Director of Enterprise Sales, Trulioo
North America
$175-225k
Offers equity and $175K – $225K Bonus
Global online identity verification service
Be an early applicant
Global online identity verification service
201-500 employees
Be an early applicant
$175-225k
Offers equity and $175K – $225K Bonus
201-500 employees
Company mission
To be the identity platform that global businesses turn to for growth, innovation and compliance.
Role
Who you are
- 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
- 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
- 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
- If you don’t see yourself fully reflected in every job requirement listed on the posting above, we still encourage you to reach out and apply
- Research has shown that minorities and underrepresented groups often only apply when they feel 100% qualified
What the job involves
- Reporting to the VP, Sales (North America), the Director, Enterprise Sales is responsible for building and leading our Enterprise Account Executive team across North America
- This leader will own the full revenue motion, from new-logo acquisition through expansion and growth within existing enterprise accounts, covering pipeline generation, deal management, forecasting, and close, while hiring, coaching, and scaling a high-performing AE team
- This role is expected to leverage AI and emerging technologies to improve productivity, enhance decision-making, and continuously optimize how work is performed
- 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
Application process
- Recruiter Interview: 30 minutes
- Hiring Manager Interview: 45 minutes
- Panel/Presentation/Assignment: 60 minutes
- Chief People Officer Interview: 60 minutes
- Final Leadership Interview: 45 minutes
Our take
Identity fraud is on the rise, anti-money laundering and terrorism financing regulations are tightening, and online identities are becoming harder to track. The ramifications of this for individuals and businesses alike make digital identity verification a challenge that urgently needs to be overcome. The Trulioo team have good reason to think they can do it.
Begun as a Facebook customer identification service, Trulioo has grown to become a comprehensive identity verification platform. It allows customers to ID more than 5 billion people across the globe from a single API, even according to different regional specifications, without relying on conventional information like credit history or bank account details. This remarkable feat has won Trulioo Unicorn status, and with more companies going global it’s likely to see it continue netting substantial enterprise clients.
There’s another crucial reason why this matters: economic activity is increasingly moving online, potentially freezing out people without the digital identities normally required to engage with it. Trulioo’s platform offers a truly global solution, for all parties, and it is well positioned to succeed within this space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-9% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jun 2021
$394m
SERIES D
Sep 2019
$50m
SERIES C
Total funding: $469.5m
Company HQ
South Main, Vancouver, BC
Leadership
Vicky Bindra
(CEO)Vicky is also a Non Executive Director at Figure and CloudPay. Previously, they previously served as Chief Operating & Product Officer at Nuvei and as a Group President/Chief Product Officer at FIS.
Zac Cohen
(Chief Product Officer)Zac joined Trulioo in 2015 as a GM, moving into the role of COO in 2019 and CPO in 2024. Prior to Trulioo, they spent nearly 3 years at Global Relay as a Lead in Corporate Development and as an Associate VP of Strategy & Operations.
Hal Lonas
(CTO)Prior to joining Trulioo in 2021, Hal was a CTO at Carbonite and Webroot. They also spent 4 years at BrightCloud as a VP of Engineering.
Jana Hill
(Chief People Officer)Prior to joining Trulioo in 2025, Jana was an Advisor/Fractional Rewards & People Operations Leader at JHill Advisory Services. Before that, they were the VP of Global Rewards & People Operations at Nuvei and the Head of Global Compensation at KDC/ONE.
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