Vice President of Sales

Job Description

About the company

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Our client is an established leader in identity verification, helping businesses stop identity-based fraud before it happens. Its proprietary SaaS platform validates government-issued identity documents in real time, delivering near-instant, highly accurate decisions both in person and in digital channels.

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The platform processes identity transactions at very large scale across Americas. Customers span retail, financial services, banking and lending, age-restricted goods, and other sectors that depend on KYC, AML, fraud prevention and age verification.

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The business is at a turning point. With a differentiated product and a growing market, it is now running with the pace, focus and ownership of a startup, and is investing to broaden its customer base and reduce reliance on a small number of large accounts.

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The opportunity

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The VP of Sales will own net new business: winning new logos, opening new verticals and building the team that makes this repeatable. Reporting directly to the CCO, they are the engine of the company's diversified growth.

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This is a build role. The VP will hire, structure and lead a high-performing new business team, put in place a disciplined, data-led sales process, and personally lead strategic pursuits while the team scales.

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It suits a hands-on sales leader who wants startup pace and ownership, backed by a proven product.

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Key responsibilities

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Net new business

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• Own and deliver the net new bookings and ARR targets agreed with the CCO.
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• Build and execute a new-logo strategy across priority verticals such as financial services, fintech, lending, retail, automotive, telecoms and age-restricted goods.
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• Define ideal customer profiles, target account lists and territory plans, with marketing support for account-based campaigns.
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• Personally lead and close strategic, complex enterprise deals, especially in the early phase.
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• Work with partnerships to open and grow channel, reseller and platform-integration routes to market.
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• Diversify revenue and reduce concentration risk by growing a broad base of new mid-market and enterprise customers.
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Building the team

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• Design the new business team structure, roles and hiring plan in line with growth targets and budget.
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• Recruit, onboard and develop Account Executives, Sales Development Representatives and Sales Engineers.
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• Set clear quotas, compensation plans and performance expectations with the CCO and Finance.
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• Build a high-performance culture of accountability, coaching, pace and winning.
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• Develop future sales leaders from within the team.
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Sales process and operations

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• Implement a consistent, repeatable sales methodology (for example MEDDICC or similar) and a disciplined pipeline process.
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• Own pipeline generation, forecasting accuracy and reporting to the CCO and executive team.
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• Make full use of CRM and sales technology, with clean data and clear dashboards.
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• Track and improve key metrics: pipeline coverage, win rate, sales cycle length, average deal size and CAC.
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Cross-functional partnership

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• Work with marketing to align demand generation, messaging and campaigns to new business goals.
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• Feed customer and market insight into product and engineering so the roadmap reflects what wins deals.
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• Ensure smooth handover to customer success and account management for onboarding and expansion.
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• Partner with Finance and Legal on pricing, contracts and deal approvals.
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