Sales Director - Targets Asset Owners and Asset Managers

Description

Total OTE is $210k - 600k

Primary Responsibilities:

RiskSpan is seeking a dynamic, results-driven sales professional eager to join a rapidly growing tech company. The ideal candidate should be an experienced software salesperson who is competitive and wants to win. The candidate should be hungry, nimble and intelligent - with the ability and willingness to close a mix of complex enterprise deals covering a suite of data management and analytic technology solutions. The RiskSpan suite of solutions supports the financial services industry, primarily institutional investors in asset-backed finance (ABF), including residential mortgage loans, consumer loans, other receivables, and structured products. Our solution suite serves portfolio managers, traders, risk managers, valuation professionals, as well as data managers and analysts across the capital markets including asset managers, broker/dealers, insurance companies, banks, REITs, and other institutional investors. The ideal candidate will bring an established network of industry contacts and proven ability to source and close complex deals.

Hunter and Challenger

• Leverage existing industry relationships to identify and pursue new business opportunities, focusing on prospects which are not existing RiskSpan clients (new logos).
• Introduce and sell a suite of products to buy-side firms as well as asset managers, dealers and other intermediaries.
• Own the sales cycle process from lead generation through qualification, needs analysis, product demonstration, negotiation and close.
• Independently source, qualify, and develop a high-quality lead and sales pipeline through account targeting, lead follow up, and prospecting.
• Use effective time management to maximize results by consistently maintaining a reasonable number of new weekly face-to-face prospect meetings
• Ability to cover a national territory where Capital Markets prospects are largely in New York City.

Collaborator

• Document daily sales activities in RiskSpan’s CRM tool – Salesforce. Manage pipeline and perform other tasks necessary to communicate activities to RiskSpan management.
• Develop and maintain an effective business and sales plan, in collaboration with the RiskSpan executive team.
• Be an active team player both on the sales team and throughout RiskSpan to help meet company objectives.
• Be accountable for effective effort and progress with prospective clients and industry sectors targeted by RiskSpan management.
• Properly forecast monthly, quarterly, and annual revenue numbers to enable management to develop accurate business and compensation targets.
• Work closely with RiskSpan’s sales engineering team, subject matter, and product experts to bring in-house RiskSpan knowledge and expertise to bear to close deals whenever needed.

Leader

• Develop and maintain a high level of knowledge about RiskSpan’s products and services.
• Develop and maintain an understanding of the marketplace, competitive offerings and other business issues relevant to the position.
• Provide feedback from field experience to RiskSpan team and management regarding product, selling, pricing, prospect targeting, competitive issues and other matters.

Critical Attributes:

• Able to educate the prospect so they understand the RiskSpan value proposition and see the need for RiskSpan’s solutions.
• Self-motivated, goal-oriented and persistent with ability to work independently while collaborating effectively
• Creative problem solver
• Excellent written and verbal communication skills with an emphasis on persuasion and presentation abilities
• Strong analytical skills with ability to understand technical product capabilities
• Proficiency in CRM systems and sales productivity tools
• Sales experience with risk applications in financial services and particularly familiar with the mortgage and asset backed finance ecosystem.
• Excellent PC and internet skills, including ability to develop PowerPoint pitch and follow up materials and perform industry research as needed
• Listens with objectivity and checks for understanding
• Willingness to travel (25%)
• Demonstrated ability to collaborate among marketing, sales, and product teams to maximize company reach
• Has a strong sense of pace and urgency
• Handles stressful situations and deadline pressures well
• Strong business acumen
• Displays personal & corporate integrity

Educational & Training Requirements

• BA/BS preferred or equivalent work experience with demonstrated proficiency
• 10+ years in financial services, preferably with business-to-business software or web-based solution sales experience
• Experience selling at the "C" level is a plus
• Experience selling into the Asset Backed Finance and/or Private Credit markets a plus
• Documented success achieving and exceeding assigned quotas
• Consultative sales training
• Client References Required

About RiskSpan

RiskSpan is a leading source of analytics, modeling, data, and risk management solutions for the Consumer and Institutional Finance industries. We help financial institutions and regulators solve complex problems involving market, credit, and operational risk. Our clients include top banks, asset managers, servicers, and government-sponsored enterprises.