Sales Director

Who we are:

Quavo is the industry leader in fraud and disputes management technology, offering the world’s only E2E cloud-based Disputes as a Service solution for issuing financial services organizations. Quavo is an organization of tenacious experts who are innovative and challenge complacency to continuously deliver cutting edge technology and AI. Our experts are passionate about delivering value in our solutions and empowering our client community to enhance and evolve industry standards in fraud and disputes management.

About the role:

Quavo Fraud & Disputes is seeking a driven, strategic, and values-aligned Sales Director to lead our Tier 2 Account Executive team and Sales Development Representative (SDR) organization focused on community banks, regional banks, and credit unions. Reporting to the Vice President of Sales, this leader is a critical execution layer between company strategy and field performance — managing and coaching a team of AEs while staying personally engaged in key deals.

This is a hands-on leadership role at the heart of Quavo’s growth engine. The Sales Director will lead both the Tier 2 AE team and the SDR organization — owning top-of-funnel pipeline generation through SDR activity, full-cycle pipeline creation and bookings targets for the Tier 2 FI segment, enforcement of a disciplined sales methodology across both teams, and serving as Quavo’s credible voice with senior decision-makers at financial institutions. As Quavo continues to scale, this role is designed to grow — absorbing additional direct reports (expanded AE territories or other GTM functions) as the organization evolves.

Responsibilities include:

Team Leadership & Coaching

• Directly manage a team of Tier 2 Account Executives responsible for prospecting, pipeline development, and new logo acquisition within the banking and credit union segments.
• Lead the SDR team driving top-of-funnel pipeline generation for all segments — set outbound activity standards, coach call/email/social messaging quality, and own SDR-to-AE handoff discipline to ensure qualified opportunities convert into pipeline.
• Set clear performance expectations; conduct regular 1:1s and pipeline reviews; hold AEs accountable to activity metrics, pipeline health, and quota attainment.
• Recruit, onboard, and develop AE talent; identify skill gaps and deliver targeted coaching to elevate individual and team performance.
• Operate as a hands-on player–coach: stay actively involved in key opportunities, participate in late-stage negotiations and executive-level calls, and model best-in-class enterprise sales practices in every customer interaction.
• Partner with the VP of Sales and enablement resources to design and deliver structured onboarding, ongoing skills training, and product knowledge development — ensuring the team maintains deep command of Quavo’s full product suite (QFD and DRE) and can articulate ROI clearly in cost savings proposals.
• Build and sustain a team culture grounded in Quavo’s core values: Accountability, Passion, Deliberateness, Authenticity, and Innovation.

Sales Execution & Pipeline Performance

• Own pipeline creation and bookings targets for all segments across both AE and SDR teams, ensuring consistent top-of-funnel SDR activity and downstream AE conversion.
• Enforce consistent application of Quavo’s defined sales methodology (MEDDPICC) across all AE activity — including rigorous opportunity qualification, multi-threading, and disciplined pipeline hygiene.
• Drive structured territory planning and deal project management, balancing higher-volume, lower-ACV deals alongside more complex, long-cycle opportunities.
• Actively monitor pipeline trends, surface risks early, and partner with AEs on mitigation strategies.
• Partner with the VP of Sales on territory design, quota setting, and coverage models as the team scales.
• Coordinate closely with the Deal Desk and Contracts/Legal team on commercial terms, pricing approvals, and contract execution.
• Leverage Salesforce CRM and GTM analytics tools to track activity, pipeline quality, forecast accuracy, and quota progress; provide the VP of Sales with transparent, data-backed reporting and use insights to coach proactively and refine team tactics.

Market Focus & Cross-Functional Partnership

• Develop and maintain deep knowledge of the fraud and disputes landscape within banks and credit unions — including regulatory pressures (NACHA, Reg E, Reg Z, card network mandates), operational pain points, and technology buying behaviors.
• Guide AEs in effective vertical positioning around Quavo’s four core value propositions: Regulatory & Network Compliance, Operational Efficiency, Customer Experience, and Dispute Loss Reduction.
• Represent Quavo at relevant industry events, associations, and conferences; cultivate relationships across the Tier 2 FI ecosystem — community banks, regional banks, and credit unions — to build Quavo’s brand and create pipeline opportunities.
• Partner closely with Marketing to maximize lead quality, campaign alignment, and demand generation effectiveness for the banking and credit union segment.
• Collaborate with Product to relay field insights, inform roadmap priorities, and ensure AEs are equipped with current competitive intelligence.
• Coordinate with Solutions Consulting during pre-sales to ensure accurate gap analyses and onboarding plans are communicated to prospective clients.
• Engage with PMO and Delivery early in the deal cycle to align on implementation timelines (standard: 6 months for known core integrations; 9 months for new core integrations) and manage client expectations.

Required Qualifications:

• Minimum 7 years in B2B sales, with at least 3 years in a sales management or team lead capacity.
• Demonstrated success selling technology or SaaS-based solutions into banks, credit unions, or financial institutions — direct experience in the Tier 2 FI segment (community banks, regional banks, credit unions) strongly preferred.
• Background in fraud, disputes, payments, or adjacent financial operations solutions (e.g., chargeback management, core banking, card processing) is highly valued.
• Proven track record of meeting or exceeding quota as both an individual contributor and a sales manager.
• Experience recruiting, onboarding, and developing AE talent in a high-growth SaaS or fintech environment.
• Strong knowledge of enterprise sales methodologies (Sandler, MEDDPICC, Challenger, or equivalent).
• Proficiency across the GTM tech stack — CRM (Salesforce), conversational intelligence, sequencing platforms, and forecasting tools.
• Exceptional communication, coaching, and executive presence; able to represent Quavo credibly with C-suite and senior operational leaders at financial institutions.
• Willingness to travel approximately 30–50% for customer engagements, team coverage, and industry events.