Sales Lead, Mission Critical Comms Solutions, (One Connect -Non Fi)

TITLE: Sales Lead, Mission Critical Comms Solutions, (One Connect - Non-Fi) 
 
DEPARTMENT: Sales (Enterprise Comms – Non Financial) 

REPORTING TO: General Manager, Enterprise Communications – Non-Financial (Global); dotted-line to CRO organization   

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  

You’ll join the Enterprise Communications – Non-Financial line of business, responsible for delivering real-time, fail-safe team communications for mission-critical environments (e.g., command-and-control, operations centers, field coordination). The function is led by one GM with a global remit and collaborates tightly with Channel/Distributors, Marketing, Product, Customer Success, Sales Operations, Finance and Legal. The Non-FI motion leverages IPC’s existing distributor network to scale efficiently while migrating legacy customers to subscription.   

Primary time zones: US Eastern & UK (cross-Atlantic coverage). 
Team size: Individual contributor at start (player-coach); headcount to scale based on traction.  

Role Overview: 

This Senior Director/VP-level Sales Lead owns the Non-Financial mission-critical communications go-to-market for North America/EMEA. You will (1) drive adoption of IPC’s products in Non-FI accounts, (2) expand and enable the indirect distribution channel using our established distributors, and (3) convert installed-base customers to paid subscription maintenance. You’ll operate as a builder—opening lighthouse wins, codifying repeatable plays, and laying the foundation for future team growth. 

Day-to-day, you will: 

• Be a player-coach: run strategic pursuits while establishing the operating rhythm (territory plans, partner motions, pipeline targets, forecasting). 

• Activate and grow the channel/distributor route to market—recruit, onboard, enable, and co-sell to accelerate coverage and lower CAC (Customer Acquisition Cost). 

• Lead complex opportunity cycles (RFI/RFP, security/procurement diligence) and negotiate commercial terms aligned to value and SLA (Service Level Agreement) expectations. 

• Partner with Product on Non-FI use cases and roadmap feedback; influence pricing & packaging to support subscription migration. 

• Collaborate with Marketing on vertical narratives and demand programs; with Customer Success on adoption/renewals and expansion plays. 

• Establish metrics, governance, and reporting with Sales Ops for forecast accuracy, pipeline coverage, and channel productivity. 

How You Will Make an Impact:  

Your success will be measured by clear, outcome-based KPIs (examples below to be finalized with the GM/CRO): 

• Product adoption in Non-FI: Deliver [X] net-new customer logos and [Y]% YoY ARR in targeted verticals; achieve [Z]% win rate on qualified pursuits. 

• Channel expansion: Sign or activate [N] distributor partners, enable [N]% of partner sellers, and generate [N]% of bookings via channel by month [M]. 

• Subscription migration: Move [N]% of eligible installed-base customers to paid subscription maintenance; improve renewal rate to [N]% and reduce churn by [N] bps. 

• Sales excellence: Maintain 3× pipeline coverage, ±5% forecast accuracy, and [N] days average cycle time for target deal bands. 

• Customer outcomes: Land [2–3] lighthouse references demonstrating reliability, uptime, and operational impact in mission-critical settings. 

Essential Skills and Experience to be Successful in this Role: 

• 10+ years enterprise/B2B sales experience with cloud/SaaS communications, collaboration, or mission-critical software; consistent attainment at Senior Director/VP scope. 

• Demonstrated success building a new vertical or geography as a player-coach; ability to progress from IC to team leadership as the book of business grows. 

• Channel/distributor GTM expertise: recruiting, enabling, and co-selling with distributors/resellers; proven partner-sourced pipeline and bookings. 

• Track record migrating customers to subscription/support contracts, including pricing, packaging, and commercial negotiation. 

• Mastery of complex sales (public/private procurement, security reviews, multi-stakeholder buying groups); MEDDIC/MEDDICC or equivalent methodology. 

• Strong command of forecasting and pipeline management (Salesforce + standard enterprise cadences); data-driven decision-making. 

• Executive presence and communication skills to influence operations, IT, and security leaders in mission-critical environments. 

• Bachelor’s degree or equivalent experience. 

• Travel: as needed for customers, partners, events, and team on-sites. 

Desired Skills and Experience:  

• Domain knowledge across command-and-control/operations centers, public sector or regulated enterprise environments. 

• Familiarity with voice recording, compliance, high-availability communications, and uptime/SLA constructs. 

• Experience with subscription migrations, channel rebates/discounting, and partner incentive design. 

• Hands-on with Salesforce, and common sales enablement/forecast tools (e.g., Gong, Clari, Outreach). 

• Prior success landing lighthouse customers and building vertical references. 

• MBA or relevant postgraduate study. 

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.