Companies you'll love to work for

Career Growth, Flexibility and Collaboration!

Entrust is an innovative leader in identity-centric security solutions, providing an integrated platform of scalable, AI-enabled security offerings. Headquartered in Minnesota, we offer our colleagues the ability to work globally, in a flexible and collaborative environment. Our team makes an impact!!

The Company: Entrust relies on curious, dedicated and innovative individuals whom anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust’s technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers.

We Believe: Securing identities is most effective when we value all identities. We are committed to ensuring that, through diversity and inclusion, the many voices that make up our communities are heard. From unconscious bias training for managers to global affinity groups that create connections both within and across our enterprise, Entrust expects and encourages all individuals to accept and respect one another. And, of course, to be themselves.

You'll be joining the team leading Entrust's Identity portfolio, including the solutions formerly Onfido (AI-powered digital identity solution). With the completed acquisition, Entrust now provides the industry's most comprehensive portfolio of AI-powered, identity-centric security solutions.

Our technology helps businesses verify real identities using AI and biometrics, ensuring secure remote customer and business onboarding. By assessing government-issued IDs and facial biometrics with innovative dashboards and fraud signals, we provide companies with the assurance they need to operate securely while allowing people to access services quickly and safely.

Responsibilities:

You will have responsibility for generating new business and growth, driving revenue, and assuring the continued trajectory of the territory. You will develop, manage and lead a sales team and be tasked with hiring and developing the best talent in the market to increase our sales presence throughout the territory.

As an experienced mentor with a strong Enterprise Software and Service Sales background, you will support your team through complex procurements, go-to-market initiatives and act as a senior stakeholder for the customers in your region.

This role is quota-carrying so you will own the regional forecast, tackle opportunities for both net-new revenue and expansion in existing accounts and constantly improve your team through outstanding leadership and coaching.

Responsibilities:

• Formulate a strategy and outline a roadmap for Sales and Marketing to support growth across the region.

• Deliver sales revenue targets, implementing, and managing a robust sales forecasting process.

• Create processes, set best practices, and build replicable patterns for regional go to markets initiatives.

• Take responsibility for the sales & growth of the commercial activities.

• Review ways in which market opportunities and sales revenue can be maximized across various market sectors/customers.

• Recruit, hire, and train new team members.

• Be a mentor and provide hands-on coaching and professional development for Account Executives and wider team.

• Serve as senior stakeholder and point of escalation internally and in customer engagements.

• Conduct weekly forecasts and oversee sales development goals, metrics, and quota achievement.

• Ensure proactive, cross-functional collaboration with Marketing, Talent Acquisition, and Human Resources.

• Drive partnerships and Customer Success to align regional strategy.

Basic Qualifications

• 8+ years of experience creating and deploying effective sales and business growth strategies.

• Excellent professional sales skills such as a proficient and creative, high-level sales negotiator with outstanding ability to achieve and exceed sales targets in a B2B, complex sales environment. This includes a proven ability to target accounts and using techniques like MEDDPICC / Challenger Sales / Solutions Selling, uncover true needs and decision-makers to progress opportunities through our sales funnel, and a love for the sales process along with a proven ability to consistently find and close new accounts.

• Valuing communication and customer orientation being a strong and assured communicator and presenter, who can gain personal credibility with Board level senior customer management. Must be able to understand the customer implications of chosen approaches and be able to reflect these in a diplomatic and professional manner to achieve client trust and confidence.

• Strong business acumen in taking a commercially aware approach to achieving goals and objectives and balance both technical and commercial considerations in achieving sales success and ongoing customer satisfaction. Financially astute requiring familiarity with financial models, ROI, TCO, capital versus operating budget issues, etc which are all areas that will drive success in this role.

• An achievement oriented approach possessing a high activity rate, pro-active and goal-oriented focus with a sense of urgency. Must be able to adopt a disciplined, practical and organized approach having a propensity to succeed, make effective decisions and see them through to an effective conclusion.

• High work standards and integrity setting and maintaining professional standards at all times. Present facts honestly resulting in implicit trust by customers and fellow employees alike. Actions far more than the minimum required with concern for the quality, professionalism and integrity of work undertaken.

• Self-reliance and flexibility possessing a self-assured and outward going personality with the ability and adaptability to work practically, independently, reliably and flexibly, without the need for ongoing support.

• Successful track record of growing high-performance teams within the Enterprise space.

• Experience successfully selling complex enterprise class software.

• An excellent track record in achieving quota attainment as first line sales leader.

• Consultative selling experience.

• Proven ability to manage a forecast.

• History leading sales teams selling complex technical solutions to customers.

• Proven ability to create high performing teams and lead them to success

• History of promoting employees into leadership roles.

• Excellent oral and written communication and presentation skills.

• Strong operational and process orientation & bias towards execution.

Preferred Qualifications:

• LATAM market experience

• Spanish and/or French

• Experience in the Identity, Security or Privacy market

Compensation Range:

The anticipated starting base pay for this position is: $208,013-$305,085 per year (in the primary posting location). This position is also eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Actual compensation will be determined based on geographic location, education, skills and experience and actual performance against the assigned sales compensation plan. In addition to your pay, Entrust offers eligible colleagues and their dependents comprehensive health and well-being programs which include medical, vision, dental, a generous 401(k) matching contribution, life and disability insurance, mental health coaching, virtual fitness programs, paid personal time off plus 12 paid holidays, parental leave and education reimbursement. Please speak with the recruiter for more details. Note: Benefit and Compensation programs are subject to eligibility requirements and other terms of the applicable plan or program. Entrust has the right to end, suspend or amend any of its plans at any time in whole or in part.

For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer

For Canadian roles, or where applicable:

Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.

If you require an accommodation, contact accessibility@entrust.com.

Recruiter:

Richa SrivastavaRicha.Srivastava@entrust.com