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Salary: USD 260,000 - 0 / annual
Automated Systems, Inc. (ASI), a Banyan Software portfolio company and technology partner to community banks since 1981, is seeking a Director of Sales to lead its sales organization serving the community-banking market. ASI provides the Insite Banking System (core system of record with integrated modules for teller management, digital banking, business banking, and document management) and outsourced back-office processing services. ASI was acquired by Banyan in August 2024 and now anchors Banyan's Financial Institutions Group alongside Loan Vision.
This is a leadership role for someone with a proven track record as a new-business hunter in SaaS banking technology. You will lead, coach, and develop a team of Account Executives focused on acquiring new community-bank customers. You are accountable for sales strategy, quarterly and annual revenue goals, forecasting, pipeline management, and new customer acquisition.
Key responsibilities include:
**Own the number:** Deliver quarterly and annual sales revenue goals; develop and execute sales strategy for community-banking market growth; set individual quotas and performance metrics; hold Account Executives accountable for pipeline generation, opportunity progression, forecast accuracy, and revenue attainment; provide accurate forecasts and pipeline reporting to senior leadership; partner with executive leadership on territory planning, market expansion, pricing, sales capacity, and revenue forecasting.
**Build and lead the team:** Manage, motivate, and develop a team of SaaS sales professionals; establish an accountable sales culture built on disciplined prospecting and continuous improvement; monitor performance and implement corrective action; set clear expectations and address performance issues promptly; identify development needs and build coaching plans.
**Coach through live deals:** 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; step into complex or stalled opportunities and establish a clear path forward.
**Develop the market and the channel:** 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 Midwest and Southeast); position ASI as a credible option in core evaluations and technology modernization; create a consistent approach to identifying, developing, and managing referral relationships; help the team build territory plans and target-account strategies; represent ASI at community-banking conferences and industry gatherings; collaborate with Marketing, Product, Sales Engineering, and Customer Success on lead generation, win rates, and market positioning.
The role is based in the Midwest or Southeast United States, close to ASI's target markets and industry relationships. Willingness to travel approximately 40–50% for customer meetings, team activities, conferences, and industry events is required.
**Requirements:**
- 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
**Strongly preferred:**
- 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
