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Greenlight is a family technology company with 6.5+ million users, offering a suite of products including a debit card, app, GPS trackers, and family hub. The company is the market leader in youth and family banking and partners with major retail banks and credit unions.
In this role, you will report to the Sales Director and own a named account list targeting some of the country's largest banks and credit unions. Many of these institutions are already in conversation with Greenlight and have existing customer bases using the product. Your primary responsibility is to reach P&L-owning executives, build compelling business cases grounded in their numbers, and drive seven-figure agreements to signature.
The enterprise sales motion is well-established after 4 years of development. You will execute the proven playbook, pressure-test it, and help shape its evolution. Key advantages of this role include: a proven market with 6.5 million direct consumers and existing partnerships with major retail banks (eliminating year-one skepticism); enterprise as a priority segment with executive attention and dedicated resources; support without bureaucracy (BDR coverage, direct access to Chief Commercial Officer and SVP of Partnerships, product leadership in deals); and compensation designed to reward outsized performance (competitive base, OTE, RSUs, uncapped commission with aggressive accelerators and retroactive multipliers).
Your day-to-day responsibilities include: owning a named enterprise territory with account plans and strategy; originating opportunities at the executive level through your network and prospecting (with BDR support); building business cases with retail banking, marketing, deposit, and product leaders; multithreading the full buying committee across retail, consumer banking, deposits, product, digital, customer experience, and marketing; driving the back half of deals through risk review, security diligence, legal redlines, and pricing approvals; forecasting with rigor; and handing off cleanly to partner success while feeding learnings back to product and leadership.
REQUIREMENTS:
- 8+ years in quota-carrying B2B sales
- 3+ years closing complex, committee-driven deals into financial institutions
- Demonstrated track record of personally closing seven-figure TCV deals into heavily regulated buyers
- Consistent multi-year quota attainment built on repeatable wins (not single outsized deals)
- A meaningful share of closed revenue personally sourced, with a clear story of how you sourced it
- Executive presence to earn and hold time with C-level and SVP-level buyers in large institutions
- Experience navigating complex enterprise buying processes (security, procurement, legal, vendor review) and driving deals to signature
- Disciplined qualification and forecasting methodology (MEDDPICC, Command of the Message, or equivalent)
- Ability to re-enter stalled accounts, restart relationships at higher altitude, and treat prior engagement as intelligence
- Senior operator who partners well with support but doesn't depend on it; doors open because of your credibility and momentum-building ability
- Experience selling into financial institutions is a plus but not required.
