{"id":484034,"url":"https://alion.io/job/versapay-director-software-sales-upper-mid-market-2","title":"Director, Software Sales- Upper Mid-Market","company":{"id":3341,"name":"Versapay","domain":"versapay.com","url":"https://alion.io/company/versapay","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Lever","truth_index":{"grade":"A","score":95,"open_postings":4,"ghost_share":0,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":69,"computed_at":"2026-11-01T06:10:25Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":150000,"max":170000,"currency":"USD","period":"year","gross":null,"usd_annual":170000},"salary_estimate":null,"experience_years_min":7,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Salesforce","optional":true}],"status":"live","first_seen_at":"2026-07-20T14:15:34Z","employer_posted_date":"2026-07-20","last_verified_at":"2026-11-01T18:25:49Z","board_verified":true,"closed_at":null,"days_open":104,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":104},"description":"About the Role\nAs the Director of Software Sales - Upper Mid-Market, you will lead Versapay’s strategy to grow new bookings and revenue across $100M+ companies. You will build and scale a high-performing team of Software AEs, drive execution across Sales Development and strategic partner channels, and own the Upper Mid-Market team’s annual revenue target. Partnering closely with Sales, Marketing, Product, Finance, and Partner teams, you will translate market opportunity into repeatable sales motions, stronger partner leverage, and measurable revenue outcomes. This role requires deep fintech expertise, strong software sales leadership, and the ability to build strategic relationships that create value for customers, partners, and Versapay.\nWhat you'll do:\nCoach and executive sponsor a team of highly skilled and passionate Software Sales AEs responsible for closing multi-threaded deals referred by SDRs, FVARs, and Strategic Partner Sales Teams to maximize sales.\nDeploy best-in-class sales strategies and processes and co-create and execute the blueprint for the team’s success.\nAct as the primary point of contact for Software prospects’ inquiries, concerns, and escalations.\nNegotiate high-value software agreements and terms to ensure favorable outcomes for both customers and Versapay.\nMaintain a deep understanding of the pains we solve and how to build a business case for change with prospects.\nCollaborate with Marketing and Partner teams to leverage partner relationships, meet bookings targets, and develop joint marketing initiatives, co-selling opportunities, and co-development projects.\nEstablish key performance indicators (KPIs) and operating mechanisms to continuously measure sales success and partnership effectiveness.\nMonitor sales team performance and track progress toward achieving targets.\nProvide regular reports and updates to senior management on sales activities and outcomes, including conversion rates, pipeline generated, and pipeline closed.\nCollaborate cross-functionally with Sales Development, Sales Engineering, Product, Marketing, Sales Support, Underwriting, and Implementation teams.\nCollaborate with the Product Development team to ensure product-market fit and confirm that integrations are working effectively for mutual clients.\nWhat you'll bring to the team:\nRequired\n7+ years of experience working for a fast-paced SaaS or Fintech company.\n5+years of experience leading a SaaS Sales team.\n3+ years of experience leading an Upper Mid Market or Enterprise team.\n5+ years of experience negotiating directly with Finance leaders as part of the core buying persona, including Controllers, VPs of Finance, CFOs, CTOs, CIOs, and/or CAOs.\nExperience implementing, reinforcing, and providing ongoing coaching using a proven sales methodology, with deep knowledge of the sales process from discovery through solutioning, ROI discussions, executive proposals, negotiation, closing, and implementation team handoffs.\nProven track record building relationships with key decision makers, moving opportunities forward, delivering results, and exceeding quota.\nExperience working with and leading virtual teams across functions and geographies.\nExperience creating operational rigour and identifying and replicating core KPIs.\nExperience in the payments industry is a plus.\nPreferred\nPassion for sales and all things sales-related.\nExcellent at building strong relationships and collaborating with others.\nAbility to prioritize multiple projects, opportunities, and personalities across the deal cycle.\nProblem-solving mentality: you leverage internal and/or external resources, resolve conflicts, and follow through with partners.\nNaturally curious and confident, you ask thoughtful questions, listen, learn from conversations, and use those insights to evangelize how innovative fintech solutions can help partners and prospects on their path to digital transformation.\nVery comfortable with Salesforce reporting and working with both structured and raw data to understand the business well enough to grow and exceed targets.\nWell organized, you manage many moving pieces at once, often coordinating internal teams to bring the best Versapay can offer to clients.\nBias toward action: you love to dive in and get things done.\nComfortable working with people at any level in the organization, you nurture relationships as needed and become a trusted advisor.\nCompetitive attitude with experience crushing a sales quota; you love closing deals.","description_format":"text","description_chars":4485,"description_truncated":false,"requirements":{"experience_years_min":7,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Billing & Subscription Management","Payment Processing & Gateways"],"lifecycle":[{"event":"open","at":"2026-09-06T18:30:41Z"}],"visa":[],"liveness":{"score":31,"band":"fade","label":"Fading","p_open":1,"p_active":0.86,"p_room":0.36,"age_days":103,"expected_fill_days":69,"reasons":["conf:0","win:tail","crowd:"],"computed_at":"2026-11-01T06:10:25Z"},"pay":{"stated_usd_annual":170000,"is_top_pay":false},"html_url":"https://alion.io/job/versapay-director-software-sales-upper-mid-market-2","json_url":"https://alion.io/job/versapay-director-software-sales-upper-mid-market-2.json","meta":{"generated_at":"2026-11-01T21:10:26Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":32404,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-02T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":3341},"rest":"https://alion.io/mcp/rest/get_company?id=3341"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fversapay-director-software-sales-upper-mid-market-2"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fversapay-director-software-sales-upper-mid-market-2"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fversapay-director-software-sales-upper-mid-market-2"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/versapay-director-software-sales-upper-mid-market-2\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fversapay-director-software-sales-upper-mid-market-2"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":484034}},{"tool":"search_jobs","arguments":{"company":"versapay.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":484034},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); 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