About us Walrus is the leader in B2B payment verification, working with some of the biggest names in VC, PE, and more. B2B payments are a $1T+ industry and, as the industry pushes further into digitization and faster settlement, fraud is becoming a massive problem - to the tune of $43B in annual losses. Walrus's DoubleCheck is quickly becoming the definitive way to collect and confirm payment details, using advanced authentication based on proprietary tech and AI. Walrus is led by PhD computer scientists and security researchers from Harvard, MIT, and Stanford. We're backed by one of the world's leading fintech VC funds, as well as founders and executives of Twitter, Google Maps, Databricks, and Kayak. The role We are looking for our first enterprise seller who wants to join early and help revolutionize the $100T payments space. We're active in B2B mid-market and have also sold to the Fortune 500. You will build on that success to bring DoubleCheck to large financial institutions, specifically top-50 banks and institutions with upper billions/trillions in AUM. We run a lean sales organization; our ideal candidate is someone who can not only close large contracts, but is comfortable generating their own leads and contributing to GTM strategy. As time goes on, you'll have the opportunity to head a region or sector. This is a catalyzing career opportunity with unlimited upside. What you'll do You will be a crucial asset in growing our business. You will create awareness of our product within financial services, develop a pipeline of qualified financial services prospects (new logos), craft the relevant sales strategies, and own the sales process end-to-end. In more detail, you will:
- Build relationships with financial services executives, via strategic outreach and your own network.
- Conduct thorough discovery to understand the priorities, environment, and dynamics at your prospects.
- Run demos; educate banks and financial institutions about DoubleCheck's value proposition.
- Become an expert in DoubleCheck; work creatively to offer ideas and solve your prospects' challenges.
- Run the entire sales process, including tailored presentations, demos, negotiations, contracting, and closing.
- Establish yourself as a trustworthy and credible thought leader in identity, authentication, and fraud.
- Contribute to the sales organization by collaborating on CRM best practices, sales playbook, and GTM strategy.
- Influence product direction by delivering market feedback to the rest of the Walrus team.
- Engage in occasional travel for key client meetings and team events, while primarily driving sales remotely.
About you
- You have 3-7+ years of quota-carrying B2B software sales experience, focused on new logos.
- You have 1-3 years of successfully selling to large financial institutions (meaning top-50 banks and upper billion/trillion-dollar asset managers) and preferably in one of these areas: payments, transaction services, treasury, private banking, or fraud.
- You are well-connected within financial services; ideally, your contacts include executives and thought leaders.
- You have excellent problem-solving skills: when you hear about a customer problem, you have good ideas for how to use your tools to solve those problems.
- You have experience managing complex sales cycles, end-to-end: all the way from discovery to product solutions to demos to consensus-building to negotiation to closing.
- You are comfortable with the give-and-take on a team, and know that sometimes getting the sale is more likely when more than one person is involved.
- You have strong executive presence with experience speaking to the C-suite.
- Pluses: startup experience, fintech experience, creating new markets, know-how in creating sales playbooks.
What it's like to work with us Our sales organization runs on industry-standard tools (including HubSpot, Chorus.ai, Lavender, and ZoomInfo), and we are open to adopting more. We're a tight-knit, early-stage team that's focused on building a product that our customers love. We have a strong company culture based on collaboration, ownership, and mentoring. We meet sparingly and efficiently. We understand our innate biases and celebrate diversity. We have a low-ego workplace, where we provide the tools for everyone to do their best work. You will work closely with the leadership team, and have room for extensive growth within the company.
- This role is primarily remote, but candidates can also report to work in NYC (and receive relocation assistance).
- Walrus offers competitive compensation and benefits, including salary, commission, equity, paid medical insurance, company contribution to wellness, good coverage for dependents, dental, retirement, relocation assistance, and unlimited PTO.
We believe talent comes from all backgrounds and walks of life, and are committed to providing a comfortable environment for everyone to work. For New York City based employees, the OTE for this position ranges from $240k to $310k (depending on seniority), split between set base salary and performance-driven commission. This position also has a substantial equity component, not included in the stated OTE. This information is provided per the New York City Human Rights Law. Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.