Head of Sales North America

Role: Head of Sales North America

Reports to: Global Head of Sales

Location: North America - Kansas City/Remote

The team you’ll be joining   

EML Payments is a global leader in the fintech space. Our mission is to create awesome, instant, and secure payment solutions that connect our customers to their customers, anytime, anywhere, wherever money is in motion. Our Purpose is to inspire transformative digital change for our customers and communities.   

As an issuer and processor, we provide our clients and partners with innovative alternatives to traditional banking solutions for reloadable and non-reloadable programs.  We are agile, we are innovative.  We take a partnership approach; we tailor solutions and place a strong focus on operational excellence.   

Our place is one of collaboration, teamwork & innovation. But, above all, it’s one that embraces difference. And rather than have you blend in, we want to help you unleash your full potential.   

Company Structure  

EML is an ASX listed company headquartered in Brisbane, Australia, with approximately 550 employees throughout Australia, Europe, the UK, and America. 

The Role  

We are looking for a positive, results orientated, and influential individual with deep SaaS experience! As a leader, they will possess outstanding quantitative, communications and sales leadership skills that will define, optimize and scale EML’s business. This experienced leader and people manager will build and expand their team and sales strategies to ensure a robust pipeline and sales execution. Engaging closely with internal partners, they will develop, deploy and maintain a velocity sales process. Our ideal candidate has proven experience in managing, building and encouraging a team to achieve weekly, monthly, and quarterly targets! 
 

You Will:

• Direct a team of Sales Leaders who are responsible for geographically defined territories where strategic business planning leads to pipeline and bookings growth. Leveraging territory plans to drive new business and define a clear path to quota.  

• Meet regularly with key senior stakeholders, reporting on team results and leading conversations about business direction, what we need to do to ensure success and how we successfully deliver 

• Provide feedback and recommendations on marketing efforts and product direction from real world interactions with prospects and customers, including presentations and keynotes in territory 

• Retain a culture of agility and speed while growing the focus on metrics, measurement and building for scale 

• Provide ongoing mentoring and development of the team, this includes recruiting, onboarding and training new Managers/SDRs, team events and culture building 

• Work with our enablement teams to ensure the appropriate training needs are flagged and executed on 

• Identify and execute ways to innovate our model and work cross-functionally across departments (Account Management, Product, Delivery, Sales Consultant, Marketing, Ops, IT, etc) to push our initiatives  

• Leverage a strong operational cadence to review pipeline, opportunity rigor, key pipeline trends, AE performance and weekly forecasts 

• Evolve & refine the sales strategy, process and tactics to improve performance 

What you’ll bring

Preferred qualifications and Experience:   

• You’ve been there and done it: scaling Sales functions in a high growth environment 

• You understand regional nuances where we might need to flex our global strategy.  

• Extensive experience in sales, with 10 years in sales and 5 years in leadership experience as a 2nd line leader (managing managers) 

• Strong communication, people, and system building skills 

• Considerable software experience in SaaS /Sales/CRM 

• You are a leader of change who can inspire, coach and mentor teams to achieve new heights 

• Able to thrive in a startup environment— you move quickly, think strategically, and are superb at tactical execution. Experience with Salesforce, Hubspot CRM, Clari, Avisio, Captive IQ, Highspot 

• Fluency in English is required 

• Bachelor’s degree or equivalent work experience 

• Working knowledge of Payments and Fintech 

What you’ll be offered 

• Competitive Salary and Commission: We offer a competitive salary package commensurate with your skills, experience, and industry standards. 

• Health Care and Pension: Following the approved waiting period, you will be eligible for health care and pension benefits. 

• Leave Programs: Enjoy benefits such as the Take 5 and extra annual leave program, Birthday leave, and volunteer leave. 

• Long-Term Incentive (LTI) of Equity: you will have the opportunity to participate in our long-term incentive program, which includes equity-based compensation.  

• Travel: 40-50% travel 

EEO Statement   

Integrated into our Core Values is EML's commitment to diversity and inclusion. EML is committed to being a globally inclusive company where all people are treated fairly, recognised for their individuality, promoted based on performance and encouraged to strive to reach their full potential.    

We believe in understanding and respecting differences. This concept encompasses but is not limited to human differences with regard to race, ethnicity, religion, gender, culture, and physical ability. Every individual at EML has an ongoing responsibility to respect and support a globally diverse environment.