Head of Americas Sales

New York City, NY

Pico fuels the global capital markets community by providing exceptional market data services and customized managed infrastructure solutions.  As financial industry experts at the center of markets and technology, we help our clients efficiently scale their business and quickly access markets. From infrastructure to connectivity, we support our clients through the full trading lifecycle.  We are a global company headquartered in New York, with offices in Chicago, London, Singapore, Hong Kong and Tokyo.

 

Pico is currently seeking a commercially minded leader to head our Americas Sales Team in New York City. Successful candidates will have a background in managing sales and account management teams within the financial services or fintech community and a proven track record of exceeding targets and driving sales growth. This Leader will possess the ability to motivate and inspire the Team and will be hands-on, supporting best practices across all client and prospect engagements.

KEY RESPONSIBILITIES

  • Drive overall responsibility for sales, renewals and pipeline management within the Americas region.
  • Motivate the sales team to deliver/exceed sales goals on a quarterly and annual basis.
  • Establish a predictable, metrics driven, best-in-class sales team and process. This includes pipeline development, opportunity evaluation, reporting rhythm and cadence, and tight forecasting capability.
  • Build and develop a sustainable and high-performance sales team that performs and executes today and can scale for tomorrow’s needs.  Ensure there is a robust and diverse set of talent in the pipeline.
  • Support the alignment and optimization of the sales organization for efficiency and productivity.
  • Develop and maintain a deep understanding of industry-leading technology solution providers and the competitive landscape. and collaborate with Pico's product team. Effectively communicate the Pico “story”; ensure the sales team can sell the Pico value proposition.
  • Enable the Americas sales team through robust onboarding, coaching and ongoing training.
  • Lead and guide account management planning with sales managers.
  • Contribute to the design of appropriate compensation programs to incentivize sales team while furthering Pico’s interests.
  • Ensure the Sales Specialist team is proactively and positively engaged with the sales and product teams to offer the best possible solution to Pico clients.
  • Drive regular customer engagement with members of the sales team.
  • Ensure tight collaboration with product and technology teams including directing the hand-off and transition of newly won accounts to the service delivery team.
  • Partner closely with marketing to drive strategic new customer acquisition.

DESIRED OUTCOMES

  • Increase the YoY growth rate of the company while maintaining strong profitability.
  • Achieve an increased ACV by developing and winning new enterprise logos.
  • Develop a mature and high-performing sales team to support the long-term growth of the business.
  • Quickly and expertly build internal relationships and become a trusted resource to the team.

IDEAL EXPERIENCE

Responsibility for revenues > $100 million+

Direct responsibility for top-line revenue of over $100M in a data, software or technology services environment is required. The ideal candidate will have significant experience selling into the financial services or fintech industry.

Growth experience in a fast-paced environment

A Sales Leader with a demonstrated track record of driving sales growth and value creation through new customer acquisition, market expansion, cross-selling, and product innovation.

Sales operations expertise

Previous success in implementing best-in-class sales processes including pipeline development, opportunity evaluation, reporting processes and forecasting. The ideal candidate will have a strong understanding of sales metrics and KPIs to appropriately measure success.

People leadership and talent development

Success in building, retaining and leading high-performance sales teams that regularly exceed targets and elevate the company brand in the market.

Driving Results

  • Acts to surpass team goals, seizing opportunities to extend the limits of what is possible
  • Sets continually higher goals for the team that are ambitious but achievable
  • Identifies and acts on new opportunities that enable performance targets to be exceeded
  • Seeks new challenges and is energized by exceeding targets

Acting Strategically

  • Identifies and prioritizes the most critical future factors to consider in making decisions
  • Makes plans to address changes or trends in the external landscape (i.e. competitors, clients, and market segments) that affect own business or area
  • Develops plans that consider the impact beyond own area, location, function, or market

Leading People

  • Identifies and leverages individual strengths and potential within the team
  • Engages the team in discussions around the longer-term strategy and how they can contribute
  • Gives team members ownership within their areas of responsibility, setting clear expectations and checking in as needed
  • Enables team success by removing barriers and providing resources
  • Invites the team to recommend ways to solve problems, discuss challenging issues, or generate new ideas

Education, Skills, and background (incl. Education and Experience Requirements)

  • 10+ years experience in managing sales and account management teams
  • 10+ years of work experience in financial services and/or financial technology sales
  • Strong written, oral, and interpersonal communication skills
  • Ability to prioritize, multitask, and provide direction
  • Experience with Salesforce.com
  • Strong problem-solving and analytical skills
  • Demonstrated ability to take the initiative and interact with all levels of management; self-starter
  • An energetic, enthusiastic, and organized team player
  • Bachelor's degree (or equivalent) from a 4-year university

Working Arrangements 

This is a Hybrid position with weekly time in the office with the flexibility of working from home. Though travel may be required from time to time, it is not expected to be regular or frequent. The role holder will be expected to work whatever hours are necessary for the performance of this role (recognizing that it involves multiple jurisdictions/geographies including but not limited to EMEA, USA and APAC). 

Salary: 250k - 275k Base

IMPORTANT DATA PRIVACY INFORMATION: 

This position is available with Pico Services Inc. The controller of your personal data will be Pico Services Inc.

For further information on what personal data we collect, how we will process your personal data and your rights with respect to your personal data please read our Pico Job Candidate Privacy Notice, View Here.

 

Full compensation packages are based on candidate experience and relevant certification. 

New York Pay range

$250,000 - $275,000 USD

Be a part of Pico Family

Pico is an equal opportunity employer. Pico does not discriminate on the basis of a candidate's age, race, gender, color, religion, sexual orientation, physical or mental disability, or other non-merit factors. All employment decisions at Pico are based on business needs, job requirements and qualifications. If you require any assistance or accommodations to be made for the recruitment process, please inform us when you submit your online application.

 

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