Strategic Sales Director at Prove

Job description

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: Strategic Sales Director Department: Revenue FLSA Status: Exempt Location: Bay Area, CA preferred The Strategic Sales Director will have a hunter mentality and experience selling digital identity verification solutions into top tier global accounts, with success in winning net new logos. Responsibilities: Become a trusted partner selling Prove solutions that meet/exceed the business needs of the client/prospect. Exceed annual sales quotas of Annual Contract Value (ACV), Annual Guaranteed Value (AGV) and in year revenue growth. Build and maintain relationships with enterprise level clients, understanding the organization's strategic initiatives in digital identity and authentication as well as a deep knowledge of the prospect’s organizational structure and decision/buying process. Develop a deep knowledge of how Prove solutions meet the client/prospect's use cases. Exhibit a strong passion for continued learning about our products and markets through in-house and external training experiences. Independently build and manage your direct sales pipeline in assigned accounts and/or a geographic region. Define and execute sales strategy for AI players. Conduct discovery sessions to clearly understand the prospect's business needs, priorities, budget, timing and key KPIs. Translate data study results to executive summaries that clearly articulate Prove value and ROI. Prepare prospect proposals, negotiate business terms and manage the overall contractual process with limited oversight. Leverage cross functional resources and teammates effectively and efficiently to drive sales process through effective communication and manage through expectations setting. Utilize internal resources efficiently and effectively to drive the sales process with clear thought leadership. Promote, maintain and enhance our cultural values of humility, passion, inclusion, and leadership Experience: Strong history of quota attainment. Extensive quota-carrying experience in an Enterprise or strategic sales role with complex selling cycles; SaaS based solutions preferred; strong track record of closing enterprise-level deals over $1M in ACV/AGV/ARR. Experience and relationships with big tech, AI, large payments, digital marketplaces and e-commerce accounts. Proven consultation skills with the ability to influence at all levels of leadership. Executive presence with polished interpersonal style, excellent verbal and written communication skills and high emotional intelligence. Sales hunter mentality and an entrepreneurial spirit. Possesses the ability to communicate simply, articulately while exuding confidence and humility; the ability to tell a compelling business story, deeply understand the prospects business goals and lead a sales process. Desire to understand and communicate the underlying technology to business prospects. Understanding of the identity verification ecosystem with a focus on Identity. Strong prospecting, qualifying, and negotiating skills; consultative sales approach with a business solution centric mindset. A self-starter. Need to have a roll up your sleeves mentality with an ability to work independently in a fast paced, high-growth environment. The anticipated salary pay range for Metro 1 areas for this role is $185,000 - $200,000 plus sales incentive plan. The anticipated salary pay range for Metro 2 areas for this role is $175,000 - $195,000 plus sales incentive plan. The anticipated salary pay range for Metro 3 areas for this role is $155,000 - $175,000 plus sales incentive plan. Offered salary will be determined by the applicant's experience, knowledge, skills, geo-location and abilities as well as internal equity and alignment with market data. Prove follows a market driven compensation philosophy based on geographic location and respective market rates. Job offers will be aligned to location. Please speak with your recruiter if you have questions. Prove defines: Metro 2 - NYC metro area, Seattle metro area, Los Angeles metro area, and the Miami metro area. Metro 3 - all other cities across the domestic United States, with the exception of the San Francisco Bay Area. 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.

Requirements

Must-haves

Become a trusted partner selling Prove solutions that meet/exceed the business needs of the client/prospect.
Exceed annual sales quotas of Annual Contract Value (ACV), Annual Guaranteed Value (AGV) and in year revenue growth.
Develop a deep knowledge of how Prove solutions meet the client/prospect's use cases.
Exhibit a strong passion for continued learning about our products and markets through in-house and external training experiences.
Independently build and manage your direct sales pipeline in assigned accounts and/or a geographic region.
Define and execute sales strategy for AI players.
Conduct discovery sessions to clearly understand the prospect's business needs, priorities, budget, timing and key KPIs.
Translate data study results to executive summaries that clearly articulate Prove value and ROI.
Prepare prospect proposals, negotiate business terms and manage the overall contractual process with limited oversight.
Leverage cross functional resources and teammates effectively and efficiently to drive sales process through effective communication and manage through expectations setting.
Utilize internal resources efficiently and effectively to drive the sales process with clear thought leadership.
Promote, maintain and enhance our cultural values of humility, passion, inclusion, and leadership
Strong history of quota attainment.
Experience and relationships with big tech, AI, large payments, digital marketplaces and e-commerce accounts.
Proven consultation skills with the ability to influence at all levels of leadership.
Executive presence with polished interpersonal style, excellent verbal and written communication skills and high emotional intelligence.
Sales hunter mentality and an entrepreneurial spirit.
Possesses the ability to communicate simply, articulately while exuding confidence and humility; the ability to tell a compelling business story, deeply understand the prospects business goals and lead a sales process.
Desire to understand and communicate the underlying technology to business prospects.
Understanding of the identity verification ecosystem with a focus on Identity.
Strong prospecting, qualifying, and negotiating skills; consultative sales approach with a business solution centric mindset.
A self-starter. Need to have a roll up your sleeves mentality with an ability to work independently in a fast paced, high-growth environment.

Nice-to-haves

Extensive quota-carrying experience in an Enterprise or strategic sales role with complex selling cycles; SaaS based solutions preferred; strong track record of closing enterprise-level deals over $1M in ACV/AGV/ARR.
Competitive salaries & Bonus Plan (for eligible roles) and Equity Plan

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

401(K)

Pto

Wellness