Essential Responsibilities:
- Lead functional projects and programs, ensuring alignment with business trends.
- Identify issues and recommend best practices to improve processes.
- Partner with various teams to analyze and understand business trends.
- Contribute to business or process improvements within the function.
- Develop strategies to enhance product sales and customer satisfaction.
Expected Qualifications:
- 5+ years relevant experience and a Bachelor’s degree OR Any equivalent combination of education and experience.
Key Experience
- 5+ years of experience product solutioning or selling to senior executives at Fortune 1000 companies.
- Deep expertise in consumer value mapping and their application to customer needs within BNPL
- Deep expertise in funnel conversion design and optimization (ideally within Fintech, Direct to Consumer, Social, or scaled B2B2C digital platform)
- Skilled storyteller with proven experience communicating and selling from a values-based platform
- Deep experience working with C-level executives and decision makers in the following functional areas:
- Product
- Sales
- Marketing
- Finance
- Exceptional communication and presentation skills, with an emphasis on translating insights, product information and data into client value.
- Strong negotiation skills, with the ability to collaborate with cross-functional teams to achieve win-win outcomes
- Proven consultative sales abilities and the ability to work well in a matrixed environment, collaborate across multiple departments and influence all levels within an organization.
- Strong analytical skills with ability to develop value-driven narratives and ROI-based proposals.
- Strong industry knowledge of payments including eCommerce and Omni acceptance solutions
- A consistent track record of exceeding quota targets.
- Familiarity with Salesforce CRM is a plus.
- Bachelor’s degree required; MBA preferred.
Duties and Responsibilities
- Drive revenue growth for BNPL/ Pay Later and PayPal Credit byunderstanding the merchant’s business needs and aligning their needs with oursolutions.
- Partner with front book Account Executives on net new business deals and targeted co-selling into portfolio of named existing accounts with back book AEs.
- Support team to grow and maintain the US BNPL/Pay Later/PayPal Credit pipeline, with accurate forecasting and associated account plans.
- Collaborates with internal stakeholders to identify and propel cross-sell opportunities.
- Supports the US Product Sales Specialist team, responsible for co-managing entire sales cycle with AE by identifying potential sales, conducting pre-sales calls, delivering customized presentations, delivering ROI-based proposals and support negotiating complex contracts.
- Typically will lead most key prospecting and opportunity driving activities, as well as winning the deal and ensuring a successful LTS and post-live experience
- Leads: discovery, product fit consulting, sales pitch, pre-sales demo, pricing, negotiation, Compliance/UW, KYC/AML, Risk, Contract generation, account training/demos, LTS and post-live support, and sales closing
- Supports in partnership with AE/SE/Product Success: prospecting, account creation, integration, and win/loss analysis
- Selling the following key products:
- Upstream messaging (primary), button placement (secondary) for:
- BNPL
- Pay Later
- PayPal Credit
- All new products / feature enhancements
- Ideally drives the following outcomes as part of a structured deal:
- Co-marketing
- Case studies/testimonials
- Exclusivity (ideal)
- Co-existence in situations where exclusivity is not possible – for short term only/phased approaches
- A/B testing
- Data sharing – even outside of A/B testing
- Builds a measurable value proposition that resonates with multiple stakeholders.
- Regularly provides feedback and assists in establishing priorities for the following based on customer experience:
- Product development
- Finance
- Legal
- Marketing
- GTM
- Sales Enablement
- Makes a highly positive impact on culture and team through sharing learnings, building trust and leading by example.
- Proficient in Microsoft Word, Excel, and PowerPoint, Saleforce
- Travel up to 40% of time
Key attributes
- Deep end user centricity: both consumer and merchant
- Operates as a hunter aka offense – proactively identifying opportunities and building strategic account plans (across both existing customer book and net new opportunities)
- Fiercely competitive with strong sense of urgency to accomplish goals
- Can remain focused and unfazed during periods of ambiguity
- Team-centric and client-first mentality, able to direct and influence key internal stakeholders and build key working relationships
- Enthusiastic student of the art of sales
- Intellectual curiosity a must
- Project management skills a must
- Flexible, decisive and fun to work with
Travel Percent:
The total compensation for this practice may include an annual performance bonus (or other incentive compensation, as applicable), equity, and medical, dental, vision, and other benefits. For more information, visit .
The US national annual pay range for this role is $178,000 to $305,800
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Our Benefits:
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