Your Purpose

The Institutional Business Commercial Director will be responsible for leading and managing all aspects of the Institutional Business Unit’s sales operations. This position plays a critical role in driving revenue growth, expanding market share, and ensuring the sales teams achieve their targets and objectives for all our markets and product lines.

Reports To

General Manager of Institutional

Who You Are

Failure to meet any of the following required qualifications could result in an automatic rejection.

• Proven English fluency.
• 7+ years of progressive commercial leadership experience, including managing sales teams and overseeing international markets
• Proven track record achieving revenue targets and driving business growth
• Strong leadership and team-building skills
• Exceptional strategic thinking and problem-solving abilities
• Analytical mindset with the ability to use data and metrics to drive decision-making.
• Experience building a commercial function from scratch
• Experience in financial services in emerging markets. LATAM and Payments experience are preferred.
• Expertise in CRM platforms, with a preference for HubSpot

What You Will Do

• Sales Strategy Development: Develop, refine, and execute the business unit’s sales strategy in alignment with overall business objectives. This includes market analysis and customer segmentation, pricing strategies, and sales forecasting, providing accurate sales forecasts to support financial planning and resource allocation.
• Revenue Growth: Develop and implement revenue growth strategies, including hunting and farming tactics, upselling, cross-selling, and expansion into new markets or product lines.
• Team Leadership: Recruit, hire, train, and mentor a high-performing sales team. Set clear expectations and goals, provide regular feedback, and create a positive and results-driven sales culture.
• Sales Performance Management: Monitor and analyze sales team performance, track sales KPIs, and implement corrective actions as needed to ensure sales targets are met or exceeded.
• Sales Process Optimization: Continuously improve the sales process, from lead generation and qualification to deal closure and customer success, to maximize efficiency and effectiveness. Stay current with sales technology trends and tools, optimizing CRM systems and other software to streamline sales processes and enhance productivity.
• Customer Relationship Management: Build and maintain strong customer relationships, focused on key accounts. Ensure customer satisfaction and retention through exceptional service and support.
• Market Expansion: Identify and pursue new market opportunities and partnerships to grow the company's customer base and revenue streams. This entails building a close partnership with the Product organization, effectively collaborating towards business outcomes.
• Budget Management: Manage the sales budget effectively, optimizing resource allocation for maximum ROI.
• Cross- company collaboration: collaborate closely with other departments, such as marketing, product development, Legal, Compliance, Operations and Customer Support, to ensure alignment and support for sales initiatives.

Your Team

Teams include Sales, Account Management, Lead Generation and Sales Operations.

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