Regional Sales Director, Onfido
+ Equity
Automated identity verification
Job no longer available
Automated identity verification
501-1000 employees
Job no longer available
+ Equity
501-1000 employees
Company mission
To create a more open world, where identity is the key to access.
Role
Who you are
- We're looking for a sales leader with previous experience creating and deploying effective sales and business growth strategies
- Excellent Professional Sales Skills: A proficient and creative, high-level sales negotiator with outstanding ability to achieve and exceed sales targets in a B2B, complex sales environment. Proven ability to target accounts and using sales methodologies like Command of the Message to uncover true needs and decision-makers to progress opportunities through our sales funnel. You have a love for the sales process and a proven ability to consistently find and close new accounts
- Valuing Communication and Customer Orientation: A strong and assured communicator and presenter, who is able to gain personal credibility with Board level senior customer management. Understands the customer implications of chosen approaches and is able to reflect these in a diplomatic and professional manner in order to achieve client trust and confidence
- Strong Business Acumen: Able to take a commercially aware approach to achieving goals and objectives and balance both technical and commercial considerations in achieving sales success and ongoing customer satisfaction. Financially astute. Familiarity with financial models, ROI, TCO, capital versus operating budget issues, etc are all areas which will drive success in this role
- An Achievement Oriented Approach: You have a high bandwidth, are pro-active and goal-oriented with a sense of urgency and can adopt a disciplined, practical and organised approach. You have a propensity to succeed, make effective decisions and see them through to an effective conclusion
- High Work Standards and Integrity: Sets and maintains professional standards at all times, puts forward facts honestly and can be trusted implicitly by customers and fellow employees alike. Does far more than the minimum required and is concerned with the quality, professionalism and integrity of work undertaken
- Self-Reliance and Flexibility: Possesses a self-assured and outward going personality with the ability and adaptability to work practically, independently, reliably and flexibly, without the need for ongoing support
- 5+ years of B2B SaaS sales leadership experience in hyper growth firms ie: £25 - £250M
- We are open to first-time leaders for excellent AE's who have worked in Enterprise Sales evironments for at least 7 years with an excellent track record
- Consultative selling experience
- Proven ability to manage a forecast
- Excellent oral and written communication and presentation skills
- Willingness to travel (up to 25%)
- Strong working knowledge of digital identity, IDV or payments/fintech
- Strong operational and process orientation & bias towards execution
- Fluent in English and at least one between French and Italian
What the job involves
- You will have responsibility for generating new business and growth, driving revenue, and assuring the continued trajectory of the territory
- You will develop, manage and lead a sales team and be tasked with hiring and developing the best talent in the market to increase our sales presence throughout the territory
- As an experienced mentor with a strong software and sales background, you will support your team through complex procurements, go-to-market initiatives and act as a senior stakeholder for the customers in your region
- This role is quota-carrying so you will own the regional forecast, tackle opportunities for both net-new revenue and expansion in existing accounts and constantly improve your team through outstanding leadership and coaching
- Formulate a strategy and outline a roadmap for Sales and Marketing to support growth across the region
- Deliver sales revenue targets, implementing, and managing a robust sales forecasting process
- Create processes, set best practices, and build replicable patterns for regional go to markets initiatives
- Take responsibility for the sales & growth of the commercial activitiesReview ways in which market opportunities and sales revenue can be maximised across various market sectors/customers
- Recruit, hire, train new team membersBe a mentor and provide hands-on coaching and professional development for AEs and wider team
- Serve as senior stakeholder and point of escalation internally and in customer engagements
- Conduct weekly forecasts and oversee sales development goals, metrics, and quota achievement
- Proactive cross-functionally collaboration with Marketing, Talent Acquisition, Human Resources, Partnerships and Customer Success to align regional strategy
Our take
As more business than ever is conducted online, identity verification has become key as companies look to prevent the rising tide of identity fraud. Onfido allows businesses to verify a user’s identity automatically using AI to verify uploaded identity documents against a range of biometric markers and online footprint metrics.
As a disruptor in a field sorely needing innovation, Onfido has built a commanding market lead. However it now faces increased competition from the likes of Stripe, Persona and IDNow. Onfido has maintained its market lead through strong, focused R&D, winning it multiple awards including the CogX Best AI product in FinTech for 2022.
Onfido has seen a staggering growth in revenue over the past few years and its customers include the likes of President's Choice Financial, Revolut and Deliveroo. Having raised a large amount of investment funding and achieved sustained profitability, it has now been acquired by Entrust, a leader in payments, identities, and data security. This new chapter for Onfido will open its services up to Entrust's large customer base, a mutually beneficial move.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 10 rounds)
Aug 2020
$6.8m
GRANT
Apr 2020
$100m
SERIES D
Total funding: $217.8m
Company benefits
- Share options in Onfido, through our equity schemes. Share options have a one year cliff and start vesting after probation over a four year period*
- 25 days annual leave plus a day off for your Birthday
- Two paid volunteering days per year.
- Life Assurance (3x Annual Base Salary)
- Generous paid parental leave
- Free mental health coaching provided online
- Private Medical and Dental Insurance through Alan - Onfido pays 60% of the cost
- 50% commute reimbursement up to €40 per month
- Life enrichment allowance of up to €95 per month to use for services including gym, yoga, fitness classes, massages, childcare and therapy
- Dedicated learning opportunities, a team training budget for training and conferences
- Our open and transparent culture is reflected in our “Better Together” motto and we bring this to life by meeting once a week for our global weekly roundup (OnFriday); holding quarterly team socials; and other company-wide social events
- Expense up to €600 to purchase workstation setup equipment
Leadership
Mike Tuchen
(CEO, not founder)Was previously CEO of Talend and Rapid7. Has been on the Advisory Board of a number of companies including Infinio Systems, Bitsight Technologies and Paradigm4.
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