Lead Strategic Account Manager (Financial Institutions)

Convera · Remote · US

Posted today

Account Growth: you grow customers the company already has (upsell, cross-sell, renewals).

Base: $140K–$157K
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 6h ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 4h agoon Convera's careers page

Apply on Convera →

The job

What you'd do

Look after a short list of key banks and other financial firms, helping them with currency exchange and selling them more services. Your work is growing existing accounts, not finding new customers.

What you'd sell

Moves business money across borders and locks in exchange rates

When a business has to pay a supplier overseas, the money has to be converted into another currency. The problem is, the exchange rate can shift between agreeing a deal and the money landing, so the business can lose money. Convera moves money across borders and lets businesses lock in a rate early, so they know what they'll pay.

In plain English, from their own job posts. Something wrong? Tell me · More Finance & payments companies →

Who you'd sell to

Financial institutions at a short list of very big companiesIn their words: “some of Convera's key clients in the Financial Institution sector”

Where deals come from

Mostly handed to you: inbound leads or a set list of customers.

The Braun Read

Worth a look

Solid on the basics. Use the first call to fill in the gaps.

Pay: Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
Time on market: Brand new.
Company hiring: 2 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Green lights

Gets leads from SDRs. You won't be building all of your own pipeline from zero.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.

Before You Apply

Find out where you fit, and where you don't, before you hit submit.

Why I built it this way ↓

Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.

Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.

It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.

Josh

1 Is the job worth it?

Worth a look. Solid on the basics. Use the first call to fill in the gaps.

No red lights. 1 thing the posting doesn't say, worth asking on the first call.

See the full Braun Read

2 Where you fit

Upload once, see where you fit on any job.

What people say about working at Convera ↓

Got an offer from Convera? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Rather talk it through? Call or text me: 954-695-0844 (text)

Full posting

This role effectively manages relationships with some of Convera’s key clients in the Financial Institution sector. You will assess client’s current needs and determine opportunities (wallet share potential) and execute a defined (with the customer) quarterly plan. The focus is to identify opportunities to sell integrated solutions and ensure continued client growth and satisfaction. Responsibilities: - Confirm current value proposition and determine key next steps to either reinforce or expand offering. - Develop and strengthen client relationships through account review and on-site visits - Achieve monthly, quarterly, and annual revenue targets for individual core/transition portfolio through cross- and up-selling initiatives - Monitor and achieve quarterly retention targets - Utilise accurate sales forecasting techniques to reflect forward customer revenue potential and growth opportunities. - Complete KPI reporting as required by account - Identify clients at risk (due to competitor approach and / or service issues) and build the appropriate escalation points. - Discuss and identify service / product / operational improvements with client base. - Share customer feedback and communicate ideas and strategies to drive the business forward - Share leading / best practices and client trends / behaviors with rest of KAM team and with client portfolio to ensure knowledge is shared and establish Convera as a trusted partner. - Understand and maintain current knowledge of client sector / vertical, and attend networking / industry events to further expertise in specified business / industry - In conjunction with client management, will be responsible for the formation of discrete plans to foster adoption of FX risk solutions. You will ideally have: - Demonstrated success in an Account Management role, preferably in the financial services, or fintech sector and worked with regulated financial institutions. - Exposure to the foreign exchange industry is desirable - Experience managing relationships with and driving revenue from existing client accounts - You will come with a strong understanding of consultative sales principles and be adept at executive corporate level negotiations and building long-term client relationships. - You will be financially astute with knowledge of business needs and concerns and the commercial impact of global news and events. - You will come with strong business-to-business and solutions sales experience. - You will have excellent communication/presentation skills across all media, as well as the ability to use technology (e.g., MS Office, web conferencing, search engines, reporting tools, and sales automation platforms such as Salesforce). - Proven experience of working within and selling into multi-national global organisations About Convera Convera is the largest non-bank B2B cross-border payments company in the world. Formerly Western Union Business Solutions, we leverage decades of industry expertise and technology-led payment solutions to deliver smarter money movements to our customers – helping them capture more value with every transaction. Convera serves more than 30,000 customers ranging from small business owners to enterprise treasurers to educational institutions to financial institutions to law firms to NGOs (Non-Government Organisation). Our teams care deeply about the value we bring to our customers, which makes Convera a rewarding place to work. This is an exciting time for our organization as we build our team with growth-minded, results-oriented people who are looking to move fast in an innovative environment. As a truly global company with employees in over 20 countries, we are passionate about diversity; we seek and celebrate people from diverse backgrounds, lifestyles, and unique points of view. We want to work with the best people and ensure we foster a culture of inclusion and belonging. - We offer an abundance of competitive benefits and benefits including: - Market competitive monthly gross salary, plus commission based on success - Great career growth and development opportunities in a global organization - A flexible approach to work - Paid holidays, time-off and leave policies for life events (maternity, paternity, adoption, bereavement, military) - Paid volunteering opportunities There are plenty of amazing opportunities at Convera for talented, creative problem solvers who never settle for good enough and are looking to transform Business to Business payments. Apply now if you are ready to unleash your potential. Pay Transparency Statement Convera is committed to pay transparency and equity in accordance with applicable U.S. state and local laws. For this position, the expected base salary range is [$140,000 - $157,000] per year, depending on factors such as experience, qualifications, and geographic location. We use a tiered geographic pay system to ensure fairness across regions. Candidates in high-cost areas may receive higher offers within the posted range. We also offer a comprehensive benefits package, which may include: - Health insurance (medical, dental, vision) - Retirement savings plan - Paid time off, holidays, and parental leave - Wellness programs and mental health resources Final compensation and benefits will be discussed during the hiring process and may vary based on individual circumstances and business needs.

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