Director, Business Development
Early Warning®
Job Description
Director, Business Development - Merchant - Paze
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Director, Business Development - Merchant - Paze
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At Early Warning, we’ve powered and protected the U.S. financial system for over thirty years with cutting-edge solutions like Zelle, Paze℠, and so much more. As a trusted name in payments, we partner with thousands of institutions to increase access to financial services and protect transactions for hundreds of millions of consumers and small businesses.
Positions located in Scottsdale, San Francisco, Chicago, or New York follow a hybrid work model to allow for a more collaborative working environment.
Candidates responding to this posting must independently possess the eligibility to work in the United States, for any employer, at the date of hire. This position is ineligible for employment Visa sponsorship.
Overall Purpose The Director, Business Development (BD) - Merchant is an eCommerce sales expert responsible for executing the Paze merchant sales strategy, developing strategic sales plans, and establishing C-suite and cross functional relationships to sell Paze digital checkout and wallet payment services to strategic US enterprise merchants. The BD Director is a ‘hunter’ sales role that is also a people leader by developing, directing, managing, and providing strategic support to Merchant Business Development team members to drive overall team success. This role collaborates with key internal leads to develop, promote, refine, and drive the merchant sales strategy and with the Paze channel and partnership team to successfully sell Paze with and through Paze partners. The Director must partner closely with Customer Integration and Relationship Manager leaders to ensure a customer-centric and results-focused approach to launching new merchants with high satisfaction.
Essential Functions
- Responsible for selling the Paze digital wallet and checkout solution to a targeted group of US merchant customers.
- Develops trusted, influential relationships with key senior-level decision makers at US merchants and payment providers.
- Expertly presents the value and vision of Paze to merchant stakeholders and decision makers (payments, finance, marketing, product, etc.), instilling confidence and gaining buy-in and commitment, while navigating complex discussions to sign agreements with merchants.
- Executes and informs adaptations for the go-to-market plan to drive early customer adoption.
- Demonstrates a commitment to success and the growth and adoption of Paze.
- Provides leadership, coaching, strategic sales and account support and overall team management to a team of high performing Business Development Executives (BDEs) focused on scaling Paze and delivering best in class customer sales.
- Conducts regular pipeline status updates with executive management and cross functional leaders.
- Influences and negotiates with latitude, but aligned with the Paze strategy, process and go-to-market playbook, for successful outcomes. Helps drive continuous improvement to sales team, implementations, process and go-to-market strategy.
- Prioritizes and executes across a portfolio of prospects and projects to drive results; represents and defends complicated or delicate issues and builds trust with customers.
- In collaboration with Channel Partners and Resellers, coordinates key overall account plans that align with strategic sales action plans, Paze product and roadmap, and KPI optimization.
- Works effectively with channel partners, marketing campaigns, targeted prospect lists, technology tools and individual research to build pipeline and sell.
- Records interactions (calls, emails, attached docs, etc.) and all process maintenance within Salesforce.com (EWS’ CRM tool), with a high degree of detail and accuracy to facilitate timely and accurate opportunity forecasting and pipeline management.
- Drives continuous improvement across process, tools, approach, reporting, etc. to improve the Paze sales process, impact and efficiency. Mentors, trains and improves the performance of a sales team.
- Provides real time and constructive voice of customer and market intelligence to product, marketing and cross functional partners to help improve go-to-market success and shape the vision and roadmap for Paze.
- Supports the company’s commitment to risk management and ethical business practices, safeguarding the integrity and confidentiality of systems and data.
- Education and experience typically obtained through completion of a bachelor's degree in business, finance or other related field.
- Experienced closing eCommerce deals and securing meetings with key decision-makers (C-level) within the payment/fintech, eCommerce and merchant payment industries. Ability to effectively communicate strategy and vision. Demonstrated strong success in cultivating and managing relationships with tier 1 merchants.
- 10 or more years ofconsultative/strategic sales experience in a “hunter role” within merchant payments, with deep expertise in eCommerce.
- Demonstrated leadership with 5 or more years of sales team management experience including hiring, mentoring, motivating and leading a high-performing sales team that exceeds targets.
- Proven success in eCommerce Sales, broader FinTech Sales, merchant services, and related innovative payment technology sales to enterprise merchants and payment industry customers.
- Proven history of quota achievement and demonstrated success selling in new, fast changing, and high growth markets.
- Strong consultative, conceptual and strategic selling and negotiating skills.
- Excellent verbal and written communication skills. Excellent active listening skills.
- Able to travel up to 50%.
- Strong organizational skills, ability to manage various assignments simultaneously and organize information methodically.
- ‘Hands-on’ flexible self-driven person with excellent strategic, tactical and collaboration skills.
- Background and drug screening.
Preferred
- Additional higher-level education.
- Proficient use of CRM tools, with a preference towards Salesforce.com.
- Proven experience successfully working in a matrixed organization.
- eCommerce, and mobile/digital payment sales and sales leadership experience at industry leading high growth fintech firms.
- Experience building and optimizing sales teams, process and tools to accelerate performance.
Phoenix, AZ and Chicago, IL in USD per year is: $170,000 - $190,000
San Francisco, CA and New York, NY in USD per year is: $180,000 - $220,000
Additionally, candidates are eligible for a Sales Incentive Plan (with potential annual target of 100%), and benefits.
This pay scale is subject to change and is not necessarily reflective of actual compensation that may be earned, nor a promise of any specific pay for any specific candidate, which is always dependent on legitimate factors considered at the time of job offer. Early Warning Services takes into consideration a variety of factors when determining a competitive salary offer, including, but not limited to, the job scope, market rates and geographic location of a position, candidate’s education, experience, training, and specialized skills or certification(s) in relation to the job requirements and compared with internal equity (peers). The business actively supports and reviews wage equity to ensure that pay decisions are not based on gender, race, national origin, or any other protected classes.
Additionally, candidates are eligible for a discretionary bonus, and benefits.
Physical Requirements Working conditions consist of a normal office environment. Work is primarily sedentary and requires extensive use of a computer and involves sitting for periods of approximately four hours. Work may require occasional standing, walking, kneeling and reaching. Must be able to lift 10 pounds occasionally and/or negligible amount of force frequently. Requires visual acuity and dexterity to view, prepare, and manipulate documents and office equipment including personal computers. Requires the ability to communicate with internal and/or external customers and travel.
Employee must be able to perform essential functions and physical requirements of position with or without reasonable accommodation.
Some of the Ways We Prioritize Your Health and Happiness
- Healthcare Coverage –Competitive medical (PPO/HDHP), dental, and vision plans as well as company contributions to your Health Savings Account (HSA) or pre-tax savings through flexible spending accounts (FSA) for commuting, health & dependent care expenses.
- 401(k) Retirement Plan –Featuring a 100% Company Safe Harbor Match on your first 6% deferral immediately upon eligibility.
- Paid Time Off – Unlimited Time Off for Exempt (salaried) employees, as well as generous PTO for Non-Exempt (hourly) employees, plus 11 paid company holidays and a paid volunteer day.
- 12 weeks of Paid Parental Leave
- Maven Family Planning – provides support through your Parenting journey including egg freezing, fertility, adoption, surrogacy, pregnancy, postpartu
Early Warning®
San Francisco, CA