[Remote] Director, Enterprise Sales (North America)

Note: The job is a remote job and is open to candidates in USA. Trulioo develops digital identity verification solutions. The Director, Enterprise Sales will lead the North American Enterprise Account Executive team and own new-customer acquisition, account expansion, pipeline management, forecasting, and sales strategy while hiring and developing the team.

Responsibilities

• Hire, develop, motivate, and mentor a team of Enterprise Account Executives, ramping new hires quickly to meet productivity goals across both new-logo and expansion targets
• Set clear goals and foster a culture of accountability, coaching, and high performance
• Coach AEs on deal strategy, opening and qualifying opportunities, account planning, and consultative/complex-deal selling techniques, including multi-threading and expanding within existing customers
• Build an inclusive, diverse team culture where AEs feel supported to take risks, learn from losses, and grow
• Own pipeline for both new-logo and expansion opportunities: coverage, velocity, and conversion across the team
• Drive rigorous deal management — actively engaging in strategy for key opportunities, unblocking stalled deals, and reviewing deal health regularly
• Drive expansion revenue through upsell, cross-sell, and new use cases within existing enterprise accounts, partnering with AEs to build account plans and identify whitespace
• Own accurate weekly/monthly/quarterly forecasting and reporting on new business and expansion revenue to the VP, Sales and leadership team
• Support sales conversion by directly engaging with prospects and existing customers on strategic or complex deals
• Champion the use of AI-powered sales tools (e.g., forecasting, deal intelligence, conversation intelligence, prospecting/enablement platforms) to improve pipeline accuracy, rep productivity, and deal execution
• Build a strategic plan for the NA Enterprise segment covering new-logo acquisition and expansion, with clear KPIs, targets, and timelines
• Develop productive cross-functional partnerships with Marketing, Customer Success, and Product to support pipeline generation, deal execution, and account growth. Work closely with Customer Success on renewals, expansion plays, and customer health
• Think creatively to devise winning sales strategies and go-to-market plays for target verticals, including land-and-expand motions
• Help shape how AI is positioned within the sales narrative, including articulating the value of AI-driven identity, fraud, and risk solutions to prospects and existing customers

Skills

• 6+ years of experience in B2B sales management, with a track record of hiring, ramping, and scaling high-growth Enterprise sales teams that win new logos and grow existing accounts
• Experience driving expansion and net revenue retention in enterprise accounts, including account planning, upsell and cross-sell, and executive-level relationship building within existing customers
• Experience closing and expanding large, complex Enterprise deals, with a demonstrated ability to sell a complex product
• Strong command of pipeline management, deal management, and forecasting disciplines, across both new business and expansion revenue
• Proven ability to influence, develop, and empower team members to achieve objectives, and to build inclusive, diverse teams
• Excellent communication and presentation skills, with the ability to build relationships at all levels, including the C-suite
• Comfortable operating in an AI-forward sales environment: leveraging AI tools for forecasting, pipeline management, and productivity, and confidently articulating the value of AI-powered products to enterprise buyers and existing customers
• The ideal candidate has extensive B2B sales and sales management experience, ideally in a high-growth startup environment, selling complex products into large enterprises and growing those relationships over time
• We strongly prefer candidates from a similar or adjacent industry - specifically identity verification, fraud, or risk management - with deep familiarity with Fintech, Payments, Banking, Marketplaces, Gig Economy, AI/Technology, and/or Gaming verticals
• Prior exposure to Fintech, Payments, Banking, Marketplaces, Gig Economy, AI/Technology, and/or Gaming verticals strongly preferred
• GRC or KYC/AML software experience a plus

Benefits

• For full-time, permanent employees: health, dental, and vision coverage
• For full-time, permanent employees: retirement plans with company match
• For full-time, permanent employees: paid time off
• For full-time, permanent employees: parental leave
• For full-time, permanent employees: annual education & training stipend (equivalent to $1,000 in local currency)
• Specific benefits may vary by location and will be discussed further during the interview process.
• Weekly lunches, quality coffee, and regular social events
• Many locations also feature parent rooms, on-site gyms, comfortable lounges, and adaptable workstations
• Access to wellness workshops and events
• Complimentary Headspace subscription
• Employee Resource Groups provide an inclusive space, support and community for employees of diverse backgrounds and allies, with informative, fun sessions and celebrations often open to the entire organization

Company Overview