Director, Sales - Community & Digital Banking

Position Overview:

ASI is seeking a Director of Sales to serve as head of the sales organization and to lead, coach, and develop a team of new-business sales professionals serving the community-banking market. This is a leadership role for someone who has personally succeeded as a hunter and understands what it takes to create opportunities, build credibility, navigate long sales cycles, and close complex core-platform deals.

Responsibilities:

Own the number

• Own and deliver the quarterly and annual sales revenue goals for the Account Executive team.
• Develop and execute the sales strategy that achieves ASI's growth objectives in the community-banking market.
• Set individual quotas, activity expectations, and performance metrics for each Account Executive.
• Hold Account Executives accountable for pipeline generation, opportunity progression, forecast accuracy, and revenue attainment.
• Provide accurate forecasts and pipeline reporting to senior leadership, clearly identifying risk and upside.
• 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 focused primarily on acquiring new community-bank customers.
• Establish an accountable SaaS sales culture built on disciplined prospecting, consistent pipeline creation, and continuous improvement.
• Monitor performance against goals and implement corrective action where needed.
• Set clear expectations and address performance issues promptly, directly, and fairly.
• Identify individual development needs and build practical coaching plans that improve performance.

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 with confidence.
• Step into complex or stalled opportunities, identify the obstacle, 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 the Midwest and Southeast.
• Position ASI as a credible option when consultants advise banks on core evaluations, technology modernization, or vendor selection.
• Create a consistent approach to identifying, developing, and managing referral relationships, and track partner-sourced opportunities with the same discipline applied to direct sales.
• Help the team build territory plans, target-account strategies, and personalized outreach campaigns.
• Represent ASI at community-banking conferences, association events, consultant meetings, and regional industry gatherings.
• Collaborate with Marketing, Product, Sales Engineering, and Customer Success on lead generation, win rates, market positioning, and post-sale handoffs.

Required

• 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.