Job description
As the Head of Solution Design and Delivery at Signifyd, you and your team will be responsible for providing our clients with technical solutions starting from a business development capacity all the way through ongoing execution on those solutions. In your portfolio, you will be explicitly accountable to drive three of the company’s top-level KPIs, bookings, POV conversion rate, and revenue go-lives. To achieve this, you must be an advisor that leads with data-driven, technical value propositions, but who can also earn the complete trust of a myriad of client personas (executives, product, engineering, risk, and operations) while navigating eight-figure deals with Signifyd executive sponsorship. You are the internal and public-facing voice of an incredibly diverse set of stakeholders, while leveraging data and business vision to partner with finance, corporate development, marketing and product teams to plan for future growth. You desire to be the leader of Signifyd’s technical success professionals, shepherding our customers and increasing the lifetime value they receive from our products and services as they progress from solution design to onboarding through renewal and upsell. You are excited to help scale and mentor a global team of solution engineers and implementation managers to ensure we provide best-in-class partnership for retailers and financial institutions that collectively process hundreds of billions of dollars annually.
Our ideal candidate has a proven track record of leading a high-functioning team responsible for bookings and time-to-value deployments of machine learning solutions at a technology company servicing the eCommerce or payments verticals, a passion for mentorship, coaching and data-driven scalability, and an unwavering commitment to building and deploying exceptional technical solutions.
KEY OBJECTIVES & DELIVERABLES
- Ownership and delivery of top-level company KPIs, including bookings, POV conversion, revenue generating go-lives and product attachment rate; strategic development and execution towards novel KPIs as Signifyd grows
- Manage a team of high-performing people managers (and their teams of individual contributors) with portfolios of retailer and financial institution prospects and clients, while providing regular coaching, guidance, and feedback to identify and close new opportunities from both prospects and the existing customer base to drive consistent, repeatable achievement of bookings and revenue go-live targets through disciplined solution design pipeline and upsell, cross-sell, and referral process management
- Develop and foster relationships with technical and executive sponsors at our strategic clients to identify, close, design and deploy opportunities to achieve bookings quotas, increase customer satisfaction and influence our product roadmap, focusing on how Signifyd can better align our offerings to our client’s long-term goals and strategies
- For our largest global clients, serve as player-coach and co-executive sponsor with other Signifyd executives
- Serve as a technical consultative expert and trusted resource on Signifyd’s offerings in the marketplace and value proposition, as well as on competing and adjacent offerings; collaborate with clients to understand their needs, developing solution delivery plans, timelines, and technology stacks that fulfill client expectations
- Strategize, design and execute cross-functional best practices and processes to increase Signifyd’s value proposition throughout the customer lifecycle and brand experience, identifying opportunities to increase our level of effectiveness within accounts to drive increased contract value and maintain Signifyd’s industry-leading retention rates
- Collaborate with product, engineering, marketing, data science and operations stakeholders to execute on rigorously defined and measured experimental GTM strategies for Signifyd’s proof of concepts and proof of values, launch new products, define end-to-end consultative technical selling processes for those products, and then collaborate with marketing and sales enablement stakeholders to create, refine and distribute playbooks for use with new business
- Executive-level presence with outstanding technical, presentation and communication skills, with ability to define and code switch between consultative selling processes for technical, eCommerce/operations and CX executive personas
- Flexibility to travel as required, 15-25% of time
- Excellent process management and reporting for team performance utilizing Salesforce and Atlassian
- Represent Signifyd at industry events
MINIMUM QUALIFICATIONS:
- Bachelor’s degree and 7+ years experience in software delivery, engineering, or sales engineering roles, at least 4+ years of which were in a people-management capacity, with track record of improving team performance over time and leading teams to outperform growth targets
- Enthusiastic and creative leader with the ability to inspire others and create work environments that encourage growth and development
- Strong technical background, especially in API-based system integrations, with the ability to convert business needs to solutions and articulate value to business and technical stakeholders
- Proven ability to engage directly in sales cycles, collaborating with GTM teams to craft solutions and present them to clients
- Experience in managing complex software development projects while aligning them with sales strategies and client business needs
- Ability to balance the demands of technical delivery with sales-oriented activities, ensuring alignment with client expectations
- Excellent problem-solving skills, with a focus on innovation and simplifying complex solutions to meet business challenges
- Proven ability to communicate multi-factored software and service value propositions and drive account growth for enterprise accounts (analytics, platforms, financial and/or technology solutions) with annual spend of at least eight-figures
- Passion for discovering the need for, delivering, and demonstrating multi-factored customer value through technology deployments while nurturing long-term professional relationships
- Distinctive technical problem solving and analytical skills, combined with insightful business judgment
- Ability to code switch between technical, business and legal frameworks and translate between same vocabularies and communication styles
- Mastery of business intelligence reporting platforms (esp. Looker), Javascript / HTML / browser technologies, Jupiter notebooks / Python
- Familiarity with device fingerprinting technologies, Databricks notebooks, Python web frameworks (e.g., Flask, Django)
PREFERRED QUALIFICATIONS:
- Experience selling, designing and deploying both software and professional services related to the card-not-present payment stack to eCommerce merchants and/or financial institutions
- Mastery of device fingerprinting technologies, Databricks notebooks, Python web frameworks (e.g., Flask, Django)
#LI-Remote
Benefits in our US offices:
- Discretionary Time Off Policy (Unlimited!)
- 401K Match
- Stock Options
- Annual Performance Bonus or Commissions
- Paid Parental Leave (12 weeks)
- On-Demand Therapy for all employees & their dependents
- Dedicated learning budget through Learnerbly
- Health Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Account (FSA)
- Short Term and Long Term Disability Insurance
- Life Insurance
- Company Social Events
- Signifyd Swag
We want to provide an inclusive interview experience for all, including people with disabilities. We are happy to provide reasonable accommodations to candidates in need of individualized support during the hiring process.
Signifyd provides a base salary, bonus, equity and benefits to all its employees. Our posted job may span more than one career level, and offered level and salary will be determined by the applicant’s specific experience, knowledge, skills, and abilities, as well as internal equity and alignment with market data.
USA Base Salary Pay Range
$220,000—$275,000 USD
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