Director - Sales (FINS)

Role Responsibilities

• Engage with C-level stakeholders (Chief Risk Officers, VPs of Digital Banking, and Heads of Wealth/Insurance) to grow our presence within the FINS "new logo" landscape.
• Create territory plans that align with fiscal year budget cycles and emerging regulatory trends (e.g., ESG reporting, open banking, and data privacy).
• Unearth new opportunities through high-level networking and attendance at industry forums like Money20/20 or InsureTech Connect.
• Manage the customer relationship lifecycle, ensuring Salesforce solutions bridge the gap between legacy core banking systems and modern advisor/client experiences.
• Lead discovery conversations that uncover pain points in loan origination, householding, policy management, and automated onboarding.
• Present products and services to prospective customers that align directly to their organizational goals and objectives.
• Provide professional after-sales support to enhance the relationships and customers’ dedication and long-term success.
• Maintain best-in-class forecasting and pipeline management practices to ensure leadership visibility into the health of your business.
• Mentor and grow junior Business Development resources, providing oversight and support for the Business Development team.
• Engage with Salesforce FINS-focused RVPs and AEs to drive co-prime opportunities and establish Coastal as a preferred partner for complex FSC implementations.
• Partner with Coastal Business Unit Leadership throughout the sales process to align business development efforts with project delivery.
• Work with your team to create estimates aligned with the customer requirements, expectations, and agreed-upon deliverables.
• Create and deliver SOWs in line with the Coastal methodology, accounting for project scope and objectives, requirements, professional fees, and project-specific assumptions.
• Travel as needed to support the sales cycles to close business.

Experience/Skills Required

• 5+ years proven expertise as a Salesforce Delivery Consultant, specifically with Financial Services Cloud (FSC) or complex data-heavy implementations.
• 5+ years of Sales experience; experience in FinTech or Professional Services for FINS is a major plus.
• Proven Portfolio Growth: Experience navigating the buying process of Tier 1 banks, regional credit unions, or national insurance firms.
• Experience in the Salesforce Ecosystem.
• Commitment to building long-term relationships with customers and winning business through trusted relationships.
• Consultative mindset and a dedication to learning in a dynamic environment.
• Understanding of and relationships within the Salesforce portfolio along with newly acquired solutions such as Mulesoft, Tableau, Slack, etc.
• Excellent communication, preparation, strategy, presentation, and execution skills.
• Ability to “project manage” a sales cycle by leading collaboratively and working with other key internal groups - pre-sales, delivery, SMEs, and Industry Professionals.
• Organizational and time-management skills. Being detail-oriented and process-driven is critical to success in this role.
• Enthusiastic and passionate.
• Experience with Technology: Salesforce, Zoominfo, LinkedIn.
• Must have full-time permanent US work authorization.
• Able to travel as required.