Role: Senior Director, Sales - Banking & Fintech ·
Location: North Carolina · Hybrid
Duration: Full Time / Direct Hire
ROLE OVERVIEW
We are looking for a relentless, relationship-driven Senior Director of Business Development to own and grow Client''s presence in the Banking and Fintech vertical in North Carolina. This is a pure hunter role, your mandate is new logo acquisition. You will identify, pursue, and close net-new enterprise accounts with regional and national banks, community financial institutions, credit unions, lenders, and high-growth Fintech companies.
The ideal candidate combines the charisma and tenacity of a born salesperson with the strategic acumen to navigate complex, multi-stakeholder enterprise deals. You understand what keeps a Chief Digital Officer up at night, speak the language of both technology and ROI, and know how to build the kind of trust that turns an initial conversation into a long-term partnership.
KEY RESPONSIBILITIES
New Business Development & Pipeline Ownership
▸ Own and achieve an annual new-logo bookings target; build a healthy 3–4× pipeline to quota.
▸ Identify and prioritize target accounts across Banking and Fintech segments from Tier 1 Banks, Tier 2 banks, super-regional banks and community lenders to embedded finance and payments Fintechs.
▸ Orchestrate outbound prospecting campaigns in partnership with Marketing and SDR teams, leveraging events, LinkedIn, referrals, and executive networks.
▸ Lead discovery, solution mapping, RFP responses, and final presentations for deals ranging from $500K to $5M+ TCV.
Strategic Relationship Building
▸ Build trusted, multi-threaded relationships with C-suite and VP-level buyers (CDO, CTO, COO, CFO, Head of Digital) at target and prospect accounts.
▸ Represent Client at key industry forums
Solution Selling & Deal Structuring
▸ Translate client pain points into compelling, value-based proposals leveraging Client''s AI/ML, data engineering, digital lending, and core modernization capabilities.
▸ Collaborate with pre-sales, delivery, and domain SMEs to craft winning solutions; lead commercial negotiations through to signed MSA/SOW.
▸ Partner with internal stakeholders to ensure smooth transition from sale to delivery, protecting client satisfaction and setting up expansion opportunities.
Revenue Leadership & Forecasting
▸ Maintain accurate and up-to-date pipeline data in CRM (Salesforce); provide reliable weekly and quarterly forecasts to leadership.
▸ Contribute to go-to-market strategy, pricing decisions, and vertical-specific messaging in collaboration with the Marketing and Product teams.
▸ Mentor junior BD team members and share best practices on enterprise sales craft, negotiation, and client engagement.
WHAT YOU BRING
Required Qualifications
▸ 10+ years of enterprise technology sales experience, with a minimum of 5 years focused on Banking, Fintech, or Financial Services clients.
▸ Demonstrated track record of closing net-new logos with deal sizes of $1M+ TCV in a technology services or custom product context.
▸ Deep understanding of the Banking and Fintech technology ecosystem — core banking modernization, lending platforms, digital transformation, AI/ML, open banking, and regulatory compliance.
▸ Proven ability to develop executive relationships from scratch and sustain them through long sales cycles (6–18 months).
▸ Experience selling professional services, managed services, or technology platforms to buyers such as regional banks, community banks, credit unions, neobanks, and payments fintechs.
▸ Strong commercial acumen — able to build business cases, construct deal structures, and negotiate MSAs, SOWs, and commercial terms.
▸ Proficiency with Salesforce CRM; data-driven approach to pipeline management and forecasting.
▸ Bachelor''s degree in Business, Technology, or a related field.
Preferred Qualifications
▸ MBA or advanced degree.
▸ Existing executive relationships with major financial institutions headquartered or having significant operations in North Carolina or the broader Southeast (e.g., Bank of America, Truist, First Horizon, Live Oak Bank, Ally Financial).
▸ Familiarity with mortgage technology (LOS, POS, servicing platforms) or Client''s VELOX platform.
▸ Experience selling AI/ML, data, or cloud-native solutions in regulated industries.
▸ Active involvement in NC-based banking or Fintech ecosystems (NC Bankers Association, CED, Council for Entrepreneurial Development).
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