Head of Pre-Sales USA

Job Description

Job Description

Trustpair stops vendor fraud before it happens. We're the automated vendor validation platform protecting 600+ enterprise companies worldwide. Since 2017, finance and procurement teams have used Trustpair to eliminate vendor fraud while reclaiming 90% of the time they once spent on manual checks.

As vendor fraud grows more sophisticated, we stay ahead by combining deep expertise in financial crime with cutting-edge technology. AI isn't a buzzword here, it's embedded in everything we do. From your first week, you'll use AI tools to accelerate your impact, with dedicated training and peer support to help you master them. Our teams have embedded AI into daily work, from automating routine tasks to unlocking strategic insights. The result? Work that used to take hours now takes minutes, and you'll spend more time on what matters.

With offices in New York, Paris, London, and Milan, we're a diverse team united by a bias for action. We ship fast, learn from experiments, and tackle problems that matter: protecting billions in payments for companies worldwide. If you want to see your work make an immediate impact in financial security, Trustpair is built for you.

Learn more about how we use AI in our everyday work .

About the role

Trustpair is hiring a Head of Pre-Sales, USA to lead our global pre-sales function and support our most strategic enterprise opportunities in North America.

Reporting to Jeremy Leleu, Chief Revenue Officer , you will own pre-sales strategy, team leadership, and performance across the US and Europe. You will manage our existing three-person pre-sales team, two based in Europe and one in the US, and build the structure, capabilities, and ways of working that support our growth.

This newly created role combines direct people management, ownership of the global function, and hands-on involvement in strategic US deals . You will set direction, develop your team, and decide where pre-sales resources can have the greatest commercial impact, while remaining close to customers and complex enterprise sales cycles.

You will work closely with US Sales, the Head of Revenue Excellence, Product, and Implementation to connect customer needs, product capabilities, and revenue priorities.

This position is based in New York City , with hybrid presence preferred (2 days/week in the office) .

Compensation: Base salary $150k – $190k | OTE $200k – $300k, depending on seniority and final scope.

Main Mission

Build and lead a high-performing global pre-sales function that helps Trustpair win complex enterprise deals, develops the team’s capabilities, and scales with the business.

What you'll doLead and develop the global pre-sales team

• Directly manage, coach, and develop the three-person pre-sales team across the US and Europe, setting clear objectives, expectations, and individual development plans.

• Own team performance management, regular feedback, and capability development across discovery, demonstrations, technical validation, and deal strategy.

• Allocate resources across opportunities and regions, balancing strategic deal support with team capacity and longer-term improvements.

• Build a collaborative team culture that encourages knowledge sharing, constructive challenge, and consistent execution.

• Identify capability gaps and recommend future hiring, team structure, and development priorities in partnership with the CRO.

Own global pre-sales strategy and performance

• Define and deliver the global pre-sales roadmap , translating revenue priorities into team objectives, operating standards, and improvement initiatives.

• Establish clear engagement criteria with Sales: when to involve pre-sales, how to qualify requests, and where the team should focus its effort.

• Own the team’s methodologies, tools, and playbooks across discovery, tailored demos, POCs, and business-case development.

• Define and monitor performance indicators, including POC conversion, resource utilization, and pre-sales contribution to win rates and sales-cycle efficiency.

• Use deal reviews, customer feedback, and performance data to identify improvements and hold the team accountable for delivery.

• Introduce AI and automation where they improve preparation, knowledge sharing, execution, or team productivity.

Lead strategic enterprise opportunities in North America

• Personally lead pre-sales engagement on selected strategic US opportunities, partnering with Account Executives from discovery through close.

• Guide technical discovery, tailored demonstrations, POCs, and business cases for senior business and technical stakeholders.

• Connect Trustpair’s product capabilities and integrations to each prospect’s business priorities, operating environment, and decision criteria.

• Own complex POCs end-to-end, defining success criteria, coordinating contributors, managing timelines, and driving clear outcomes.

• Navigate enterprise environments involving ERP integrations such as SAP, Oracle, and Coupa, TMS platforms, and consulting or systems integration partners.

• Act as a senior escalation point for complex product, integration, and deal-strategy questions.

Represent pre-sales across the revenue organization

• Partner with Sales leadership to strengthen qualification, stakeholder alignment, deal strategy, and the effective use of pre-sales resources.

• Work with the Head of Revenue Excellence on pricing, competitive positioning, and prioritizing new use cases.

• Bring a consolidated view of customer needs, objections, competitive dynamics, and product or integration gaps to Product, Marketing, and Sales leadership.

• Partner with Implementation to align commitments made during the sales cycle with delivery requirements.

• Ensure the team maintains accurate, reusable integration guides, battle cards, use-case libraries, and product documentation.

What’s in it for you

• At Trustpair, we see AI as a tool to save time, sharpen focus, and boost impact. Whether you're already hands-on with AI or eager to learn, you’ll join a team that values and encourages AI-driven ways of working

• Trustpair is in scaling phase with career opportunities in France and internationally

• A hybrid working model based in New York City, with approximately two office days per week.

• Inclusive environment with cultural diversity and parity

• A high-impact role supporting Trustpair’s most strategic enterprise deals in North America

• The opportunity to shape and scale pre-sales methodologies, processes, and best practices globally

• Collaboration with Sales, Product, Implementation, Customer Success, and Marketing teams, as well as being a central seat in the revenue org, acting in a key feedback loop

Why join Trustpair? A list of our perks here!Must-Haves

• 8+ years of experience in pre-sales, solutions consulting, or solutions engineering , supporting complex enterprise B2B software sales.

• Proven experience directly managing a pre-sales or solutions team , including setting objectives, coaching, performance management, and developing talent.

• A track record of building or improving a pre-sales function , with clear ownership of processes, prioritization, and measurable results.

• Strong experience supporting enterprise sales cycles in the US market , with an understanding of buying culture, stakeholder dynamics, and complex decision processes.

• Hands-on expertise in technical discovery, tailored demonstrations, POCs, and business-case development.

• Strong commercial judgment: the ability to challenge qualification, prioritize opportunities, and connect technical capabilities to business value.

• Credibility with senior business and technical stakeholders, and the ability to influence decisions across functions.

• Strong organizational and project management skills, balancing team leadership, multiple opportunities, and improvement initiatives.

• Demonstrated experience using AI tools or automation to improve a process, workflow, or business outcome.

• Fluent English and the ability to communicate clearly in both technical and commercial discussions.

Nice-to-Haves

• Experience leading teams or improving pre-sales practices across multiple regions.

• Fintech or B2B SaaS experience involving complex or regulated enterprise workflows.

• Familiarity with ERP, procurement, treasury, or similar enterprise systems.

• Experience partnering with consulting firms, systems integrators, or other strategic partners.

• Experience in a scale-up or fast-growing international company.

Recruitment Process

• First call with Céline, Chief People Officer (30 mins)

• Experience interview with Jeremy Leleu, Chief Revenue Officer (30 mins)

• Live case study (1h)

• Coffee fit with two members of our team (30 mins)

• Cofounders interview (45 mins)

Equal Opportunity Statement
Trustpair's policy is to provide equal employment opportunity in all of our employment practices without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, individuals with disabilities, sexual orientation or gender identity or expression or any other legally protected category.

Applicants for all positions in Trustpair must be legally authorized to work in the country which they are applying for or be a citizen from Schengen / EU zone. The verification of employment eligibility will be required as a condition of hire.