As a global leader in commercial payments that powers international business by moving money with ease, Convera is seeking a Manager Business development to support B2B sales across Canada.
The Role
We are looking for tenacious, motivated, resilient individuals with a competitive mindset to lead and manage a team of up to 5 Business Development Managers to build a diverse and delivering pipeline of Small-to-Medium-Sized Enterprises (SME), Corporate, and Blue-Chip clients, while also determining the Go-To-Market (GTM) strategy for your team.
As an accomplished salesperson, you will have personal revenue targets that make up most of the time for this role (80%) and you will also support and manage your team (20%).
Roles and Responsibilities
Contribute to sales strategic planning and business development initiatives
Develop and execute strategic sales plans to expand the client base and achieve sales targets
Manage the entire 360-degree sales process independently
Maintain knowledge of the FX market, compliance, legislative, and broader business/economic trends to anticipate and meet client needs
Surface and understand customer pain points to present/match Convera solutions to meet their needs or objectives.
Use market data and Convera’s value proposition to identify new leads and opportunities to build a continuous pipeline
Achieve Key Performance Indicators (KPIs), such as setting revenue targets, and report them on a weekly, monthly, and quarterly basis, develop a long-term sales strategy with large key partners, and drive revenue growth and retention through your team.
Identify and engage new prospects in SME and Corporate sectors, aligning with Partners under the direction of the Head of Sales
Proactively seek new business opportunities through cold calls, networking events, referrals, exhibitions, and partnerships
Use sales tools like Gong, Salesforce, Highspot, and ZoomInfo to generate leads
Present and demonstrate international payment solutions to key decision-makers
Introduce relevant support functions such as Customer Relationship Management (CRM), Corporate Hedging Manager (CHM) and/or Sales Leaders/Heads of Desk to clients
Build and maintain long-term relationships with associated organizations, partners, and advisors of our prospective clients in the employer services industry
Collaborate with different Partnership Teams within Convera to develop a strong external network of Ideal Customer Profile (ICP) partners
Provide ongoing consultation and support to ensure client satisfaction and retention
Manage new customers until they transition to the CRM Team
Participate in industry events to promote solutions and network with potential clients
Lead and influence negotiations with clients of large established organizations (i.e., from the Owner of a start-up to the Director or Chief Executive Officer), securing profitable agreements
Ensure contracts are compliant and monitor performance against agreed terms in collaboration with legal and finance teams
Maintain documentation of all relevant SFDC records (e.g., sales diary, prospect’s next steps, etc.)
Work closely with internal teams (i.e., including bid, customer assurance, pre-sales, and customer care) to ensure seamless service delivery
Provide market feedback to support product development and marketing strategies
Work with Global Segment leads and regional product partners to ensure product offering is competitive in service, function & price
Coach/teach team to maintain their buy-in and lead training projects
Maintain accurate forecasts and insights on customer requirements, trends, and risks
Track performance metrics to measure success and identify areas for improvement, leveraging sales tool such as Salesforce
Effectively hire, assess & manage performance, coach, develop, promote, & retain & engage employees
Basic Qualifications
- 7+ years of B2B sales experience in international payments or financial services
- 3-6 years in FX (i.e., understanding of financial markets and their instruments, such as SPOT, FWDS, Derivatives), payments (i.e., understanding of payments & technology market), or financial markets required
- Contribute to a positive team environment and fully embrace diversity
- Extensive sales experience within a global organization with a network in regional markets, industry verticals, and associated customer influencers including consultants, accountants, and senior contacts in the Global Employer Services sector
- Proven ability to navigate gate keepers to reach and influence C-Suite level relationships
- Strong sales management, business acumen, and strategic account management skills
- Knowledge of international payments and foreign exchange products
- Financially astute with knowledge of business needs/concerns, as well as the commercial impact of global news and events
- Proficient in CRM software (e.g., Salesforce, Highspot) and MS Office Suite
- Ability to work independently and in a target-driven environment
- Willingness to attain Level 3 CISI Certificate (i.e., Introduction to securities and investments) and/or Level 4 CISI Certificate (Investment advice diploma) within 6 months of hire
- Must be fluent in English (oral and written), as all internal communication is in English
- Previous experience managing a team a plus
- Experience working in financial institutions, hedging solutions, and/or management consulting services a plus
- Familiarity with the Miller-Heiman strategic selling framework or similar sales methodologies
- Detailed knowledge of the geographical area of reference in terms of banking environment, including established professional networks, competition, and technology suppliers
- Bachelor’s Degree preferred, MBA a plus
About Convera
Convera is a global leader in commercial payments that powers international business by moving money with ease. We provide tech-led payment solutions to help more than 26,000 customers globally grow with confidence, from small businesses to CFOs and treasurers. As experts in foreign exchange, risk and compliance, with an unrivaled regulatory footprint, Convera’s financial network spans more than 140 currencies and 200 countries and territories.
Our teams care deeply about the value we deliver to our customers, which makes Convera a rewarding place to work. This is an exciting time for our organization as we expand our team with growth-minded, results-oriented people who are looking to move fast in an innovative environment.
As a truly global company with employees in over 20 countries, we are passionate about diversity; we seek and celebrate people from different backgrounds, lifestyles, and unique points of view. We want to work with the best people and ensure we foster a culture of inclusion and belonging.
We offer an abundance of competitive perks and benefits including:
- Competitive salary
- Opportunity to earn a bonus (dependent on performance)
- Great career growth and development opportunities in a global organization
- Corporate benefits
- There are plenty of amazing opportunities at Convera for talented, creative problem solvers who never settle for good enough and are looking to transform Business to Business payments.
Apply now!
