Thought Machine's mission is bold - to properly and permanently rid the world's banks of legacy technology. To achieve this, we have developed the foundations of modern banking and built core and payments technology which runs natively in the cloud. What we are attempting is hard and means we need great people working together to build great technology.
We have grown rapidly in the past few years - growing our team to more than 500 individuals across offices in London, New York, Singapore and Sydney. We have raised more than $500m in funding and are now valued at $2.7bn. Our investors include Molten Ventures, Eurazeo, Intesa Sanpaolo, Temasek, Nyca Partners, JPMorgan Chase, Standard Chartered, and more.
We have created a culture enabling our team to produce the best work in the industry, ensuring we have fun along the way. We're regularly cited as having a fantastic workplace culture and have been recognised by Sifted magazine as having one of the highest Glassdoor ratings for a UK fintech company and the most generous employee share package in the industry. We've been named AltFi's B2B Fintech of the Year, placed in the FinTech50, and named one of Europe's fastest-growing companies by the Financial Times in 2023.
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As a Senior Sales Executive you will be responsible for owning the full sales cycle and expanding our Tier 1 and Tier 2 bank footprint within the mid-West region to the West Coast. This role encompasses building and forecasting the pipeline, qualifying leads generated by yourself, the marketing team, and partner organisations, and managing large-scale contracts to closure. You must be both technically and commercially proficient, with robust support from the sales engineering and marketing teams. This position is ideal for a candidate eager to establish a regional footprint from the ground up, work autonomously, and collaborate effectively across various business teams.
Duties
- Develop and deliver proposals that address customer and prospect priorities and critical needs.
- Build and nurture relationships at multiple levels-executive sponsors, influencers, and decision-makers-across the region to stimulate interest and contribute to the pipeline.
- Exceed annual regional targets for software licensing and professional services contracts.
- Partner with sales engineers, delivery, and marketing teams to build targeted sales campaigns.
- Manage your time between advancing high-probability leads and stimulating long-term opportunities.
- Understand the needs and issues facing potential and existing customers, and collaborate with in-house product and engineering teams.
- Build and execute on the regional sales plan.
Requirements
Essential
- Proven experience in exceeding enterprise software sales targets, building a reputation as an advisor and partner with clients, and creating solutions that lead to real value creation and business transformations.
- Good understanding of issues facing retail banks regarding their legacy platforms, including technological, regulatory, and commercial pressures.
- Ability to quickly understand prospective clients' needs and converse competently on both technical and commercial aspects of the proposition.
- Confident in challenging the status quo and engaging customers in new ways of thinking.
- Proven ability to manage and influence key decision-makers, particularly at the C-suite level, by building credible, trusted, and lasting relationships.
- Experience in fast-moving start-ups or enterprise software sales in more established businesses.
- Excellent judgment in determining long- and short-term risks to the business, benefits of potential new business, and extensions. Proven track record of building sustainable contracts and implementing appropriate mitigation where required.
- Knowledge and experience of banking procurement practices and processes, and the typical sales lifecycle for selling enterprise platforms into banks.
- Consistently hit and exceed sales targets.
- Bring energy, gravitas, and enthusiasm to conversations.
Desirable
- Knowledge and experience with cloud infrastructure technology.
- Experience in consultative sales roles within the retail banking sector.
- Degree or equivalent educational background.
Traits We Value
- Bright and Enthusiastic People: We seek individuals who bring energy and a positive outlook to their work, inspiring teams and clients alike.
- Ambitious and Hardworking: We value proactive team members who are driven to achieve and exceed expectations, with a strong work ethic and a focus on results.
- Future Leaders: Whether you're starting out or experienced, we are looking for individuals who aspire to become our next CRO or Regional Sales Leader.
Benefits
- Highly competitive salary
- Healthcare, vision and dental
- 25 days holiday
- Unlimited paid safe and sick time
- 401K matching (up to 7%)
- $750 per year flexible spend benefit
- Share options
- Commuter Pass
- Flexible Spending Account (FSA)
- Life and long-term disability insurance
- All the latest tech you need
- A talented and experienced team as your colleagues
- An environment where we encourage learning and progress
Salary Guide: $175,000 - $225,000 + Commission (dependant on experience)