[Hiring] Sales Executive @Enformion

Role Description

Collections is one of Enformion's core markets, and we are expanding coverage of it. We're looking for an experienced, quota-carrying seller to own a territory across the accounts receivable management industry — third-party contingency agencies, debt buyers, first-party outsourcers, and the BPO and extended business office providers alongside them. This is a full-cycle role reporting directly to the VP of Sales, and it carries three motions at once:

• Growing and defending a named book of existing accounts
• Prospecting into new agencies
• Converting the inbound demand our marketing and reputation generate

Agencies live and die on right-party contact. Every placement they accept is a race between the cost of working an account and the probability of reaching the person who owes — inside a regulatory frame where reaching the wrong party is not merely wasteful but actionable. That makes this a market where our advantage is measurable: wins are demonstrated on the prospect's own file, not argued.

Qualifications

• 5+ years of quota-carrying B2B sales experience, with at least 2 years selling into collections, receivables management, financial services, or another compliance-heavy buying environment
• A track record of meeting or exceeding sales quota in a solution-selling, B2B environment
• Ability to sell to and build relationships with Operations, Compliance, and Analytics stakeholders at collection agencies and debt buyers — including owners and presidents at mid-market shops
• Experience running a full sales cycle independently — prospecting, discovery, proof of concept, negotiation, and close
• Demonstrated comfort with outbound cold calling and self-generated pipeline
• Strong ability to translate data capabilities into the operating metrics buyers actually manage to: right-party contact rate, liquidation and recovery rate, and cost per dollar collected
• Disciplined CRM hygiene and forecasting habits
• The self-direction to build a productive week in a fully remote role across multiple time zones

Requirements

• Meet or exceed assigned sales quotas and pipeline objectives for Enformion's collections, skip tracing, and contact enrichment solutions
• Own a named book of agency and debt buyer accounts, carrying both a retention and an expansion number
• Prospect into new contingency agencies, debt buyers, and first-party outsourcers by phone, email, and LinkedIn — cold calling is an expectation of this role, not a fallback
• Work inbound leads, demo requests, and RFP and RFI invitations, qualifying quickly on portfolio type, monthly placement volume, permissible purpose, and current data spend
• Execute each sales activity in accordance with Enformion's sales process, including opportunity identification and qualification, proof of concept, pricing, negotiation, and contract signing
• Displace incumbent data providers by running head-to-head match-rate and right-party contact tests on the prospect's own file, setting success criteria before any data moves
• Work with sales engineers and analytics teams to oversee data tests and pilot engagements and build results presentations for prospects
• Run structured quarterly business reviews built on client performance data — match rates, right-party contact lift, liquidation by placement vintage, and cost per resolved account
• Expand existing accounts into adjacent use cases: batch append into real-time API, skip tracing into pre-placement scrubbing, consumer data into employment and asset data
• Negotiate renewals and volume commitments structured as firm annual minimums rather than floating rates
• Monitor usage and match-rate trends between reviews and intervene early — in this vertical, a quiet drop in contact rate is the leading indicator of churn
• Maintain disciplined, accurate forecasting and pipeline reporting in HubSpot across all sales activities
• Acquire and integrate industry and market knowledge on the competitive data landscape, agency operating economics, and regulatory developments including Regulation F, FDCPA, and TCPA
• Present the full Enformion platform and lead product demonstrations, including People Search and skip tracing workflows, for prospective and existing clients
• Represent Enformion at RMAi, ACA International, and regional receivables association events as a working sales channel

Benefits

• Flexible PTO
• 401k match
• Dental/Vision/Medical