Sales Lead, Community / Directory Commercial Activation

TITLE: Sales Lead, Community / Directory Commercial Activation 
 
DEPARTMENT: Community Solutions 

REPORTING TO: General Manager (Global), Community Solutions 

OFFICE LOCATION: New York, NY, USA 

ROLE TYPE: Hybrid - Full-time

IPC is a global fintech company that puts people at the center of innovation. With a strong global footprint, we empower financial institutions and capital markets with advanced cloud-based trading communications and managed connectivity solutions. 

Through our portfolio of communications and connectivity solutions, we focus on solving business challenges and adapting to regulatory changes in the fast-paced global financial markets. This enables our clients to maintain consistent market access, a strong competitive advantage, and enhanced operational efficiency. 

Join a team that is dedicated to delivering groundbreaking products and making a significant impact on our clients' success. 

www.IPC.com  

Overview of the Team  

This role sits in Community Solutions (OneCall), the team building IPC’s community layer so counterparties can find, reach and transact with each other.  

You’ll lead a 3-person global activation pod operating across ET (New York) and UK (London) time zones, partnering daily with Sales (CRO org), Customer Success Managers (CSMs), Sales Engineering (SE), Product, Marketing, RevOps and Compliance.  

The mission: accelerate commercial community adoption, Directory activation, and ongoing utilization across IPC’s installed base and new logos. 

Role Overview: 

A senior commercial–technical–CS hybrid leader who drives adoption of IPC’s new Directory capability and broader community solutions. You will orchestrate field plays, packaging/Pricing & SLA (Service Level Agreement) levers, activation sprints, and success programs that turn capability into measurable revenue and usage—while enabling Sales, CSM and SE teams to scale the motion globally. 

• Own the Directory commercial activation plan → define offers, pricing/SLA migration levers and enablement that move customers to the new model. 

• Run activation sprints with Sales/CSM/SE by segment (sell-side, buy-side, intermediaries) → accelerate directory entitlement/configuration and first-30-day usage. 

• Stand up the metrics engine (e.g., activation %, verified profiles, DAU/MAU, call volume, invite/referral velocity) in CRM/BI → drive weekly pipeline & adoption reviews. 

• Coach and scale a 3-person pod (field enablement, activation specialists) → multiply impact through regional sales teams. 

• Close the loop with Product on voice-of-customer, integration priorities and onboarding friction → reduce time-to-value and increase utilization. 

• Land proof points (design partners, case studies) and executive relationships at strategic accounts → unlock expansion and network effects. 

• Partner/channel alignment where relevant to amplify adoption with distributors and ecosystem partners. 

How You Will Make an Impact:  

• Commercial community adoption → measurable growth in activated firms and active users; improved conversion from pilot/free activation to paid usage (targets set quarterly with GM). 

• Directory adoption → material increase in directory activations and verified entitlements across priority accounts; faster counterparty discovery and connection workflows (benchmarked to industry directory best practices). (Symphony) 

• Directory & community utilization → sustained growth in daily/weekly use (calls, connections, messages) and reduction in time-to-first-value, informed by communications-platform adoption playbooks. (Microsoft Adoption) 

Essential Skills and Experience to be Successful in this Role: 

• 12+ years in B2B SaaS/fintech GTM roles with 7+ years leading Sales, Customer Success, or Sales Engineering teams; proven track record driving product adoption at scale. (Glassdoor) 

• Expertise in communications/UCaaS or trading communications and network/directory-based products; understands entitlements, identity, inter-firm connection workflows. (Symphony) 

• Demonstrated success designing commercial programs (pricing/packaging, promotions, migrations) tied to activation and usage KPIs. 

• Strong capital-markets fluency (sell-side / buy-side workflows; compliance-sensitive environments). (Symphony) 

• Hands-on operator with Salesforce (or similar CRM) and BI; builds dashboards for activation, utilization and pipeline health. 

• Technical depth to partner with SEs on directory setup/SSO/API basics and troubleshoot go-live blockers. 

• People leadership: hire, coach and performance-manage a small global team; influence cross-functional leaders. 

• Excellent executive communication; comfortable working across ET and UK hours. 

• Bachelor’s degree or equivalent practical experience. 

Desired Skills and Experience: 

• Experience launching directory/identity or trader-voice capabilities in capital markets; familiarity with inter-firm messaging/voice platforms. (Glassdoor) 

• Working knowledge of MiFID II, Dodd-Frank, FINRA, GDPR as they relate to communications capture/retention. 

• Background in change management (e.g., Prosci/ADKAR) and free→paid conversion programs. (Microsoft Adoption) 

• Exposure to channel/distributor motions and partner-led activation. 

• Data skills (cohort analysis, funnel/usage analytics) and growth frameworks (AARRR). 

• Advanced degree (MBA or similar) a plus. 

What’s in It for You?   

At IPC, your compensation is only part of the package. We are committed to investing in a range of programs and initiatives to improve the overall experience of our employees.  

In addition to a collaborative, high-performing team environment, we’re pleased to offer benefits including:      

• Competitive Base Salaries  

• Medical, Dental and Vision 

• 100% Employer Paid Short/Long Term Disability, AD&D and Life Insurance Coverage  

• Limited & HealthCare Flexible Spending Accounts 

• Dependent Care Flexible Spending Account 

• Health Savings Accounts with Employer Contributions 

• Pet Insurance 

• Legal Insurance 

• Critical Illness, Hospital Indemnity and Accident Coverage 

• Commuter Benefits 

• Medicare Services Education program 

• Financial Wellness Account Fiduciary and Training 

• Identity Theft Insurance  

• 401(k) and Roth plan with matching contributions  

• Flexible PTO, Sick Pay and Public Holidays   

• Additional Time off for Charity Work and Volunteering   

• Tuition Reimbursement   

• Certification Bonus Program  

• Access to “IPC University” our Internal E-Learning Platform   

• Structured Onboarding Training and Peer Mentor Support  

• Parental Leave Policy 

• Free Mental Health Wellness Programs, Tools, Coaching and Free therapy sessions 

• Employee Referral Scheme 

Additional Information: 

At IPC, we believe that hybrid working creates an inclusive, flexible environment where employees can perform at their best, and teams can collaborate, innovate, and celebrate successes together. We spend around 60% of our time in the office and around 40% of our time working remotely. Some employees may be required to work from the office or client sites more than 60% of the time, if required by their role and/or client needs.  

Your precise work schedule will be determined by you and your Line Manager before commencement of employment with IPC. 

You can explore more about our culture, offerings and commitment on www.ipc.com/careers/ and www.ipc.com/about-us/about-ipc/. 

IPC’s Work Culture: 

The IPC work culture is one that fosters inclusion, prioritizes innovation, and maximizes potential. We are a global ecosystem, full of diverse people that together made IPC what it is today.  

Our strength as an organization is the sum of our different backgrounds, perspectives, skills and geographies; supported by an ironclad commitment to constructive dialogue and open-mindedness.  

We live and breathe our commitment to innovation by embracing bold ideas, seizing new opportunities and striving for excellence. Our people have continued to deliver ground-breaking solutions to our clients for over 50 years.