Senior Sales Manager - Digital Financial Solutions

Marcura · London, UK

Base: Not disclosed
OTE: Not disclosed
Posted: 2mo ago

Still open · checked 2h agoon Marcura's careers page

Apply on Marcura →

The job

What you'd do: Find and win new customers in the maritime industry, selling payment and currency exchange services to shipping companies and their finance teams around the world. You'll find most of your own leads.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 66 days. Ask why it's been hard to fill.
Company hiring: This is their only open sales role.

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 are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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

Full posting

We’re hiring: Senior Sales Manager – Digital Financial Services Are you a proven new-business hunter who thrives on opening doors, building pipeline and closing high-value deals? MarTrust, part of the Marcura Group, processes more than $18 billion in payments annually, delivering technology-led solutions across payroll, vendor payments, cross-border payments, FX and Procure-to-Pay workflows. Following significant strategic acquisitions, we continue to grow—strengthening MarTrust’s position as the world’s largest independent maritime payments provider. With new products and features launching, an ambitious development roadmap and continued investment in high-tech solutions, this is an exciting time to join us. What makes this opportunity stand out? - A competitive commission package - Ownership of complex, high-value enterprise deals - The opportunity to take new products and features to market - International travel and major industry events - Access to senior decision-makers across a global market - The chance to influence customer propositions and future development This is a genuine hunting role for someone who can create opportunities, manage complex sales cycles and consistently achieve target. We welcome high-performing candidates from fintech, payments, banking, treasury and FX. Maritime experience is an advantage but not essential. Ready to build something bigger? Apply now and help shape the future of digital financial services in maritime. Purpose of Role The Senior Sales Manager, Digital Financial Services sells Marcura financial solutions – including Procure-to-Pay (P2P), Vendor Payments, Crew payroll and FX – within the Maritime Industry. She /He develops a robust sales plan and prospects pipeline to drive sales and new revenue growth in the assigned markets. The primary purpose of the Senior Sales Manager role is to drive revenue growth by proactively identifying, developing, and closing new business opportunities. The role is responsible for building a strong pipeline, acquiring new customers, and expanding Marcura’s market presence by promoting its financial services in line with the Group’s commercial strategy and core values. Requirements Qualifications and Education Include any specialised education and minimum qualifications needed to be able to perform the job. - Diploma - MBA / Master Sales / Business Development or Finance/ Banking Education Work Experience - 5+ years’ sales / business development experience within Fintech, Payments, Banking or Treasury/FX, with a demonstrated track record of new-business generation and consistent target attainment (a true “hunter” profile) - Experience selling B2B financial technology or payment solutions – e.g. / cross- currency/border payments, FX or digital payment solutions – gained at a Payment Provider, Bank or Fintech - Sales experience in the Ship Management or maritime industry exposure would be an advantage. - Experience managing complex, multi-stakeholder sales cycles (e.g. CFO, Treasury, Procurement, Accounts Payable) - Experience using CRM systems (e.g. Salesforce) and structured sales methodologies (e.g. Solution Selling, Challenger, MEDDIC) - Experience responding to RFPs / tenders for enterprise clients - Working knowledge of the regulatory and compliance landscape for payments and FX (e.g. FCA, AML/KYC) Skills and Knowledge - Prospecting and establishing New Relationships - Managing Sales Pipeline, Revenue Generation - Direct Selling - Sales Follow Ups & Sales Closing Skills - Sales Onboarding of Clients - Excellent communication and presentation Skills. - Fintech/Payment processes - Sound understanding of Procure-to-Pay (P2P) workflows and vendor / cross-border payment technology - Working knowledge of FX products (spot, forward, hedging) and FX risk management - Financial acumen – able to build business cases and ROI models for prospects - Confident engaging C-suite and senior stakeholders (CFO, Treasurer, Head of Procurement) - CRM / sales-pipeline discipline and forecasting accuracy - Digitally savvy – comfortable positioning SaaS / fintech platforms Benefits - Competitive Salary and Bonus: We reward your expertise and contributions. - Inclusive Onboarding Experience: Our onboarding program is designed to set you up for success right from day one. - Marcura Wellness Zone: We value your work-life balance and well-being. - Global Opportunities: Be part of an ambitious, expanding company with a local touch. - Diverse, Supportive Work Culture: We’re committed to inclusion, diversity, and a sense of belonging for all team members.

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