force Management, or similar) and the ability to teach it.
- Sharp commercial instincts on pricing, packaging, paper, and procurement. You know when to hold, when to concede, and when to walk.
- Executive presence and writing that holds up in front of a Chief Risk Officer or a board.
Benefits
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k)
- Life Insurance
- Flexible Paid Time Off
- 9 paid Holidays
- Free Food & Snacks in Orlando office
Originally posted on Himalayas