Sales Director

The Sales Director will lead the FinTech vertical, driving a sales team to execute value creation strategies and support client growth. This role involves developing client relationships, owning client strategy, and collaborating with internal experts to present TransUnion's value proposition. The director will understand market dynamics and client business issues to drive insight-focused discussions, ensuring the achievement of annual targets and strategic sales initiatives.

Must Have

• Lead the FinTech vertical and a team of Sales Associates.
• Drive a commercial agenda and develop client relationships across all organizational levels.
• Own and be accountable for client strategy.
• Work with internal subject matter experts to provide a comprehensive view of TU’s value proposition.
• Understand market dynamics and clients’ critical business issues.
• Achieve annual targets for the portfolio.
• Develop engagement plans and pursue strategic engagements with executives.
• Build partnership relationships and position TransUnion as a trusted partner.
• Lead business pipeline development and coordinate internal resources.
• Develop and implement a sales strategy for short and long-term growth.
• Structure the Sales team for outsized growth opportunities.
• Set clear and challenging goals and manage sales performance indicators.
• Build and maintain senior relationships across the portfolio.
• Engage subject matter experts to collaboratively identify, sell, close, and manage prospects.

Good to Have

• MBA preferred

Perks & Benefits

• Hybrid work model (minimum two days a week in office)
• Development plans for associates to assist in career planning
• Mentorship opportunities for other associates on sales techniques, tools and best practices

Sales Director

What We'll Bring:

The Sales Director role will lead the FinTech vertical driving a Sales team focused on executing value creation strategies and continually supporting our clients’ growth trajectory. This role reports to the CRO / CBO and leads a team of Sales Associates covering key accounts across fintech sector. The role is tasked with driving a commercial agenda, developing client relationships across all levels of the organization, owning and having accountability for client strategy, and working in conjunction with internal subject matter experts (including Consulting and Analytics) in order to provide a comprehensive view of TU’s value proposition. This position requires an understanding of market dynamics and clients’ critical business issues in order to drive insight focused discussions supporting clients’ growth journey.

What You'll Bring:

• Bachelor’s degree in Business, Finance, Economics or related field with 10 or more years of management/ leadership experience in Sales / Strategy / Consulting. MBA preferred
• Ability to effectively develop relationships, engage, advice, and communicate with FinTech sectors heads demonstrating real-time insight, flexibility, and sound judgment
• Strong analytical and insight-driven problem-solving skills with the ability to pursue consultative client engagements to drive business growth. Independence, initiative, business acumen, and excellent verbal, story-telling written communication, and negotiation skills
• Business maturity, and strong leadership and listening skills with the ability to analyze input from customers, partners, TransUnion associates, market and environmental trends, to identify and clearly articulate needs and opportunities for growth
• Program management, with the ability to own development of business pipeline and effectively coordinate internal resources and teams to maximize business conversion
• Sound working knowledge of software applications such as Microsoft Excel, Word, PowerPoint with exceptional presentation skills
• Excellent communication and presentation skills

Impact You'll Make:

• Responsible for leading the FinTech vertical
• Understanding of clients’ critical business issues and transforming this understanding into insight focused engagements
• Lead a team of Sales Associates across FinTech driving strategic direction, coaching, and execution goals
• Excellent leadership, problem solving/decision making and communication skills including a perfect command of English.
• Responsible for achieving annual targets for his/her portfolio
• Understand market landscape and needs, and determine required solution capabilities
• Develop engagement plan and pursue strategic engagements with executives across portfolio with focus on their consumer engagement, strategy, and goals
• Build partnership relationship across portfolio, pursuing consultative approach and positioning TransUnion as a trusted partner to help clients achieve their goals
• Lead business pipeline development, coordinating internal resources for identified opportunities to maximize business conversion ratio
• Advice on and support strategic sales initiatives
• Attend relevant industry events
• Establish accountabilities and goals with measures for success. Builds development plans for associates to assist in career planning.
• Build and maintain senior relationships across portfolio, including understanding of their purchasing criteria.
• Engages subject matter experts to collaboratively identify, sell, close and manage prospects.
• Mentors other associates on sales techniques, tools and best practices.

Desired Outcomes

Selling Strategy:

• Develop and implement a sales strategy that sets expectations for short and long-term growth objectives on key accounts.
• Structure the Sales team with a focus on driving outsized growth opportunities.
• Set clear and challenging goals, supporting the organization to achieve its financial commitments and internal forecasting processes.
• Implement key sales performance indicators to effectively manage the sales team; tenacious and accountable for driving the development of pipeline and achieving targets

Client and Associate Relationships:

• Create a sense of purpose/meaning that drives engaged associates
• A” visible leader” with gravitas; comfortable with senior audiences
• Naturally connects and builds strong and meaningful relationships one on one with key stakeholders.
• Demonstrates strong emotional and inclusive intelligence and has the ability to communicate clearly and persuasively.

Leading Talent:

• Attract, retain, and develop key talent to achieve our long-term objectives through an honest assessment of sales capabilities in a dynamic marketplace.
• A leader who is self-aware and drives an organization’s performance with an attitude of continuous improvement.

This is a hybrid position and involves regular performance of job responsibilities virtually as well as in-person at an assigned TU office location for a minimum of two days a week.