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Enterprise Sales Director

Duco

Duco

Sales & Business Development
Boston, MA, USA
Posted on Monday, May 29, 2023

Duco is a fast-growth technology company. Businesses in the digital economy succeed or fail based on their ability to deal with masses of data and complexity quickly and efficiently. Duco’s mission is simple: to make managing data easy. We empower users to normalize, validate and reconcile any type of data on demand.

Headquartered in London, with offices in New York and Luxembourg, Duco serves clients throughout Europe, North America, Africa, Asia, and Australasia. Our customers include over 15 largest global international banks. Likewise brokers, exchanges, asset managers, hedge funds, administrators, service providers and corporates.

The Role

We are searching for a senior sales hunter to uncover and close new revenue opportunities within Tier 1 banks and Tier 1 asset management segments. Duco services some of the largest financial institutions globally, therefore the successful candidate will also be responsible for unlocking new revenue opportunities within the existing Tier 1 / Tier 2 accounts.

You will join a talented and highly motivated team of more than 200 Duco professionals across US, UK, Europe and APAC. You will be organized, good at cultivating lasting business relations, and have knowledge of the capital markets landscape so you can create and execute on the regional sales strategy. You also need to be skilled in negotiation, so that you can close large scale enterprise agreements with some of the most demanding firms on the planet.

You are:

  • A senior sales professional with 7yrs+ experience in selling SaaS product to Tier 1 banks and other financial institutions
  • You understand how to influence key stakeholders and align them towards the same vision externally as well as internally.
  • You are motivated and someone who enjoys igniting new business relationships aiming to convert such relationships into longs standing clients.
  • You are humble, yet confident in your market knowledge, ability to learn fast and someone who can navigate a high paced environment with ease.
  • You are a resilient and optimistic individual able to drive business relationships through to contract phase.

Day to day, this is what you'll be doing:

  • Assisting in the development of Tier 1 account sales strategy which supports Duco’s business goals
  • Developing a territory with a diverse range of target organisations and systematically working through the market to identify and follow up on new opportunities
  • Sourcing, managing and closing deals with mid-cap through to enterprise organizations
  • Developing and maintaining a network of contacts and keeping up a pipeline of 3 - 4 times your sales target
  • Managing sales pipeline in Salesforce
  • Forecasting sales revenue potential for your designated region
  • Proposing new strategies and tactics to prospect and close fresh sales opportunities
  • Working in conjunction with Solutions Engineering team in Completing RFP (Requests for Proposal) documents for prospective customers

This is who you'll be working with:

  • Head of Sales in Americas
  • Business Development Representatives team, Solutions Engineering team and peer Sales Executives across the UK, USA, Europe and Singapore
  • Collaborating with stakeholders across Customer Success, Global Services, Product, Legal, Finance, etc.

Location:

  • We support a hybrid working model, whereby you can combine working from home and working at the Boston or New York office two days out of the week. We are focused on results and not the pre-determined working hours.

Great reward package:

  • Competitive base salary and commission structure
  • Pension contribution
  • Unlimited holiday policy
  • Enhanced family leave provisions, e.g. maternity and paternity
  • Personal learning and development opportunities (we maintain an annual training budget)
  • Healthcare and eyecare schemes
  • Cycle to work and tech purchase schemes

You can also expect a genuinely diverse and inclusive culture where your individual contribution will be really valued. We encourage everyone to bounce ideas around, try new things, offer suggestions, ask questions, share knowledge, and have fun!

Ideally, you'll have:

  • 10+ years’ experience in software sales, preferably in financial services technology, with demonstrable enterprise deal closures
  • Proven sales pipeline creation, relationship building and closing experience
  • A track record of success in solution sales to complex global organisations
  • Understanding of the financial services verticals and key players in the region
  • The ability to listen carefully, understand customer needs and build trusted relationships at executive level
  • Great presentation and communication skills

Bonus points if you also have:

  • Familiarity with post-trade technology
  • Awareness of relevant financial market regulations such as MAS, EMIR, MIFID II, SFTR, trade reporting, clearing and risk mitigation/regulation such as FRTB, LIBOR, BCBS239
  • Experience with formal sales techniques such as Miller Heiman or SPIN advantageous

Please note: if you're not confident you have all of the above, please don't let it put you off applying. We're not looking for 'the perfect candidate' with vast experience, gold medals and superpowers! We review all applications with real interest and a flexible mind, and we're happy to support and develop people to reach their full potential.