Head of Sales, North America

As the Head of Sales, North America at Ten, your primary responsibilities will include developing and executing growth strategies tailored for the North American market, forging partnerships with U.S. banks and Fortune 500 brands, and driving significant revenue growth through multi-year contracts. You will also optimize our sales processes for maximum profitability and ensure cohesive collaboration across various teams to deliver exceptional client value.

To qualify for the Head of Sales, North America role at Ten, candidates should have a minimum of 10 years’ experience in sales or business development, specifically in financial services or related fields. You should possess a proven track record in closing high-value deals, ideally over $1M, along with at least 3 years of experience leading and scaling successful sales teams. Exceptional communication and negotiation skills are vital, as is a strong network in the U.S. banking sector.

The Head of Sales, North America plays a crucial role in Ten's growth strategy by leading the charge on revenue generation through innovative sales tactics and partnership development. This position directly influences the company's market expansion efforts by identifying and capitalizing on new business opportunities while analyzing market trends to convert insights into actionable strategies that foster growth.

The salary range for the Head of Sales, North America position at Ten starts at $120K and can go up to $300K base salary plus on-target earnings (OTE) split 50/50. This competitive compensation reflects the high level of experience and expertise expected from candidates, along with the significant impact this role will have on the company’s growth trajectory.

At Ten, the Head of Sales, North America can expect a dynamic and inclusive work culture that values innovation, trustworthiness, and a member-focused approach. Employees are recognized for their achievements through regular evaluations and awards, fostering an environment where collaboration thrives. The company is committed to supporting personal growth and offers flexibility in work arrangements to maintain a healthy work-life balance.

To develop a successful sales strategy for North America, I would begin by conducting a thorough market analysis to understand current trends and competitor actions. Next, I would engage with key stakeholders to identify pain points and opportunities in our offerings, followed by outlining a plan that emphasizes value-based selling techniques while setting measurable goals to track our progress.

Certainly! In my previous role, I identified a major opportunity with a leading financial institution that required a comprehensive solution. I initiated a consultative approach, deeply understanding their needs and customizing our offering. By fostering relationships with decision-makers and demonstrating tangible value, I successfully closed a $1.5M deal that not only met their requirements but also strengthened our ongoing partnership.

Building a high-performing sales team hinges on recruiting the right talent, focusing on strengths, and providing ongoing training and development opportunities. I would implement a mentorship program, encourage open communication, and create a results-driven environment where team members feel motivated and recognized. Building an inclusive culture that aligns with our company's values is also crucial to fostering long-term success.

Staying informed about market trends and competitors requires a proactive approach. I focus on subscribing to industry reports, attending relevant conferences, and engaging in networking with industry peers. Additionally, I establish a reflection process within my team for sharing insights and translating them into actionable strategies that keep us ahead in the market.

My approach to consultative selling centers on fully understanding the client's needs through open dialogues. I place significant emphasis on building trust and genuine relationships, positioning myself as a partner rather than just a vendor. By continuously asking probing questions, I can uncover pain points and demonstrate how our solutions can provide real, measurable value.

Handling objections requires a calm and adaptive approach. I believe in actively listening to the client’s concerns and validating their feelings without being defensive. From there, I aim to provide insightful responses backed by data or case studies that address their hesitations directly, effectively repositioning our offering as the best solution.

Effective collaboration with marketing and product teams is vital for cohesive messaging and product alignment. I would set up regular alignment meetings to communicate sales insights back to these teams, ensuring we’re tailoring our marketing strategies to fit customer needs. By working together to define unique value propositions, we can enhance our client engagement efforts across channels.

In one instance, a significant legislative change impacted our target market, and businesses were unsure how to proceed. I convened my team and reassessed our positioning, developing a quick response strategy that highlighted our solutions' compliance and adaptability. By communicating transparently with our prospects and clients, we not only retained business but also strengthened relationships, showcasing our agility.

I focus on critical metrics such as revenue growth, customer acquisition cost, and the conversion rate of leads to sales. Moreover, I closely monitor customer retention rates and net promoter scores to assess client satisfaction. These metrics inform our strategic decisions and help align our sales tactics with overall business objectives.

Success as a Head of Sales requires resilience, strong leadership, and exceptional communication skills. Being able to inspire and motivate teams while pushing through challenges is key. Additionally, a strategic mindset and a passion for continuous learning and adaptation are essential, especially in a rapidly evolving landscape like financial services. The ability to foster relationships with clients at all levels also plays a vital role.