What are the responsibilities and job description for the Director, Growth Sales position at prove?
About Prove
As the world moves to a mobile-first economy, businesses need to modernize how they acquire, engage with and enable consumers. Prove’s phone-centric identity tokenization and passive cryptographic authentication solutions reduce friction, enhance security and privacy across all digital channels, and accelerate revenues while reducing operating expenses and fraud losses. Over 1,000 enterprise customers use Prove’s platform to process 20 billion customer requests annually across industries, including banking, lending, healthcare, gaming, crypto, e-commerce, marketplaces, and payments. For the latest updates from Prove, follow us on LinkedIn.
Prove is driving the future of digital identity. We are looking for Provers who know how to make an impact. We’re talking self-starting professionals who thrive in a fast-paced environment, process information quickly, and make intelligent decisions. The work is challenging and requires not only smart but natural curiosity and tenacity. Teamwork is also important to us – we work together and play together.
Prove has big plans, and we’re excited about the future. If this sounds like the place for you – come join our team!
Title: Director, Sales - Growth
Department:Revenue
FLSA Status: Exempt
Job Summary: The Director, Sales will lead and inspire the sales team to exceed targets, drive new client acquisition, optimize the sales pipeline, and manage strategic relationships with key client stakeholders. They will also develop and implement sales strategies, oversee contract negotiations, and analyze sales metrics to achieve revenue goals.
Key Responsibilities:
- Spearhead the development and implementation of strategic sales plans, encompassing business development strategies for individual verticals and pipelines, to achieve company revenue targets.
- Responsible for identifying, implementing, and executing on high-level strategic initiatives across the New Business organization.
- Lead and participate in senior leadership sessions to guide and support the business
- Accelerate new client acquisition by identifying and prioritizing high-potential opportunities, optimizing the sales pipeline, and streamlining the sales cycle.
- Define, track, and analyze key sales metrics (monthly, quarterly, and annual quotas) to assess sales performance and proactively implement corrective actions to achieve or exceed annual revenue targets.
- Manage the sales revenue pipeline, identify and mitigate risks, and implement strategies to create sustainable growth.
- Lead and inspire the sales team to exceed activity metrics, bookings, and revenue quota.
- Drive process optimization to expedite the sales cycle and minimize the time to revenue.
- Collaborate with the People team to attract and recruit top-performing sales professionals for the team.
- Continuously monitor sales performance against forecasts, identify performance gaps, and implement corrective action plans to ensure the team achieves its targets.
- Represent the company at industry events and trade shows, fostering strategic partnerships and generating new business opportunities.
- Design and implement comprehensive sales training programs covering technical, competitive, and sales skills knowledge to enhance the team's effectiveness and expertise.
- Cultivate and manage strategic relationships with key client stakeholders, acting as a trusted advisor to drive continued value and customer satisfaction.
- Proactively identify and capitalize on cross-sell and upsell opportunities within the existing customer base to maximize revenue potential.
- Lead complex contract negotiations, renewals, amendments, and SOWs, ensuring favorable terms and pricing that optimize revenue recognition.
- Develop and maintain a robust set of customer success KPIs to track and measure sales activity, pipeline health, and overall performance.
- Champion and role-model the company's cultural values of humility, passion, inclusion, and leadership, fostering a positive and high-performing team culture.
- Maintain a deep understanding of our products, markets, and industry trends through continuous learning and professional development.
Qualifications and Experience:
- Extensive Experience relevant with Saas or Direct B2B High-tech solutions
- 3-5 years of sales leadership with emphasis on coaching a team
- Track record of successfully scaling a profitable sales organization.
- Prior responsibility for forecasting ACV, revenue, associated costs, direct and sales goals, and team leadership.
- Experience working in a small, entrepreneurial company.
- Experience selling Identity or Security software and/or platform solutions into new markets and across all channels direct; inside sales; partners; and strategic alliances.
- Experience with product launch; strategic and product marketing a plus
- Full appreciation for marketing-driven demand generation and experience leveraging marketing automation.
- Experience with Salesforce
- Knowledge of MEDDPIC is a plus.
- Knowledge of Fintech, Identity and Authentication are a must have
The anticipated salary range for this role is $180,000- $190,000 plus variable commission. Offered salary will be determined by the applicant’s education, experience, knowledge, skills, geo-location and abilities, as well as internal equity and alignment with market data.
Benefits & Perks for FTE Provers:
- Competitive salaries & Bonus Plan (for eligible roles) and Equity Plan
- Modern Health for financial, mental, and physical wellness
- 401(k) Retirement Plan & Match (US Offices) and Local Country Pension (International Offices)
- Unlimited Vacation and Flexible hours
- Comprehensive medical benefits for you and your family ❤️
- Emotional & Physical Wellness – Access to wellness services (EAP & Prove Well-Being Reimbursement)
- Bottomless snacks & beverages for certain office locations
- Daily GrubHub stipend for lunch if coming into the office (US Offices)
- A great place to work and connect with other talented Provers like yourself!
Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Prove we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
Equal Opportunity Employment:
Prove is an equal opportunity employer committed to providing equal employment opportunity for all people regardless of race, color, religion, gender or sexual orientation, age, marital status, national origin, citizenship status, disability, veteran status or other personal characteristics
Privacy & Data Protection:
When you are applying for a job at Prove, we collect and use your personal information in the job application process. To understand more about how Prove uses your personal information, please see our Recruitment Privacy Policy on our website.
