[Hiring] Director of Sales @Banyan Software

Role Description

ASI is seeking a Director of Sales to serve as head of the sales organization and to lead, coach, and develop a team of new-business sales professionals serving the community-banking market. This is a leadership role for someone who has personally succeeded as a hunter and understands what it takes to create opportunities, build credibility, navigate long sales cycles, and close complex core-platform deals.

The Director of Sales is accountable for sales strategy and for the quarterly and annual revenue goals assigned to the Account Executive team. This leader will set performance expectations, own forecasting and pipeline management, drive execution, and hold the team accountable for new customer acquisition and revenue attainment.

We are particularly interested in someone who has built, trained, or rebuilt teams of hunters, and who can teach the fundamentals of prospecting, discovery, qualification, relationship development, pipeline management, and closing rather than simply monitoring activity and reporting numbers.

Relationships matter enormously in community banking. The right candidate will bring an established network of community-bank executives, industry consultants, referral partners, banking associations, or other trusted advisors who influence core-platform decisions. This role is based in the Midwest or Southeast United States, close to ASI's target markets and industry relationships.

Responsibilities

• Own and deliver the quarterly and annual sales revenue goals for the Account Executive team.
• Develop and execute the sales strategy that achieves ASI's growth objectives in the community-banking market.
• Set individual quotas, activity expectations, and performance metrics for each Account Executive.
• Hold Account Executives accountable for pipeline generation, opportunity progression, forecast accuracy, and revenue attainment.
• Provide accurate forecasts and pipeline reporting to senior leadership, clearly identifying risk and upside.
• Partner with executive leadership on territory planning, market expansion, pricing, sales capacity, and revenue forecasting.
• Manage, motivate, and develop a team of SaaS sales professionals focused primarily on acquiring new community-bank customers.
• Establish an accountable SaaS sales culture built on disciplined prospecting, consistent pipeline creation, and continuous improvement.
• Monitor performance against goals and implement corrective action where needed.
• Set clear expectations and address performance issues promptly, directly, and fairly.
• Identify individual development needs and build practical coaching plans that improve performance.
• Coach representatives through discovery calls, presentations, objections, negotiations, and closing strategy on real opportunities.
• Run regular one-on-ones, pipeline reviews, call reviews, and deal-strategy sessions.
• Train the team on outbound prospecting, consultative selling, executive discovery, competitive positioning, and relationship-based selling.
• Help Account Executives engage bank CEOs, presidents, COOs, CIOs, and board members with confidence.
• Step into complex or stalled opportunities, identify the obstacle, and establish a clear path forward.
• Build executive-level relationships with prospective community-bank customers.
• Leverage an existing network of community-banking consultants, bank executives, industry influencers, and referral partners, particularly across the Midwest and Southeast.
• Position ASI as a credible option when consultants advise banks on core evaluations, technology modernization, or vendor selection.
• Create a consistent approach to identifying, developing, and managing referral relationships, and track partner-sourced opportunities with the same discipline applied to direct sales.
• Help the team build territory plans, target-account strategies, and personalized outreach campaigns.
• Represent ASI at community-banking conferences, association events, consultant meetings, and regional industry gatherings.
• Collaborate with Marketing, Product, Sales Engineering, and Customer Success on lead generation, win rates, market positioning, and post-sale handoffs.

Qualifications

• Demonstrated success as a new-business SaaS hunter selling banking technology, fintech, core banking, or financial software.
• Proven success leading Account Executives in a B2B SaaS environment, with a record of owning and achieving team quotas.
• Previous experience managing, coaching, training, or rebuilding a team of hunters.
• Experience selling complex, high-value financial software with long, non-linear sales cycles.
• Strong forecasting, sales planning, performance management, and revenue accountability capability.
• Demonstrated ability to improve prospecting, pipeline creation, sales discipline, forecast accuracy, and closing performance.
• Ability to coach through real deals, not simply manage activity metrics and dashboards.
• Executive presence and the ability to build trust with bank CEOs, presidents, COOs, CIOs, and board members.
• Strong command of discovery, qualification, negotiation, and consultative selling.
• Experience using Salesforce or a comparable CRM to manage pipeline and forecast performance.
• Willingness to travel approximately 40–50% for customer meetings, team activities, conferences, and industry events.

Requirements

• Working knowledge of the community-banking ecosystem and how community banks evaluate technology partners.
• Established relationships with community-bank executives, consultants, banking associations, referral partners, or industry influencers.
• Experience developing consultant and referral channels that generate qualified opportunities.

Benefits

• Competitive base salary with uncapped, performance-driven incentive compensation.
• Remote-first work environment.
• Comprehensive health benefits and a 401(k) program.
• Unlimited PTO and standard company holidays.
• The chance to lead and develop a team in a relationship-driven market where ASI's reputation is already established.
• The backing of a community-banking technology company with more than 40 years of history, now investing for growth.
• A permanent-capital owner in Banyan Software, with career potential across the Financial Institutions Group.
• The opportunity to strengthen community banks and the communities they serve.
• $260,000 USD on-target earnings | Uncapped commission.