Sales Director, Financial Services Industry

Job Purpose

Since 1984, Cycorp has been carrying out a large-scale engineering effort to build a type of artificial intelligence powered by logical deduction and causal models, rather than what everyone else means by “AI” today (i.e., statistical pattern-learning by multi-layer neural nets trained on big data).  The product of more than four million engineering-hours and hundreds of millions of R&D dollars invested over the course of three decades, Cycorp’s knowledge representation and machine reasoning software platform – called “Cyc” – is real, and it works. More than half of the largest 15 companies in the world have relied on Cyc to address complex, mission-critical challenges. The hundreds of successful Cyc deployments include numerous defense and intelligence agencies and the most respected names in healthcare, finance, and energy.

Cycorp has developed a core suite of robust, vertically-focused products aligned with common industry use cases, but what we’ve accomplished is just the beginning of what’s possible.  We’re now seeking a dynamic Sales Manager with an exceptional track record of success to build and lead a best-in-class sales function to drive the company’s next phase of growth in the Financial Services industry vertical.

Description

The successful candidate will work closely with the Vice President of Sales and the executive leadership team in developing and executing a go-to-market strategy for driving new business and accelerating expansion in the Financial Services space. The Sales Manager will be responsible for the design, implementation, and management of all direct and indirect sales efforts and leading a highly complex sales process.

While the initial focus for the role will be direct client acquisition and structuring all sales processes, and methodologies, the ability to identify new product development opportunities, articulate requirements, and actively participate in productizing Cyc-based applications that leverage the platform’s unique differentiators to deliver meaningful, measurable business value is critical to long-term success in the role.

Responsibilities and Expectations

  • Develop and implement go-to-market, sales operations, and sales infrastructure best practices and processes to enable scaling and ensure sales discipline
  • Optimize direct/indirect sales approach
  • Build and scale sales function through hiring, training, and retaining top sales talent
  • Structure the sales funnel and process for new customer acquisition, new sales, add-on sales, and services engagements from prospect to sale
  • Develop processes and practices for customer retention
  • Establish and implement strategic sales plans
  • Provide accurate and detailed sales forecasting via a repeatable process
  • Create and implement KPIs and metrics to measure performance and productivity
  • Develop compensation plans to align incentives and maximize ROI
  • Develop performance dashboards (based on set goals) and establish reporting processes
  • Create a repeatable process for training new reps and providing them with ongoing support to maximize likelihood of success and minimize time to productivity
  • Establish a robust coaching/professional development program to build and drive a high-performing sales team
  • Monitor customer, market, and competitor activity
  • Manage key customer relationships and lead strategic sales
  • Actively engage with the executive team to provide timely projections

Qualifications

  • Functional Experience
    • 10+ years in B2B software sales
    • Experience with highly complex sales into the C-suite, with 9+ month sales cycles and multiple stakeholder decisions
    • Experience growing revenue from $10M to $25M+, with 20%+ YoY growth; ability to drive growth to $50M+
    • Ability to create and effectively communicate value proposition
    • History of driving double-digit topline growth
  • Proven, Capable Sales Leader
    • Experience building and leading high-performing sales teams with a history of quota over-achievement
    • History of hiring, onboarding, and developing A+ talent
    • Player/coach with proven ability to measure and drive performance as well as provide real-time coaching/create actionable development plans
    • Proven track record of engaging with customers to drive retention and expansion
    • Open, engaging, action-oriented leader who inspires and holds others accountable, listens well, and has a high EQ
    • Partnership orientation with a history of working across business functions
  • Operational Excellence
    • Experience building or transforming sales functions and structures
    • Experience implementing and optimizing strategic go-to-market operations, processes, and systems
    • Experience optimizing a process for regular reporting on sales performance, funnel conversion, and forecasted growth
    • Experience developing processes for net new customer acquisition and customer renewals, cross-sell, and upsell opportunities
    • History of continuous/constant go-to-market process and strategy improvement
  • Metrics-Driven Management Style
    • Data and metrics driven
    • Track record of improving key sales metrics (overall bookings, ratio of bookings to sales cost, etc.)
    • Experience establishing a process/cadence for regular reporting on sales performance and forecasted growth
    • Experience designing compensation and incentive (monetary and other) plans
    • Ability to create a repeatable process for onboarding and managing reps
    • Experience structuring, tracking, and improving KPIs and metrics
    • Experience implementing and optimizing sales automation tools and developing strategies to drive internal adoption and track progress based on outputs
  • Outstanding Communication and Leadership Skills
    • Effective communicator with the ability to articulate a clear vision and value proposition to potential customers, partners, and sales team
    • Ability to provide thoughtful and constructive feedback
      Strong executive presence
    • Excellent verbal and written communication skills with the ability to articulate sales performance to the President and executive team
    • History of building effective and strong internal and external partnerships
    • High energy, driven, and confident with the ability to establish instant credibility and rapport with stakeholders, customers, and his/her team
    • Thrives in fast paced and rapidly changing environments, with proven ability to adapt

Notice

Cycorp’s AI R&D is headquartered in Austin, Texas, and applications are understood to be for regular, full time employment on-site here. Cycorp is an equal opportunity employer. We conform to all the laws, statutes, and regulations concerning equal employment opportunities and affirmative action. We strongly encourage women, minorities, individuals with disabilities and veterans to apply to all of our job openings. We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity, or national origin, age, disability status, Genetic Information & Testing, Family & Medical Leave, protected veteran status, or any other characteristic protected by law. We prohibit retaliation against individuals who bring forth any complaint, orally or in writing, to the employer or the government, or against any individuals who assist or participate in the investigation of any complaint or otherwise oppose discrimination. Cycorp will hire only persons authorized to work in the United States and will verify identity and eligibility for employment, and complete Form I-9 for all new employees on the date of hire.

7718 Wood Hollow Drive, Suite 250
Austin, TX 78731, USA