bout the Role
GlobalLogic is seeking a Vice President of Sales to drive growth with FinTech’s and banks, with a focus on the West Coast market. This is a hands-on commercial leadership role: the VP will own a fintech and banking bookings target, personally originate and close new business, and build a focused team of sellers. The portfolio spans data, AI, product engineering, platforms, and cloud services.
The ideal candidate is a proven hunter with deep relationships across the West Coast fintech ecosystem and regional and national banks — someone who can engage founders, CTOs, VPs of Engineering, and bank CIOs on scaling platforms, modernizing banking technology, and adopting data and AI, and convert those conversations into long-term engineering and transformation partnerships.
Job Description
- 18+ years in enterprise technology services sales, with at least 8 years selling to FinTech’s and/or banks.
- 3+ years in sales leadership (Director or VP level) within a digital engineering, IT services, systems integrator, or consulting firm.
- Track record of meeting or exceeding annual bookings quotas of $20M+, and of personally closing multiple deals above $5M TCV with FinTech’s or banks.
- Established network of active relationships with fintech founders and technology leaders and with bank decision-makers, ideally concentrated in the San Francisco Bay Area and Los Angeles markets.
- Working command of product engineering, data platforms, AI/GenAI, and cloud (AWS/Azure/Google Cloud Platform), enough to lead credible conversations and shape solutions with pre-sales teams.
- Familiarity with fintech business models (payments, lending, banking-as-a-service, embedded finance) and the regulatory context for banks and FinTech’s (PCI-DSS, SOC 2, KYC/AML, bank-partner oversight).
- Experience selling within a global delivery model (onshore/offshore/nearshore).
- Strong negotiation skills, executive presence, and comfort operating at the pace of high-growth companies.
- Bachelor's degree required; MBA a plus.
- Based in or willing to relocate to Los Angeles or the San Francisco Bay Area; travel to client sites and industry events as needed.
Job Responsibilities
Sales Strategy & Revenue Ownership
- Build and execute the go-to-market plan for fintech and banking, covering payments, lending, neo banks and digital banks, embedded finance, wealthtech, crypto/digital assets, and regional and national banks.
- Own the fintech and banking bookings, revenue, and margin targets, with accountability for pipeline health and forecast accuracy.
- Develop a target account list across West Coast fintech hubs (San Francisco Bay Area, Los Angeles) and priority banks nationally, and build a repeatable land-and-expand motion.
New Business Origination & Account Growth
- Personally originate, lead, and close new deals ($3M–$25M TCV) from first conversation through negotiation and contract.
- Open new logos among high-growth and late-stage FinTech’s, payment providers, digital banks, and regional and national banks, leveraging an existing network to create pipeline from day one.
- Grow accounts by expanding initial engineering engagements into multi-service programs across data, AI, product engineering, platforms, and cloud.
- Build trusted relationships with technology and business buyers (Founder/CEO, CTO, VP Engineering, CIO, CDO, Chief Digital Officer, Head of Payments).
Solution Selling & Deal Shaping
- Lead the commercial narrative in pursuits, partnering with solution architects, delivery, and practice leaders on proposals and RFP responses.
- Translate client priorities — scaling product engineering capacity, platform reliability, real-time payments, open banking/APIs, fraud and KYC/AML, core and digital banking modernization, cloud cost optimization, and GenAI/agentic AI adoption — into clear service offers.
- Bring tailored offers to three priority segments: payments (real-time and cross-border payments, payment platform modernization, fraud prevention), wealth management (advisor and client digital experience, portfolio and data platforms, AI-driven personalization), and regional banks (core modernization, digital banking, cloud migration, and data and AI adoption at mid-market scale).
- Structure commercial models suited to fintech and bank buyers, including dedicated engineering teams, fixed-price programs, and managed services.
Ecosystem & Market Presence
- Co-sell with HyperScaler and platform partners (AWS, Microsoft, Google Cloud, Snowflake, Databricks, Stripe, Temenos, Thought Machine, etc.) to generate joint pipeline.
- Engage the West Coast fintech ecosystem, including venture capital and private equity firms, accelerators, and industry communities, to source introductions to portfolio companies.
- Represent GlobalLogic at fintech and banking events (Money20/20, Fintech Meetup, regional banking forums) and work with marketing on thought leadership and campaigns.
Leadership & Organization Building
- Hire, mentor, and lead a small team of account executives and client partners focused on fintech and banking.
- Run a disciplined sales rhythm — pipeline and deal reviews, CRM hygiene, and weekly and quarterly forecasting.
- Partner with delivery, pre-sales, alliances, and GlobalLogic’s broader business units to win as one team.
How Success Is Measured
- Annual fintech and banking bookings and revenue against target, with healthy deal margins.
- Qualified pipeline coverage of 3–4x the annual target.
- New fintech and bank logos signed, with a strong West Coast footprint.
- Growth of initial engagements into multi-service, multi-year relationships.
- Forecast accuracy and the strength of the team built.
