Senior Director, General Manager Digital Sales

INTRODUCING CONVERA
Convera, a company committed to bringing its customers the most advanced business payments platform in the world was formed from the spin-off of the assets and companies that comprised Western Union Business Solutions, a division of The Western Union Company. Convera’s completion of the acquisition of Western Union Business Solutions is still subject in Europe to regulatory approvals and other customary closing conditions.
Convera is one of the largest non-bank B2B cross-border payments companies in the world. Leveraging decades of industry expertise to deliver smarter money movements, Convera is committed to ensuring that our customers capture more value with every transaction.
What We Do & Who We Serve
Convera serves a broad range of customers ranging from small business owners to enterprise treasurers to educational and financial institutions. Delivering solutions ranging from simple currency exchanges to sophisticated cross-border payments platforms and solutions, everything we do is designed to simplify complex payment operations and give our customers the confidence needed to grow their reach and business.
In 2022, the business processed over $175 billion in transactions. With an existing customer base of more than 30,000 small and medium-sized businesses, educational institutions, financial institutions, law firms, and NGOs spanning over 40 countries and territories and 140 currencies, the business possesses a truly global footprint and serves some of the fastest-growing segments of the B2B cross-border payments markets.
Powered by a sophisticated and expansive global settlement network, Convera’s capabilities are built on efficiency, accuracy, and compliance at its core, alleviating risk and accelerating smarter decision making. As a standalone fintech company, Convera will build on its customer-driven culture and accelerate investments in technology, product innovation, and marketing, while transforming its go-to-market operations.
Convera is led by a distributed Senior Leadership Team located in Seattle, New York, London, Paris, Sydney and Luxembourg, reflecting the global nature of the business.
Senior Director, General Manager Digital Sales
We are looking for a Senior Director, General Manager Digital Sales, reporting to the Chief Commercial Officer of Convera, to drive the transformation of our Small and Medium Business (SMB) sales function to achieve our growth ambitions. With a team in North America, Europe, and Asia that includes inside sales and account management, this position will be responsible for $75MM in ARR by the end of 2023 and substantial multi-year growth opportunity. Our strategic ambition is to profoundly transform this function with best-in-class digital CX.
The ideal candidate has experience managing an inside sales function, introducing and scaling digital sales tools, and working with a product organization to build a customer journey that leverages self-service capabilities. The combination of growing the existing business, supporting the transition towards more technology centric experience, and affecting a culture change that emphasizes a growth mindset, is the core of the mission for this executive.
In your role as Senior Director, General Manager Digital Sales, you will:

• Develop and lead a high performing global team, driving adoption of sales enablement and modern sales tools that maximize sales productivity, standardizing around best practices, and building a culture of performance. This will require the digital transformation of existing sales processes and teams to align to new sales motions.
• Working with the leadership of the Go-to-market organization, restructure territories and existing client books to optimize the servicing of SMBs (companies with less than $10MM in revenue), balancing digital capabilities and human provided support.
• Manage the P&L of a $75MM ARR global B2B business, with responsibility for revenue growth, gross margin, and contribution profit.
• Define and execute on the strategy and targets for lead generation, upsell, cross-sell and win-back motions in partnership with marketing, taking full accountability for the discipline around lead management in GTM
• Implement strategies to grow an existing portfolio of more than 15k customers through up/cross-sell of new platform capabilities, as released in line with product roadmap, including the migration to new solutions
• Partner with Digital Customer Success teams on the refinement of workflows and playbooks that drive adoption of existing and new platforms, migration to new, and generate upsell/cross-sell opportunities to maximize CLTV.
• Represent the voice of SMB customers, and, working with Product, Technology and Operations, influence the re-engineering of the customer journey with a particular attention to enhancements required to improve the end-to-end customer experience, and to capabilities that maximize revenue potential.
• Lead for your segment, the transformation and modernization of the sales process, sales infrastructure, client portfolio management with the goal of improving key metrics (such as revenue per client, sales productivity, sales operating leverage, contribution profit, time-to-active, CAC/LTV, retention, SoW growth) to industry bests.
• Define and own execution of the strategy to grow Convera’s small business segment (sales volumes of <$10MM), through both existing and future digital self-serve FX payment platforms and features.

A successful candidate for this position should have:

• Deep knowledge and expertise of modern sales technology and sales productivity metrics and how these work with people and process to deliver positive outcomes.
• An entrepreneurial temperament, with the ability to build a high growth organization, anchored in insight about customer needs. A capacity to inspire a global organization as it pursues a growth agenda.
• MBA or equivalent degree preferred
• Experience working in regulated businesses, where innovation and compliance, security and scalability must all work in harmony, is highly preferred. Ideally, knowledge of B2B payments, with strong understanding of disbursements, foreign exchange, global treasury, and payments operations, is a plus.
• Ability to work efficiently with other senior leaders in the company, contributing to the work and fabric of a Go-to-market team that values competence, humility, and the ambition to make Convera the undisputed leader in its space.
• 10+ years in global sales leadership roles, with full P&L ownership and proven success of delivery to revenue growth targets. 5+ years’ experience working in a B2B SasS and/or digital-first software vendors.
• Demonstrated sound business judgment and the ability to think strategically about a quickly growing business alongside the interest and ability to dive into tactical details.
• Strong analytical and quantitative skills; ability to use research, hard data, and metrics to challenge assumptions, generate credible forecasts, and solve problems.
• Comfortable with ambiguity - able to set strategic direction and execute effectively in a global, matrixed organization.
• Experience building a new business or sales organization from the ground-up or experience with business transformation is preferred. Proven track record of driving adoption of disciplined and well-instrumented sales process and pipeline management.

Location
This position will require some international travel. The preferred locations for this position are Seattle, New York, Denver, although we remain flexible for right leader.
We offer an abundance of competitive perks and benefits including:
Market competitive gross salary ($181,350 - $332,500)
Bonus & Equity
A flexible approach to work
401 (K) Incentive Savings Plan
Employee Assistance Program
Employee Discount Program
Supplemental Incentive Savings Plan
PTO-FTO
Medical, Dental and Vision Package
Paid Volunteering Opportunities
There are plenty of amazing opportunities at Convera for talented, creative problem solvers who never settle for good enough and are looking to transform Business to Business payments. Apply now if you are ready to unleash your potential.
Please contact us directly if you have any questions
Recruiter – https://www.linkedin.com/in/selina-white-120b751a/
Hiring Manager - linkedin.com/in/prxgauthier
Apply Now