Sales Executive, Collections & Recovery Solutions

About Enformion

Enformion is a leading identity data and analytics platform that powers consumer and business identity verification, sales and marketing intelligence, investigations, and collections. Harnessing a 40+ year historical consumer and business identity graph that covers over 98% of the US population, the platform forms the foundational data layer for understanding the individual and business behind every identity interaction. Enformion's solutions are differentiated through 6,000+ alternative data sources, and 150+ enterprise customers — including 3 of the top 5 phone-based IDV companies. In the receivables market, customers rely on our platform to locate and verify consumers, raise right-party contact rates, and recover more of what they are owed.

Salary - $80-100K and OTE of $160k to$180k

About the Role

Collections is one of Enformion's core markets, and we are expanding coverage of it. We're looking for an experienced, quota-carrying seller to own a territory across the accounts receivable management industry — third-party contingency agencies, debt buyers, first-party outsourcers, and the BPO and extended business office providers alongside them. This is a full-cycle role reporting directly to the VP of Sales, and it carries three motions at once: growing and defending a named book of existing accounts, prospecting into new agencies, and converting the inbound demand our marketing and reputation generate.

Agencies live and die on right-party contact. Every placement they accept is a race between the cost of working an account and the probability of reaching the person who owes — inside a regulatory frame where reaching the wrong party is not merely wasteful but actionable. That makes this a market where our advantage is measurable: wins are demonstrated on the prospect's own file, not argued.

What You'll Do

• Meet or exceed assigned sales quotas and pipeline objectives for Enformion's collections, skip tracing, and contact enrichment solutions
• Own a named book of agency and debt buyer accounts, carrying both a retention and an expansion number
• Prospect into new contingency agencies, debt buyers, and first-party outsourcers by phone, email, and LinkedIn — cold calling is an expectation of this role, not a fallback
• Work inbound leads, demo requests, and RFP and RFI invitations, qualifying quickly on portfolio type, monthly placement volume, permissible purpose, and current data spend
• Execute each sales activity in accordance with Enformion's sales process, including opportunity identification and qualification, proof of concept, pricing, negotiation, and contract signing
• Displace incumbent data providers by running head-to-head match-rate and right-party contact tests on the prospect's own file, setting success criteria before any data moves
• Work with sales engineers and analytics teams to oversee data tests and pilot engagements and build results presentations for prospects
• Run structured quarterly business reviews built on client performance data — match rates, right-party contact lift, liquidation by placement vintage, and cost per resolved account
• Expand existing accounts into adjacent use cases: batch append into real-time API, skip tracing into pre-placement scrubbing, consumer data into employment and asset data
• Negotiate renewals and volume commitments structured as firm annual minimums rather than floating rates
• Monitor usage and match-rate trends between reviews and intervene early — in this vertical, a quiet drop in contact rate is the leading indicator of churn
• Maintain disciplined, accurate forecasting and pipeline reporting in HubSpot across all sales activities
• Acquire and integrate industry and market knowledge on the competitive data landscape, agency operating economics, and regulatory developments including Regulation F, FDCPA, and TCPA
• Present the full Enformion platform and lead product demonstrations, including People Search and skip tracing workflows, for prospective and existing clients
• Represent Enformion at RMAi, ACA International, and regional receivables association events as a working sales channel

What You'll Need

• 5+ years of quota-carrying B2B sales experience, with at least 2 years selling into collections, receivables management, financial services, or another compliance-heavy buying environment
• A track record of meeting or exceeding sales quota in a solution-selling, B2B environment
• Ability to sell to and build relationships with Operations, Compliance, and Analytics stakeholders at collection agencies and debt buyers — including owners and presidents at mid-market shops
• Experience running a full sales cycle independently — prospecting, discovery, proof of concept, negotiation, and close
• Demonstrated comfort with outbound cold calling and self-generated pipeline
• Strong ability to translate data capabilities into the operating metrics buyers actually manage to: right-party contact rate, liquidation and recovery rate, and cost per dollar collected
• Disciplined CRM hygiene and forecasting habits
• The self-direction to build a productive week in a fully remote role across multiple time zones

Nice to Have

• Direct experience in the ARM industry — at an agency, a debt buyer, a collections software or dialer platform, a payments provider, or a competing data supplier
• Working knowledge of FDCPA, Regulation F, TCPA, FCRA, and GLBA permissible purpose — enough to hold a credible conversation with a Chief Compliance Officer
• Familiarity with skip tracing workflows and data waterfalls, and with pre-placement scrubs such as deceased, bankruptcy, litigious consumer, and wireless identification
• An existing network across RMAi, ACA International, or the regional receivables associations
• Familiarity with usage-based or data-licensing pricing models (API, batch, or platform delivery)
• Experience selling into adjacent verticals in addition to collections — fraud and identity verification, investigations, or government and municipal receivables

Benefits
- Flexible PTO
- 401k match
- Dental/Vision/Medical

Our Values

• Partnering For Success We build lasting relationships with our clients and partners around a single driving force: their continued success is Enformion's success.
• Quality You Can Trust We deliver best-in-class data, analytics, and applications built on next-generation AI and ML technology, so businesses can make informed decisions with confidence.