Sales Director

About the role:

Quavo Fraud & Disputes is seeking a driven, strategic, and values-aligned Sales Director to lead our Tier 2 Account Executive team and Sales Development Representative (SDR) organization focused on community banks, regional banks, and credit unions. Reporting to the Vice President of Sales, this leader is a critical execution layer between company strategy and field performance — managing and coaching a team of AEs while staying personally engaged in key deals.

This is a hands-on leadership role at the heart of Quavo’s growth engine. The Sales Director will lead both the Tier 2 AE team and the SDR organization — owning top-of-funnel pipeline generation through SDR activity, full-cycle pipeline creation and bookings targets for the Tier 2 FI segment, enforcement of a disciplined sales methodology across both teams, and serving as Quavo’s credible voice with senior decision-makers at financial institutions. As Quavo continues to scale, this role is designed to grow — absorbing additional direct reports (expanded AE territories or other GTM functions) as the organization evolves.

Responsibilities include:

Team Leadership & Coaching

• Directly manage a team of Tier 2 Account Executives responsible for prospecting, pipeline development, and new logo acquisition within the banking and credit union segments.
• Lead the SDR team driving top-of-funnel pipeline generation for all segments — set outbound activity standards, coach call/email/social messaging quality, and own SDR-to-AE handoff discipline to ensure qualified opportunities convert into pipeline.
• Set clear performance expectations; conduct regular 1:1s and pipeline reviews; hold AEs accountable to activity metrics, pipeline health, and quota attainment.
• Recruit, onboard, and develop AE talent; identify skill gaps and deliver targeted coaching to elevate individual and team performance.
• Operate as a hands-on player–coach: stay actively involved in key opportunities, participate in late-stage negotiations and executive-level calls, and model best-in-class enterprise sales practices in every customer interaction.
• Partner with the VP of Sales and enablement resources to design and deliver structured onboarding, ongoing skills training, and product knowledge development — ensuring the team maintains deep command of Quavo’s full product suite (QFD and DRE) and can articulate ROI clearly in cost savings proposals.
• Build and sustain a team culture grounded in Quavo’s core values: Accountability, Passion, Deliberateness, Authenticity, and Innovation.

Sales Execution & Pipeline Performance

• Own pipeline creation and bookings targets for all segments across both AE and SDR teams, ensuring consistent top-of-funnel SDR activity and downstream AE conversion.
• Enforce consistent application of Quavo’s defined sales methodology (MEDDPICC) across all AE activity — including rigorous opportunity qualification, multi-threading, and disciplined pipeline hygiene.
• Drive structured territory planning and deal project management, balancing higher-volume, lower-ACV deals alongside more complex, long-cycle opportunities.
• Actively monitor pipeline trends, surface risks early, and partner with AEs on mitigation strategies.
• Partner with the VP of Sales on territory design, quota setting, and coverage models as the team scales.
• Coordinate closely with the Deal Desk and Contracts/Legal team on commercial terms, pricing approvals, and contract execution.
• Leverage Salesforce CRM and GTM analytics tools to track activity, pipeline quality, forecast accuracy, and quota progress; provide the VP of Sales with transparent, data-backed reporting and use insights to coach proactively and refine team tactics.

Market Focus & Cross-Functional Partnership

• Develop and maintain deep knowledge of the fraud and disputes landscape within banks and credit unions — including regulatory pressures (NACHA, Reg E, Reg Z, card network mandates), operational pain points, and technology buying behaviors.
• Guide AEs in effective vertical positioning around Quavo’s four core value propositions: Regulatory & Network Compliance, Operational Efficiency, Customer Experience, and Dispute Loss Reduction.
• Represent Quavo at relevant industry events, associations, and conferences; cultivate relationships across the Tier 2 FI ecosystem — community banks, regional banks, and credit unions — to build Quavo’s brand and create pipeline opportunities.
• Partner closely with Marketing to maximize lead quality, campaign alignment, and demand generation effectiveness for the banking and credit union segment.
• Collaborate with Product to relay field insights, inform roadmap priorities, and ensure AEs are equipped with current competitive intelligence.
• Coordinate with Solutions Consulting during pre-sales to ensure accurate gap analyses and onboarding plans are communicated to prospective clients.
• Engage with PMO and Delivery early in the deal cycle to align on implementation timelines (standard: 6 months for known core integrations; 9 months for new core integrations) and manage client expectations.

Required Qualifications:

• Minimum 7 years in B2B sales, with at least 3 years in a sales management or team lead capacity.
• Demonstrated success selling technology or SaaS-based solutions into banks, credit unions, or financial institutions — direct experience in the Tier 2 FI segment (community banks, regional banks, credit unions) strongly preferred.
• Background in fraud, disputes, payments, or adjacent financial operations solutions (e.g., chargeback management, core banking, card processing) is highly valued.
• Proven track record of meeting or exceeding quota as both an individual contributor and a sales manager.
• Experience recruiting, onboarding, and developing AE talent in a high-growth SaaS or fintech environment.
• Strong knowledge of enterprise sales methodologies (Sandler, MEDDPICC, Challenger, or equivalent).
• Proficiency across the GTM tech stack — CRM (Salesforce), conversational intelligence, sequencing platforms, and forecasting tools.
• Exceptional communication, coaching, and executive presence; able to represent Quavo credibly with C-suite and senior operational leaders at financial institutions.
• Willingness to travel approximately 30–50% for customer engagements, team coverage, and industry events.