General Manager, Global Head of Digital Sales

We are looking for a General Manager, Global Head of Digital Sales, reporting to the Chief Commercial Officer of Convera, to drive the transformation of our Small and Medium Business (SMB) sales function to achieve our growth ambitions. With a team in North America, Europe, and Asia that includes inside sales and account management, this position will be responsible for $75MM in ARR by the end of 2024 and substantial multi-year growth opportunity. Our strategic ambition is to profoundly transform this function with best-in-class digital CX. The ideal candidate has experience managing an inside sales function, introducing, and scaling digital sales tools, and working with a product organization to build a customer journey that leverages self-service capabilities. The combination of growing the existing business, supporting the transition towards more technology centric experience, and affecting a culture change that emphasizes a growth mindset, is the core of the mission for this executive.

You will be responsible for:

Define and own execution of the strategy to grow Convera’s small business segment (sales volumes of <$10MM), through both existing and future digital self-serve FX payment platforms and features.
Manage the P&L of a $75MM ARR global B2B business, with responsibility for revenue growth, gross margin, and contribution profit.
Working with the leadership of the Go-to-market organization, restructure territories and existing client books to optimize the servicing of SMBs (companies with less than $10MM in revenue), balancing digital capabilities and human provided support.
Partner with Digital Customer Success teams on the refinement of workflows and playbooks that drive adoption of existing and new platforms, migration to new, and generate upsell/cross-sell opportunities to maximize CLTV.
Lead for your segment, the transformation and modernization of the sales process, sales infrastructure, client portfolio management with the goal of improving key metrics (such as revenue per client, sales productivity, sales operating leverage, contribution profit, time-to-active, CAC/LTV, retention, SoW growth) to industry bests.
Represent the voice of SMB customers, and, working with Product, Technology and Operations, influence the re-engineering of the customer journey with a particular attention to enhancements required to improve the end-to-end customer experience, and to capabilities that maximize revenue potential.
Develop and lead a high performing global team, driving adoption of sales enablement and modern sales tools that maximize sales productivity, standardizing best practices and building a culture of performance. This will require the digital transformation of existing sales processes and teams to align to new sales motions.

You should apply if you have:

10+ years in global sales leadership roles, with full P&L ownership and proven success of delivery to revenue growth targets. 5+ years’ experience working in a B2B SasS and/or digital-first software vendors.
Deep knowledge and expertise of modern sales technology and sales productivity metrics and how these work with people and process to deliver positive outcomes.
Experience working in regulated businesses, where innovation and compliance, security and scalability must all work in harmony, is highly preferred. Ideally, knowledge of B2B payments, with strong understanding of disbursements, foreign exchange, global treasury, and payments operations, is a plus.
An entrepreneurial temperament, with the ability to build a high growth organization, anchored in insight about customer needs. A capacity to inspire a global organization as it pursues a growth agenda.
Experience building a new business or sales organization from the ground-up or experience with business transformation is preferred. Proven track record of driving adoption of disciplined and well-instrumented sales process and pipeline management.
Demonstrated sound business judgment and the ability to think strategically about a quickly growing business alongside the interest and ability to dive into tactical details.
Strong analytical and quantitative skills; ability to use research, hard data, and metrics to challenge assumptions, generate credible forecasts, and solve problems.
Comfortable with ambiguity - able to set strategic direction and execute effectively in a global, matrixed organization.
Ability to work efficiently with other senior leaders in the company, contributing to the work and fabric of a Go-to-market team that values competence, humility, and the ambition to make Convera the undisputed leader in its space.
MBA or equivalent degree preferred.

About Convera:

Convera is the largest non-bank B2B cross-border payments company in the world. Formerly Western Union Business Solutions, we leverage decades of industry expertise and technology-led payment solutions to deliver smarter money movements to our customers – helping them capture more value with every transaction. Convera serves more than 30,000 customers ranging from small business owners to enterprise treasurers to educational institutions to financial institutions to law firms to NGOs.Our teams care deeply about the value we bring to our customers, which makes Convera a rewarding place to work. This is an exciting time for our organization as we build our team with growth-minded, results-oriented people who are looking to move fast in an innovative environment. As a truly global company with employees in over 20 countries, we are passionate about diversity; we seek and celebrate people from different backgrounds, lifestyles, and unique points of view. We want to work with the best people and ensure we foster a culture of inclusion and belonging.

We offer an abundance of competitive perks and benefits including:

Market competitive monthly gross salary to be discussed with Talent Acquisition team at Convera during screening call.
Great career growth and development opportunities in a global organization.
Generous insurance (health, disability, life).
Paid holidays, time-off, and leave policies for life events (maternity, paternity, adoption).
Paid volunteering opportunities (5 days per year).

There are plenty of amazing opportunities at Convera for talented, creative problem solvers who never settle for good enough and are looking to transform Business to Business payments. Apply now if you’re ready to unleash your potential.

Salary, bonus, and benefits:

Competitive base salary and annual bonus.
Employer matched retirement plan.
Convera offers a comprehensive benefits package.

Location:

This position will require some international travel. The preferred locations for this position are Seattle, New York, or Denver, although we remain flexible for right leader.

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