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Trulioo is a global leader in digital identity verification, enabling organizations to onboard customers, optimize costs, and combat fraud. The company verifies more than 5 billion people and 700 million business entities across 195 countries. Headquartered in Vancouver with strategic hubs in San Diego and Dublin, Trulioo operates a hybrid model with staff typically working three days per week at hub locations.
Reporting to the VP of Sales (North America), the Director of Enterprise Sales will build and lead the Enterprise Account Executive team across North America. This role owns the full revenue motion—from new-logo acquisition through expansion and growth within existing enterprise accounts—including pipeline generation, deal management, forecasting, and close. The director will hire, coach, and scale a high-performing AE team.
Key responsibilities include:
**Team Leadership & Management:** Hire, develop, motivate, and mentor Enterprise Account Executives, ramping new hires to meet productivity goals. Set clear goals and foster accountability and high performance. Coach AEs on deal strategy, account planning, consultative selling, multi-threading, and customer expansion. Build an inclusive, diverse team culture.
**Pipeline, Deal Management & Forecasting:** Own pipeline for new-logo and expansion opportunities, driving velocity and conversion. Manage deal strategy for key opportunities, unblock stalled deals, and review deal health regularly. Drive expansion revenue through upsell, cross-sell, and new use cases within existing accounts. Own accurate weekly/monthly/quarterly forecasting and reporting. Support sales conversion by engaging directly on strategic or complex deals. Champion AI-powered sales tools to improve pipeline accuracy, rep productivity, and deal execution.
**Strategy & Cross-Functional Partnership:** Build a strategic plan for the NA Enterprise segment with clear KPIs, targets, and timelines. Develop partnerships with Marketing, Customer Success, and Product to support pipeline generation and account growth. Work closely with Customer Success on renewals and expansion plays. Devise winning sales strategies and go-to-market plays for target verticals, including land-and-expand motions. Help shape how AI is positioned within the sales narrative.
The ideal candidate has extensive B2B sales and sales management experience in high-growth startup environments, selling complex products into large enterprises. Deep familiarity with Fintech, Payments, Banking, Marketplaces, Gig Economy, AI/Technology, and/or Gaming verticals is strongly preferred. Experience with GRC or KYC/AML software is a plus.
**Requirements:**
- 6+ years of experience in B2B sales management, with a track record of hiring, ramping, and scaling high-growth Enterprise sales teams that win new logos and grow existing accounts
- Experience driving expansion and net revenue retention in enterprise accounts, including account planning, upsell and cross-sell, and executive-level relationship building
- Experience closing and expanding large, complex Enterprise deals with demonstrated ability to sell complex products
- Strong command of pipeline management, deal management, and forecasting disciplines across new business and expansion revenue
- Proven ability to influence, develop, and empower team members; ability to build inclusive, diverse teams
- Excellent communication and presentation skills with ability to build relationships at all levels, including C-suite
- Comfortable operating in an AI-forward sales environment: leveraging AI tools for forecasting, pipeline management, and productivity; confidently articulating the value of AI-powered products to enterprise buyers
- Prior exposure to Fintech, Payments, Banking, Marketplaces, Gig Economy, AI/Technology, and/or Gaming verticals strongly preferred; GRC or KYC/AML software experience a plus
