Head of Payables Sales

Zenith Payments Pty Ltd; Sydney; On-site; AUD 180,000 - 260,000; Full time

Job summary

ZenPay is a secure Australian payments platform seeking a Head of Payables Sales to lead B2BPay and Pay & Earn, growing revenue with mid-market and enterprise clients while coaching a two-person activation and growth team.

You will drive onboarding, activation and ongoing usage, engage senior finance stakeholders, collaborate with Product and Marketing, and use HubSpot for forecasting and pipeline management.

Qualifications

• Proven B2B sales track record with mid-market or enterprise deals.
• Experience selling payments, fintech or accounts payable solutions.
• Experience leading a small sales or account team.
• Ability to grow customer usage and transaction volume after sale.

Responsibilities

• Own the payables revenue plan for B2BPay and Pay & Earn.
• Prospect, qualify and close mid-market and enterprise opportunities.
• Coach and develop the Payables Activation and Growth team.
• Engage senior finance stakeholders and guide complex decisions.
• Forecast and report payables performance in HubSpot.
• Collaborate with Product, Marketing and Partnerships.

Skills

B2B sales

Enterprise sales

Team leadership

Forecasting

HubSpot CRM

AI tools

Pricing

Negotiation

Education

Bachelor's degree in business/commerce/finance

Tools

HubSpot CRM

Microsoft 365

Job description

ZenPay is a secure payments platform built for Australian businesses, their teams and their customers. We're Australian owned and operated, financially strong and investing in our next phase of growth. As AI, automation and modern technology reshape the way businesses and customers transact, we're building the products and team to help lead that change. This is an opportunity to join ZenPay at a pivotal point and make a visible contribution to how Australia pays and gets paid.

We are a close knit, growing team, and we are building a culture where people are supported to learn, take ownership and build a long term career in payments.

Position Purpose

The Head of Payables Sales leads ZenPay's payables business, B2BPay and Pay & Earn. The role is accountable for growing payables volume, usage and revenue, and for bringing larger businesses with significant supplier payment volumes onto the platform. This is a player‑coach role. You will personally win mid-market and enterprise customers while leading a team of two, focused on activation and growth, who turn new sign-ups into transacting customers and grow the volume every customer puts through ZenPay.

Key Accountabilities

• Own the payables revenue plan for B2BPay and Pay & Earn, including targets for new customers, transaction volume, active usage and revenue, and a credible forecast in HubSpot.
• Set the payables growth strategy: target segments, ideal customer profile, value proposition and pricing within agreed authority.
• Work with Product and Marketing to sharpen the payables proposition and campaigns, and feed customer insight and product gaps into the roadmap.
• Personally prospect, qualify and close mid-market and enterprise businesses with significant supplier payment volumes, leading discovery, demos, proposals, negotiation and the business case.
• Engage senior finance stakeholders (CFOs, financial controllers and accounts payable leaders) and guide them through complex buying and implementation decisions.
• Work with Enterprise Sales and vertical BDMs so payables is sold across the full ZenPay customer base, with one primary owner for every opportunity in HubSpot.
• Partner with the Head of Partnerships on B2BPay partner acquisition, with the payables team owning activation of partner-referred customers.
• Own the path from signed to live: make sure new payables customers are onboarded, activated and transacting quickly, working with Onboarding, Product and Risk & Compliance.
• Grow volume and usage across the existing payables base by moving more of each customer’s supplier spend onto ZenPay.
• Monitor usage and account health indicators (e.g. volume trends, inactivity, complaints), act early on at-risk customers and reduce churn.
• Identify cross-sell opportunities between B2BPay, Pay & Earn and the wider ZenPay range where they fit the customer’s needs.
• Lead, coach and develop the Payables Activation and Payables Growth roles, setting clear goals, KPIs and development plans.
• Run a regular operating rhythm of pipeline reviews, activation tracking, deal coaching and one-on-ones.
• Recommend the capability and resourcing the payables team needs as volume grows.
• Keep pipeline, activity and forecast data accurate and up to date in HubSpot, and report payables performance to the Chief Revenue Officer.
• Use AI tools for account research, call preparation and proposals, within ZenPay's AI Acceptable Use Policy.
• Comply with all ZenPay policies and procedures, including Privacy, Information Security, AML/CTF and PCI DSS requirements, and handle customer and cardholder data confidentially.

Key Selection Criteria

Mandatory Expertise

• Proven B2B sales track record (typically 7+ years), including closing mid-market or enterprise deals with multiple stakeholders and longer sales cycles.
• Experience selling payments, accounts payable automation, fintech, banking, treasury or B2B finance solutions to finance decision makers.
• Experience leading, coaching or mentoring a small sales or account team, ideally as a player-coach.
• Demonstrated ability to grow customer usage and transaction volume after the sale, not just win new logos.
• Strong commercial acumen, including building business cases, pricing and negotiating within authority.
• Disciplined pipeline management and forecasting in a CRM (HubSpot preferred), and confidence using AI tools and Microsoft 365.
• Knowledge of accounts payable processes and supplier payment methods (card, EFT, BPAY), commercial cards and rewards programs.
• An established network among finance leaders, accounting or ERP software providers, or payment partners.
• Experience launching or scaling a product or new revenue line.
• Understanding of KYC, AML/CTF and card scheme requirements.
• Tertiary qualification in business, commerce, finance or a related field.

You do not need to tick every box. If this role excites you and you meet most of the criteria, we encourage you to apply.

Zenith Payments is a true leader in payment technology and innovation. We are the leading payments processing provider in Australia. We are proudly Australian and 100% privately owned.

We're committed to pioneering new products in the Australian market, ensuring our partners, clients, and end customers receive best-in-class service and innovative solutions.

Join us as we continue to lead the way in the Australian payment industry!

Zenith Payments is a true leader in payment technology and innovation. We are the leading payments processing provider in Australia. We are proudly Australian and 100% privately owned.

We're committed to pioneering new products in the Australian market, ensuring our partners, clients, and end customers receive best-in-class service and innovative solutions.

Join us as we continue to lead the way in the Australian payment industry!

Zenith Payments is a true leader in payment technology and innovation. We are the leading payments processing provider in Australia. We are proudly Australian and 100% privately owned.

We're committed to pioneering new products in the Australian market, ensuring our partners, clients, and end customers receive best-in-class service and innovative solutions.

Join us as we continue to lead the way in the Australian payment industry!