Regional Director - Market Development

At Early Warning, we've powered and protected the U.S. financial system for over thirty years with cutting-edge solutions like Zelle, Paze, and so much more. As a trusted name in payments, we partner with thousands of institutions to increase access to financial services and protect transactions for hundreds of millions of consumers and small businesses.

Positions located in Scottsdale, San Francisco, Chicago, or New York follow a hybrid work model to allow for a more collaborative working environment.

Candidates responding to this posting must independently possess the eligibility to work in the United States, for any employer, at the date of hire. This position is ineligible for employment Visa sponsorship.

Overall Purpose

The Regional Director (RD) serves as the primary driver of customer and prospect relationships for EWS, responsible for advancing annual contract value (ACV) and revenue growth. Acting as a trusted advisor to C-suite executives, the RD identifies opportunities where EWS solutions align with customer needs, they lead the sales process from solution development through negotiation and contracting. The RD must collaborate with internal teams to ensure smooth implementation and sustained client success, resolving challenges while fostering long-term, strategic relationships. Key responsibilities include driving purchasing objectives and product adoption for regional accounts, cultivating existing revenue streams, and developing strategies for growth and retention. The RD partners closely with internal stakeholders to plan and promote new products, ensuring alignment on delivering value and exceeding sales targets. This role demands accountability, executive presence, and a commitment to customer satisfaction and success.

Essential Functions

Prospecting. Develop an opportunity pipeline that represents a multiple of the assigned ACV quota. Facilitate quarterly business and operational review sessions to leverage for new opportunities. Present overall EWS and high-level product pre-sale presentations to qualify opportunities and define buyer criteria.

Portfolio Management. Develop and maintain executive-level relationships to support cross-sell, upsell, and influence strategic initiatives. Provide account reviews, value summaries, product usage insights, and updates on company roadmaps and enhancements. Ensure alignment of customer strategies with the company's value proposition to sustain product usage and identify growth opportunities.

Solution Development Collaborate with internal teams to design effective solutions and be responsible for completion of sales cycles and ensure internal teams provide deliverables on time.

Sales Operational Excellence. Maintain accurate and up-to-date records in Salesforce and other sales systems, ensuring weekly reviews of opportunities. Conduct regular account status updates with management and align efforts with EWS' risk management protocols.

Contracting. Responsible for the development and negotiation(s) of commercial and pricing terms for all DI solutions in addition to MSAs, amendments, and Value Test agreements. Understand, and lead EWS efforts to resolve outstanding issues.

Sales Leadership. Responsible for the sales process, from pre-sale presentations to deal closure, representing EWS solutions as a subject matter expert. Oversee the development of RFIs/RFPs, solution presentations, and contract negotiations, ensuring on-time and accurate delivery.

Customer Success. Accountable for ensuring that internal partners deliver best-in-class support, and service. Monitor solution implementation and operational success, ensuring seamless transitions to production for revenue-generating services. Address customer needs, including issue escalation, to ensure high satisfaction and retention.

Risk Management. Support the company's commitment to risk management and protecting the integrity and confidentiality of systems and data.

Retention and Risk Mitigation - Proactively identify revenue risks and develop strategies to address potential disruptions.

Non-Revenue Activities. While primarily focused on revenue generation, the RD may also support initiatives like onboarding new partners or contributing to CSAT efforts that may indirectly drive growth.

Minimum Qualifications

• Education and experience typically obtained through completion of a Bachelor's degree in business, finance or other related field.

• Typically, a minimum of 12+ years of progressive related experience.

• Ability to obtain meetings with key decision-makers (C-level) within the banking and FSO industries.

• Ability to effectively communicate strategy and vision.

• Demonstrated success in cultivating and managing relationships with banking and/or financial services clients.

• Successful consultative/strategic sales experience in a "hunter role" within risk/payments/fraud banking or financial services industry and a track record of ability to exceed sales goals within the banking fraud, risk, or payments disciplines for other financial services applications.

