Director, Software Sales- Upper Mid-Market
About Versapay For growing businesses that need to accomplish more with less, Versapay’s Accounts Receivable Efficiency Suite simplifies the invoice-to-cash process by automating invoicing, facilitating B2B payments, and streamlining cash application with AI. Versapay integrates natively with top ERPs, while allowing businesses to collect with a self-serve payment portal and collaborate with customers and teammates to resolve what automation alone can’t. Owned by Great Hill Partners, Versapay’s employee base spans the U.S. and Canada with offices in Atlanta and Miami. With 10,000 customers and 5M+ companies transacting, Versapay facilitates 110M+ transactions and $170B+ in payments volume annually Think you might be the next Veep to join? Read on!!
- Our Values
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- How you’ll have a massive impact here – and on your career:
As the Director of Software Sales- Upper Mid-Market, you will be responsible for developing and managing a team of Software AEs selling to $100M+ companies, converting leads from the Sales Development Team as well as strategic relationships with Financial Institutions, NetSuite, Microsoft, and Sage Intacct and their associated Value Added Resellers (VARs) to grow new bookings and revenue for Versapay. In this role, you will own the Upper Mid-Market Team’s annual revenue number and be responsible for growing the organization while influencing the Sales Development and Partner sales strategies for growth of our Fintech and VAR partnerships. You will collaborate closely with cross-functional teams, including partner, software sales, marketing, product development, and finance, to drive the growth and success of our Software Sales Team. This role requires Fintech specific experience, a deep understanding of fintech software, and a keen ability to identify and cultivate mutually beneficial partnerships. Reporting to the Vice President of Sales & Business Development, you will also have a key influence on all aspects of our sales program and how we execute successful go-to-market campaigns.
- What you'll do:
- Coach and executive sponsor a team of highly skilled and passionate Software Sales AEs responsible for closing multi-threaded deals referred by SDRs, FVARs, and Strategic Partner Sales Teams to maximize sales
- Deploy best-in-class sales strategies and processes, and co-create and execute the blueprint for the team’s success
- Act as the primary point of contact for Software prospects’ inquiries, concerns, and escalations.
- Negotiate high value software agreements and terms to ensure favorable terms for both our Customers and Versapay.
- Maintain a deep level of understanding of the pains we solve and how to build a business case for change with our prospects.
- Collaborate with marketing and partner team to leverage partner relationships to meet bookings targets and develop joint marketing initiatives, co-selling opportunities, and co-development projects.
- Establish key performance indicators (KPIs) and operating mechanisms to continuously measure the success and effectiveness of partnerships.
- Monitor sales team performance and track progress towards achieving target
- Provide regular reports and updates to senior management on sales activities and outcomes including conversion rates, pipeline generated, and pipeline closed.
- Collaboration cross-functional with Sales Development, Sales Engineering, Product, Marketing, Sales Support, Underwriting, and Implementation Teams
- Collaborate with the product development team to ensure product-market fit and that our integrations are working effectively for our mutual clients.
- What you'll bring to the team:
- Required Experience
- 5+ years of experience working for a fast-paced SaaS or Fintech company.
- 3-5 years of experience leading a SaaS Sales Team
- 2+ years of experience leading an Upper Mid-Market or Enterprise Team
- 2+ years of experience negotiating directly with Finance Leaders as part of your core buying persona- Controllers, VPs of Finance, CFOs, CTOs, CIOs, and/or CAOs.
- Implementing, reinforcing, and providing ongoing coaching with a proven sales methodology – deep knowledge of all elements of the sales process from discovery through solutioning, ROI discussions, executive proposals, negotiating and closing, and implementation team handoffs.
- Proven track record building relationships and targeting key decision makers to push opportunities forward and delivering results and exceeding quota.
- Working with and leading virtual teams across functions and geographies.
- Creating operational rigor, identifying and replicating core KPIs
- Experience in the Payments industry a plus.
- About You
- Passion for Sales and all things Sales related
- Excellent
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