Head of NGO Vertical (GTM - Global)

Head of NGO Vertical (GTM - Global)
Bring your talent, experience, and potential to join a world-class Fintech GTM organization at Convera, driving the growth of our NGO vertical.  

 Motivated by our values: Customer Champions, Growth Minded, Truth Seekers, Fast Movers, High Achievers, Respectfully Candid

We are the largest non-bank B2B cross-border payments company in the world.  Formerly Western Union Business Solutions, we leverage decades of industry experience and technology-led payments solutions to deliver smarter money movement for our customers – helping them capture more value with every transaction.  We are more than 1,800 team members strong, working in over 30 countries. Convera serves more than 30,000 clients worldwide – publicly traded corporations, small business owners, large enterprise treasuries, extensive global channel partners, education and financial institutions, law firms and NGOs.

We make moving money easy…so easy that any organization in the world can grow with confidence

We are looking for an exceptional GTM leader to join the Global Verticalized Business segment as the head of our NGO Industry Vertical.  This role reports directly to the global GTM lead for Verticalized Business with full responsibility across the customer lifecycle for acquiring, growing, and retaining our NGO customer base.  This includes full NGO sector P&L responsibility in core markets including North America, Australia, New Zealand, EMEA and UK. 

Role Overview:

The Head of NGO GTM Vertical will report directly to the V.P. General Manager, Verticalized Industry and will be based in preferred locations: Zurich Switzerland or Washington D.C.  The role will oversee a team of Sales Executives and Account Representatives focused on the NGO sector.  The role will be responsible for sales strategy, day-to-day sales management of the team, product expertise with a focus on being the voice of the customer to all relevant internal parties specifically on the NGO vertical (e.g., Marketing, Product).  The role will create and execute a sales plan to drive new growth and increase revenue in both the “transition” and “core” NGO customer base.  The role will partner with other leads in the GTM Verticalization team (e.g, Education, Legal) to create and align on processes for both internal team management and external sales motions. The role will model sales excellence through customer presentation ability, internal communication effectiveness on both business headwinds and tailwinds and will be the ultimate champion for NGO customers.

 Responsibilities:

• Own the development and execution of the NGO sales strategy for global markets with responsibility across the customer lifecycle for both new client acquisition and key existing account management
• Define other market opportunities based upon marketing sizing, product reach, and existing customer intel
• Deliver outcomes based upon [NGO] targets and STIs, in particular, gross and net client revenue and gross margin
• Act as the senior escalation point for customer issues in the NGO vertical
• Recruit, coach, motivate and inspire talented GTM teams across the region to ensure they achieve results and execute on strategic goals
• Successfully navigate change management required to shift from regional focus to vertical focus
• Develop strategies around partnerships that will help foster additional growth in the NGO sector and help articulate the business case(s) to help constitute the technology investment as needed
• Contribute to global strategy development and goal setting as a member of the Senior Management team for verticalized businesses
• Seek new ways to drive efficiencies internally and externally through process and systems that allow us to scale quickly
• Lead the team in identifying, sourcing, and developing new business opportunities
• Partner with key cross functional teams in Product & Technology, Marketing, Network, Finance, Operations, Compliance & Risk as we transform our approach to serving customers in this strategically vital segment
• Own the regional management, health, and growth of the NGO segment funnel/pipeline of new opportunities
• Lead an innovative and best in class approach to strategic account and relationship management in the existing NGO portfolio
• Drive and enforce the use of Salesforce and other sales operational tools for clear visibility to pipeline and opportunity management
• Be decisive in teams’ priorities and be clear in those priorities both to the team and respective stakeholders
• Operate budget for team expenses as directed by VP GM of Vertical
• Consistently champion Convera Values
• Be forward thinking in the customer problems of tomorrow and approach customers with both foundational and innovative ideas.

• 10-15 years+ in Senior GTM leadership roles
• A proven eye for identifying new market and strategic expansion opportunities – with experience in designing, implementing, and executing Go-To-Market (GTM) sales strategy
• A proven track record of leading high-performance sales teams, ideally in a business-to-business environment preferably in solution selling within a global organization
• Start-up experience a plus
• Strong interpersonal skills to lead and build positive relationships and influence at Senior executive level both internally and across the customer base
• Previous experience of lean and agile working methodologies is also desirable. 

• Exceptional financial acumen with astute knowledge of business needs and concerns in the global NGO Industry as well as the commercial impact of global news and events

• Excellent communication/presentation skills across all media, as well as experience in leading sales and GTM technology (Salesforce.com experience preferred).

 Join us, and let’s move money simply, securely, smartly.

Convera is delivering solutions ranging from simple currency exchange to sophisticated industry focused solutions and platforms. 

We’re a company on the move and we want our people to grow and develop.  You will have many opportunities to learn new skills and further develop your career with an attractive salary and benefits package.

We are passionate about our diversity.  Our commitment is to provide an inclusive culture that celebrates the unique backgrounds and perspectives of our global teams, while reflecting the communities we serve.  We do not discriminate based on race, colour, national origin, religion, political affiliation, sex (including pregnancy), sexual orientation, gender identity, age, disability, marital status or veteran status.