• Demonstrated expertise with demand generation tactics to create new sales engagements. This is supported by strong consultative, conceptual and strategic selling and negotiating skills.

• Excellent verbal and written communication skills. Excellent active listening skills.

• Able to travel up to 50%.

• Strong organizational skills, ability to manage multiple internal as well as external assignments simultaneously. Ability to collaborate and organize information methodically.

• 'Hands-on' flexible self-driven person with excellent strategic, tactical and collaboration skills.

• Background and drug screen.

Preferred Qualifications

• Additional higher-level education.

• Proficient use of CRM tools, with a preference towards Salesforce.com.

• Proven experience successfully working in a matrixed organization.

• B2B experience.

Physical Requirements

Working conditions consist of a normal office environment. Work is primarily sedentary and requires extensive use of a computer and involves sitting for periods of approximately four hours. Work may require occasional standing, walking, kneeling, and reaching. Must be able to lift 10 pounds occasionally and/or negligible amount of force frequently. Requires visual acuity and dexterity to view, prepare, and manipulate documents and office equipment including personal computers. Requires the ability to communicate with internal and/or external customers. Employee must be able to perform essential functions and physical requirements of position with or without reasonable accommodation.

Candidates responding to this posting must independently possess the eligibility to work in the United States at the date of hire.

The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow instructions and perform other related duties as assigned by their supervisor.

The base pay scale for this position in:
Phoenix, AZ/ Chicago, IL / Washington, DC in USD per year is: $123,000 - $150,000.

Additionally, candidates are eligible for a discretionary incentive plan and benefits.

This pay scale is subject to change and is not necessarily reflective of actual compensation that may be earned, nor a promise of any specific pay for any specific candidate, which is always dependent on legitimate factors considered at the time of job offer. Early Warning Services takes into consideration a variety of factors when determining a competitive salary offer, including, but not limited to, the job scope, market rates and geographic location of a position, candidate's education, experience, training, and specialized skills or certification(s) in relation to the job requirements and compared with internal equity (peers). The business actively supports and reviews wage equity to ensure that pay decisions are not based on gender, race, national origin, or any other protected classes.

Some of the Ways We Prioritize Your Health and Happiness

• Healthcare Coverage-Competitive medical (PPO/HDHP), dental, and vision plans as well as company contributions to your Health Savings Account (HSA) or pre-tax savings through flexible spending accounts (FSA) for commuting, health & dependent care expenses.

• 401(k) Retirement Plan-Featuring a 100% Company Safe Harbor Match on your first 6% deferral immediately upon eligibility.

• Paid Time Off -Flexible Time Off for Exempt (salaried) employees, as well as generous PTO for Non-Exempt (hourly) employees, plus 11 paid company holidays and a paid volunteer day.

• 12 weeks of Paid Parental Leave

• Maven Family Planning - provides support through your Parenting journey including egg freezing, fertility, adoption, surrogacy, pregnancy, postpartum, early pediatrics, and returning to work.

AndSOmuch more! We continue to enhance our program, so be sure tocheck our Benefits page here for the latest. Ourteamcan share more during the interview process!

Early Warning Services, LLC ("Early Warning") considers for employment, hires, retains and promotes qualified candidates on the basis of ability, potential, and valid qualifications without regard to race, religious creed, religion, color, sex, sexual orientation, genetic information, gender, gender identity, gender expression, age, national origin, ancestry, citizenship, protected veteran or disability status or any factor prohibited by law, and as such affirms in policy and practice to support and promote equal employment opportunity and affirmative action, in accordance with all applicable federal, state, and municipal laws. The company also prohibits discrimination on other bases such as medical condition, marital status or any other factor that is irrelevant to the performance of our employees.

Early Warning Services LLC is a proud participant in E-Verify, a federal program to help ensure a legal and authorized workforce. As part of our hiring process, we electronically verify the employment eligibility of all new hires through E-Verify. For more information on your rights and responsibilities under E-Verify please visit Home | E-Verify.