What are the responsibilities and job description for the Sales & Partnerships position at Column?
About Column
For companies building financial technology and transforming the financial services space, the biggest bottleneck to their growth and innovation is often the underlying banks and infrastructure stack they rely on. We have spent our careers founding and scaling companies like Plaid, Square, SoFi, Blend, and Affirm, and have seen this problem firsthand - builders and developers needing to partner with traditional banks, and creating API and abstraction layers over the patchwork that is the bank, its core, and many other vendors. All of this results in a complex (and often expensive) banking supply chain involving a user, fintech, BaaS middleware provider, bank, core and the Federal Reserve.
At Column, we set out to simplify and fix this. We are a bank and a software company built from the ground up, offering builders and developers technology-forward banking solutions that cut out the hundreds of vendors, middleware providers, and abstraction layers. This means a safer, more transparent, and less costly banking supply chain. Come build with us!
The opportunity
As a member of the GTM team at Column, your mandate is to build relationships with and sell into strategic accounts. You'll collaborate with leadership and Column's Business team to identify and close opportunities with companies that would benefit from building financial products with Column's APIs - demonstrating Column's value proposition and differentiation every step of the way. Success in this role looks like positioning yourself as a trusted advisor to current and future customers, building long-term relationships with prospects, and ultimately structuring and winning deals with our most important accounts. This role reports to the Head of Sales & Partnerships and is in our San Francisco HQ or eligible for remote, with significant travel to clients and prospects expected (~50%).
What you'll do
- Own a broad set high-potential accounts and territories, build account plans, and execute all aspects of the sales cycle.
- Drive deep discovery and navigate large and complex organizations to proactively overcome objections and potential blockers.
- Help develop the sales playbook and processes to build a world-class sales team at Column.
- Keep a strong pulse on the market and knowledge of Column's product suite, enabling thought leadership with prospects on their Product and Compliance roadmaps.
- Navigate ambiguity to deliver solutions that address innovative customers' use cases in partnership with our Solutions Engineering, Risk, and Compliance teams.
- Become an expert in financial services - build strong relationships, as a trusted advisor, with decision makers across the industry and within high-potential accounts.
- Thrive in a fast-paced, complex, technical environment; develop familiarity with Column's API suite and how it can be applied to solve a multitude of real-world financial services painpoints.
- Effectively work cross-functionally to navigate discovery, scoping, negotiation, and deal close.
- Perform day-to-day activities consistent with safe and sound business practices and regulatory requirements.
What you'll need to be successful
What you'll get from us
Pay transparency
The annual OTE range for this position is $200,000 - $300,000.
The range provided is the role's On Target Earnings ("OTE") range, which is inclusive of base salary and incentive compensation. This range may be inclusive of several career levels at Column, and will be narrowed during the interview process based on a number of factors including, but not limited to, the candidate's skill sets, experience, licensure and certifications, location, and other business and organizational needs.
We look forward to hearing from you
Column is committed to working with the best and brightest people from the broadest talent pool possible. We value bringing together a team with different perspectives, educational backgrounds, and life experiences, and believe a diversity of ideas is what allows us to develop the best solutions. All qualified individuals are encouraged to apply.
If you need assistance or a reasonable accommodation during the application and recruiting process, please reach out to accommodations@column.com.
We participate in the E-Verify program in certain locations as required by law. Learn more about the E-Verify program here.
Salary : $200,000 - $300,000
