Director of Sales at Valmar Merchant Services

Williamsville, New York, United States -

Full Time

Start Date

Immediate

Expiry Date

10 Mar, 26

Salary

0.0

Posted On

10 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales Performance, Process Discipline, Continuous Improvement, Sales Calls, Sales Cycle, Local Market Strategy, Networking, Event Planning, Sales Process Optimization, CRM Proficiency, Team Leadership, Training Programs, Accountability, Quotas, Conversion Rates, Market Growth

Industry

Financial Services

Description

About the Role We are seeking a Director of Sales who combines top-tier individual sales performance with strong process discipline and a passion for continuous improvement. This role starts as a player-coach, responsible for running high-quality sales calls and refining our sales engine. As our sales volume grows, this leader will gradually transition into building and managing a high-performance sales organization. The ideal candidate thrives in fast-paced environments, learns quickly, and is driven to improve systems every week. You will work closely with the CEO and operational teams to refine the full lifecycle from initial conversation → underwriting → activation, while also developing strategies for local market expansion and conference-driven growth. Key Responsibilities Sales Execution (Individual Contributor Phase) Run high-volume, high-quality sales calls and set the standard for urgency, follow-up, and CRM documentation. Own the full sales cycle: outreach → qualification → underwriting handoff → approval → activation. Convert inbound leads, partner referrals, and outbound opportunities at a high rate. Drive early-stage adoption of structured demos as our materials mature. Lead by example and establish credibility through consistent performance. Local Market Penetration Strategy Develop and execute a strategy to dominate the local geographic market before scaling nationally. Responsibilities include: Researching and identifying key local merchant verticals and opportunity clusters. Developing outreach frameworks for in-person visits, local networking, and community presence. Building relationships with local associations, business groups, and vertical-specific communities. Creating repeatable playbooks and metrics to track local market success. Personally executing early outreach to validate messaging and refine strategy. Conference & Event Strategy Identify high-value conferences, trade shows, and industry events aligned with our target verticals. Plan pre-event activities, including outreach, appointment setting, and messaging preparation. Lead on-site execution, prospecting, and meeting management. Drive structured, timely follow-up and measure ROI from each event. Continuously refine the conference playbook to improve future performance. Sales Process & Continuous Improvement Analyze and optimize each step of the sales → underwriting → activation workflow. Conduct weekly reviews of bottlenecks and implement measurable improvements. Collaborate with underwriting, onboarding, and operations to reduce cycle times and fallout. Develop scripts, objection handling guides, and outreach templates. Enforce CRM discipline and create reporting frameworks for pipeline visibility and forecasting. Team Leadership & Scalability (12–24+ Months) Assist in hiring SDRs, BDRs, account executives, and field-based reps as needed. Develop ongoing training programs and onboarding materials for new team members. Lead weekly sales meetings, call reviews, and performance accountability sessions. Transition from hands-on selling to coaching and leadership as the team expands. Maintain high standards of execution, professionalism, and accountability. Qualifications 5+ years of successful sales experience in payments, merchant services, PayFac, or fintech. Proven track record of exceeding quota as a high-performance individual contributor. Strong understanding of outbound calling, lead qualification, and closing. Demonstrated ability to design and improve sales processes, workflows, and systems. Experience working with underwriting, risk, or activation teams is a strong plus. Strong operational discipline and deep CRM proficiency (Pipedrive, IRIS CRM, HubSpot, Salesforce, etc.). Ability to travel for conferences and local market activities. High accountability, high urgency, low ego, and a bias for action. Success Metrics Consistent quota achievement as an individual contributor. Shortened underwriting-to-activation timelines. Improved conversion rates across key pipeline stages. Measurable growth in the local geographic market. Strong ROI from conferences and events. Documented, scalable processes and playbooks. Readiness to build and lead a growing sales team.

Responsibilities

The Director of Sales will run high-quality sales calls and refine the sales engine while developing strategies for local market expansion. As sales volume grows, this role will transition into building and managing a high-performance sales organization.