VP of Growth, GTM - Embrace Finance and Banking (Core and Digital Banking)

VP of Growth, GTM - Embrace Finance and Banking (Core and Digital Banking)

Join to apply for the VP of Growth, GTM - Embrace Finance and Banking (Core and Digital Banking) role at Embrace Software Inc .

Embrace Software, headquartered in Tampa, USA, is one of the fastest-growing software acquirers in the world. We focus on building niche software businesses that deliver mission‑critical solutions across industries (Industrial, Healthcare, Fintech, and Edtech).

Why Join Embrace

• Rapid Growth: Our team has expanded to over 300 members in just 4 years – and we’re proud to be recognized on the Inc. 5000 list of America’s fastest‑growing private companies.
• Financial Strength: We’ve secured $130 M in capital.
• Acquisitions: With 15 successful acquisitions to date, we’re operating in hyper‑scale mode.
• Fortune 500 Impact: We serve 16% of Fortune 500 companies.
• Proven Leadership: Our CEO/Founder has a track record of creating over $2 B in value through his ventures.

Join us as we lay the groundwork for exponential growth over the next 5 years. If you thrive in a fast‑paced environment and share our vision, we’d love to have you on board!

Location : Remote (U.S.)

Reports to : Portfolio CEO, Embrace Finance & Banking Group

Travel : ~30–40% for clients, partners, and conferences

The Opportunity

Embrace Finance & Banking Group serves 1 100 institutions across North America, including nearly 450 financial institutions comprising more than 150 credit unions and 250 banks. You’ll build and lead the sales motion for community banks and credit unions—and personally close 2–3 flagship wins.

Role Overview & Responsibilities

• Own GTM & Revenue Plan (+ Portfolio Alignment)
• Segment markets, define ICPs, capacity models, territories, and coverage for Core & Digital Banking.
• Portfolio‑level : Build a group GTM architecture (stages, exit criteria, forecast rubric, pricing guardrails) for Finance & Banking Group of companies.
• Carry a Personal Quota
• Source, advance, and close 2–3 lighthouse accounts; act as exec sponsor on strategic customers.
• Pricing, Packaging & Terms
• Launch business outcome‑based bundles (software + services), multi‑year standard terms, renewal structures, and price indices/uplifts.
• Competitive Strategy
• Create battle‑cards and win plans vs. competition.
• Partner/Reseller Strategy
• Prioritize and recruit partners in Fintech. Define joint value props, sourced/influenced targets.
• Cross‑Sell / Upsell Synergies across Finance Portfolio
• Map complementary offerings; define attach motions and bundle plays.
• Stand up shared referral/overlay programs and inter‑company deal desks.
• Team Leadership
• Hire, coach, and lead AEs/AMs/SEs; implement stage exit criteria, deal reviews, QBRs, and exec‑sponsor programs.
• Enablement for Individual Sellers
• Publish group Sales methodology, playbooks, objection handling, ROI models, and account planning templates.
• Run monthly cross‑portfolio QBRs, pipeline clinics, win–loss reviews; coach reps on cross‑sell and expansion plays.
• Data‑Driven Sales Ops
• Enforce account planning, whitespace maps, opportunity scoring, and forecast discipline in CRM; analyze seller/segment performance to adjust territories, enablement, or comp levers.
• Executive Presence & Community
• Represent Finance group’s suite of products and solutions at America’s Credit Unions (CUNA+NAFCU), ICBA, ABA Community Bankers Council, and NACUSO, and be active in state CU leagues.
• Strategize and lead GTM using above connectivity.
• Cross‑Functional Leadership
• Partner with Product, Marketing, and Services to align roadmap narratives, case studies, and delivery assurance for complex deals.

Requirements

• 10+ years in B2B fintech/banking software sales with 5+ years leading quota‑carrying teams selling to credit unions and community banks.
• Track record of closing six‑ and seven‑figure deals, multi‑year software + services deals at executive/board level.
• Proven experience designing pricing/packaging and multi‑year contract frameworks (uplifts, indices, floors/ceilings, enterprise agreements).
• Demonstrated success building partner channels (cores, processors, payments/communications ecosystems).
• Experience with sales management within a CRM platform (Salesforce/HubSpot/MS Dynamics) for account planning, intelligence, stage conversion analysis, and forecasting.

Preferred Qualifications

• Domain depth in core and digital banking, everyday banking and/or branch modernization within Credit Unions and Community Banks.
• Experience launching bundles and value‑based pricing that improved win rates or deal size.
• Prior success in scaling partner contribution ≥25% of new ARR.
• Background standardizing GTM across multiple business units or acquired companies.
• Existing relationships within America’s Credit Unions, ICBA, ABA Community Bankers Council, NACUSO, and state league networks; prior speaking roles at ABA Conference for Community Bankers and/or NACUSO Reimagine.

Nice to Have

• Fintech partnerships (cores, digital banking platforms, processors, item/check processing, payments).
• Prior experience in PE‑backed or serial‑acquirer environments.
• Candidates from Jack Henry, FIS, Fiserv, Temenos, Finastra, Q2, Alkami, Corelation, CSI, DCI, nCino, Bottomline, or similar are a plus.

What Does Success Look Like (12‑Month Outcomes)

• Net‑New ARR: +5% vs. current trend.
• Expansion ARR/NRR: +2–3% vs. current trend.
• Flagship Wins: 1+ multi‑year, bundled “lighthouse” deal closed.
• Cross‑Sell/Up‑Sell: ≥20–30% of total new + expansion ARR across Finance Group.
• Partner Channel: ≥5% of new ARR.
• Forecast Quality: 10% variance for two consecutive quarters; measurable lift in seller productivity and stage conversion.
• GTM Standardization: Adopted by 100% of Finance Group sales teams.

30/60/90 Plan

• 30 Days : Master portfolio & ICPs; audit product market fit + portfolio pipelines/territories/comp; publish GTM standards v1; create top‑25 cross‑sell target map; align partner priorities.
• 60 Days : Ship initial pricing/packaging proposals; roll out forecast rubric & stage exits across portfolio; launch cross‑sell plays.
• 90 Days : Present board‑level GTM plan (capacity + ARR model, cross‑sell targets, partner contribution); move first lighthouse to late stage; publish competitive playbooks; run first cross‑portfolio QBR; enter 1–3 big deals pursuits.

Tools & Operating Cadence

• CRM : Salesforce/HubSpot/MS Dynamics (account plans, whitespace, scorecards, hygiene rubric).
• Weekly : Pipeline & forecast (commit/best‑case) and cross‑sell deal inspection.
• Monthly : QBRs (segment performance, win/loss, enablement gaps) at Aurora and portfolio level.
• Deal Desks : Pricing/terms for strategic opportunities; cross‑company overlay for bundles and partner deals.

Benefits

• Competitive base + uncapped variable with accelerators; OTE aligned to growth goals.
• Standard benefits package (medical/retirement) and travel/communications stipend. Details at offer stage.