Sales Lead, Mission Critical Comms Solutions, (One Connect -Non Fi)
IPC Systems, New York, New York, us, 10261
Sales Lead, Mission Critical Comms Solutions, (One Connect -Non Fi)
New York, NY IPC is a fintech company that focuses on the human element. With a global presence, we support local markets with our 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.
Overview 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 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.
Role Details 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
Role Objective The 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 will operate as a builder—opening lighthouse wins, codifying repeatable plays, and laying the foundation for future team growth.
Day-to-Day Responsibilities
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 .
What Success Looks Like Your success will be measured by outcome-based KPIs (examples below to be finalized with 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
10+ years
enterprise/B2B sales experience with
cloud/SaaS communications, collaboration, or mission-critical software ; consistent attainment at Senior Director/VP scope.
Proven ability to build a new vertical or geography as a player-coach; capable of progressing 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 forecasting and pipeline management (Salesforce + standard enterprise cadences); data-driven decision-making.
Executive presence and communication skills to influence IT, security, and operating 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).
Priorsuccess 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 offer benefits including:
Medical, Dental and Vision
100% Employer Paid Short/Long Term Disability, AD&D and Life Insurance Coverage
Flexible Spending Accounts, Health Savings Accounts with Employer Contributions
Dependent Care Flexible Spending Account
Pet Insurance, Legal Insurance, and other voluntary benefits
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
IPC University and structured onboarding, peer mentor support
Parental Leave and Free Mental Health Wellness Programs
Additional Information Hybrid working is supported; work patterns vary by role and client needs. Your precise schedule will be determined with your Line Manager before employment. IPC values inclusion, innovation, and diverse perspectives across geographies.
How to Apply Create a Job Alert. If interested, apply with the fields indicated in the application form.
Voluntary Self-Identification For government reporting purposes, we ask candidates to respond to a voluntary self-identification survey. This information will be kept confidential and used for compliance purposes. We do not discriminate on protected status; information is maintained separate from the hiring decision.
Disability Status and Disability Self-Identification (Voluntary):
Form information and compliance statements are provided as part of the application process. Excerpted text summarizes eligibility and confidentiality requirements for applicants with disabilities pursuant to OFCCP.
#J-18808-Ljbffr
New York, NY IPC is a fintech company that focuses on the human element. With a global presence, we support local markets with our 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.
Overview 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 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.
Role Details 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
Role Objective The 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 will operate as a builder—opening lighthouse wins, codifying repeatable plays, and laying the foundation for future team growth.
Day-to-Day Responsibilities
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 .
What Success Looks Like Your success will be measured by outcome-based KPIs (examples below to be finalized with 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
10+ years
enterprise/B2B sales experience with
cloud/SaaS communications, collaboration, or mission-critical software ; consistent attainment at Senior Director/VP scope.
Proven ability to build a new vertical or geography as a player-coach; capable of progressing 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 forecasting and pipeline management (Salesforce + standard enterprise cadences); data-driven decision-making.
Executive presence and communication skills to influence IT, security, and operating 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).
Priorsuccess 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 offer benefits including:
Medical, Dental and Vision
100% Employer Paid Short/Long Term Disability, AD&D and Life Insurance Coverage
Flexible Spending Accounts, Health Savings Accounts with Employer Contributions
Dependent Care Flexible Spending Account
Pet Insurance, Legal Insurance, and other voluntary benefits
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
IPC University and structured onboarding, peer mentor support
Parental Leave and Free Mental Health Wellness Programs
Additional Information Hybrid working is supported; work patterns vary by role and client needs. Your precise schedule will be determined with your Line Manager before employment. IPC values inclusion, innovation, and diverse perspectives across geographies.
How to Apply Create a Job Alert. If interested, apply with the fields indicated in the application form.
Voluntary Self-Identification For government reporting purposes, we ask candidates to respond to a voluntary self-identification survey. This information will be kept confidential and used for compliance purposes. We do not discriminate on protected status; information is maintained separate from the hiring decision.
Disability Status and Disability Self-Identification (Voluntary):
Form information and compliance statements are provided as part of the application process. Excerpted text summarizes eligibility and confidentiality requirements for applicants with disabilities pursuant to OFCCP.
#J-18808-Ljbffr