Enterprise Sales Manager

PayMongo; Taguig; On-site; PHP 3,000,000 - 6,000,000; Full time

Job summary

PayMongo in Manila is seeking an experienced Enterprise Sales Manager to lead a team of Enterprise Sales Executives responsible for winning, growing, and monetizing PayMongo's most important enterprise relationships.

You will translate the Head of Enterprise Sales' commercial strategy into strong day-to-day execution, coaching Executives on opportunity strategy, pricing, negotiation, and complex enterprise deals while ensuring the team builds a healthy pipeline and delivers against TPV and GP

Qualifications

• Experience leading quota-carrying enterprise sales professionals.
• Proven ability to build and manage complex deal pipelines.
• Strong understanding of enterprise sales cycles and procurement.
• Commercial and financial acumen with pricing and margins insight.
• Capability to coach teams through complex enterprise deals.
• Comfort collaborating with Product, Legal, Finance and CS teams.

Responsibilities

• Own team quota and pipeline performance with structured reviews.
• Improve win rates, coach on strategy, and shorten sales cycles.
• Drive upsell and account expansion within existing enterprise merchants.
• Coach on deal strategy, pricing, and negotiations.
• Maintain CRM discipline and reliable forecasts.
• Partner with cross-functional teams to close enterprise deals.

Skills

Enterprise sales

Team leadership

Pipeline management

Forecasting

Negotiation

Deal strategy

Cross-functional collaboration

Account expansion

Pricing & margins

Coaching others

Stakeholder management

Job description

• Strategic account development
• Multi-product account expansion
• Merchant Active Rate

About The Role

As Enterprise Sales Manager, you'll lead a team of Enterprise Sales Executives responsible for winning, growing, and monetizing some of PayMongo's most important enterprise relationships.

You’ll translate the Head of Enterprise Sales' commercial strategy into strong day-to-day execution - ensuring your team builds a healthy pipeline, converts opportunities into closed and active accounts, expands existing merchants, and consistently delivers against Total Payment Volume (TPV) and Gross Profit (GP) targets.

This is a hands-on sales leadership role. You won't simply manage targets and reports from a distance. You'll actively coach Executives on opportunity strategy, solution development, pricing, negotiation, and complex enterprise deals while building the discipline needed for your team to perform consistently.

What You'll Do

Own Team Quota & Pipeline Performance

• Take accountability for your team's quota attainment and pipeline targets.
• Conduct structured pipeline reviews with Enterprise Sales Executives
• Ensure opportunities are appropriately qualified, staged, and forecast.
• Maintain sufficient pipeline coverage to support predictable performance.
• Identify risks early and help Executives develop clear actions to move opportunities forward.
• Escalate critical or at-risk opportunities when additional support is needed.

Improve Win Rates & Deal Conversion

• Review win/loss patterns across the team.
• Identify recurring objections, stalled opportunities, and drop-off points in the sales cycle.
• Coach Executives on how to improve opportunity strategy and conversion.
• Refine sales approaches and playbooks based on what you learn from actual deals.
• Help shorten sales cycles without compromising deal quality or commercial value.

Drive Upsell & Account Expansion

Winning an enterprise merchant is only part of the opportunity. You'll also help your team grow the value of existing relationships.

You'll

• Identify cross-sell and upsell opportunities within existing enterprise accounts.
• Help Executives uncover additional use cases for PayMongo's products and services.
• Encourage broader product adoption across merchant organizations.
• Develop commercially viable opportunities that increase GP contribution over time.
• Help teams think beyond the initial payment requirement toward longer-term strategic account growth.

Coach on Deal Strategy & Negotiation

• Provide hands-on coaching for complex enterprise opportunities.
• Help Executives structure deals and develop compelling commercial propositions.
• Support pricing and margin discussions.
• Coach Executives through procurement and negotiation processes.
• Step into critical client conversations when senior support can help move a deal forward.
• Develop Executives who can eventually manage and close complex opportunities independently.

Maintain Strong CRM & Forecasting Discipline

• Ensure deal stages, next steps, close dates, and other opportunity information remain accurate.
• Build consistent CRM discipline across the team.
• Review individual forecasts and consolidate them into a reliable team-level forecast.
• Use pipeline and performance data to identify risks and opportunities.
• Give the Head of Enterprise Sales clear visibility into expected performance.

Partner Across PayMongo to Close Deals

• Enterprise deals often involve more than Sales.
• You'll work closely with Product, Finance, Legal, Risk & Compliance, Customer Success, and other teams to address issues involving pricing, contracts, product requirements, implementation, risk, and other factors that may affect a merchant’s decision or ability to go live.

What We're Looking For

We're looking for an experienced enterprise or complex B2B sales leader who knows how to develop people while maintaining strong commercial and operational discipline.

Y Ou Should Bring

• Strong experience in enterprise sales, strategic accounts, complex B2B solutions selling, or a comparable commercial environment .
• Experience leading and developing quota-carrying sales professionals.
• Strong pipeline and forecasting management across multiple sales representatives.
• Experience setting sales priorities and translating broader commercial objectives into actionable plans.
• Strong understanding of enterprise sales cycles and how organizations evaluate solutions and make purchasing decisions.
• Commercial and financial acumen, including an understanding of pricing, margins, and deal economics.
• Strong solution-selling capability - understanding a customer's business problem and developing relevant use cases rather than relying solely on a standard product pitch.
• Experience developing strategic, commercially valuable customer relationships.
• Strong negotiation skills and confidence engaging senior client stakeholders.
• Experience coaching salespeople through complex opportunities.
• Strong accountability and performance-management capability.
• Strong cross-functional collaboration skills.

Nice to Have

Experience Or Knowledge In The Following Would Be Advantageous

• Fintech or payments
• Payment gateways and merchant acquiring
• Digital payments
• Financial services
• Enterprise technology or SaaS
• Complex B2B solution selling
• Strategic account development
• Multi-product account expansion
• Philippine payments regulation or BSP-regulated environments

Direct fintech or payments experience is preferred rather than mandatory. The stronger requirement is demonstrated success leading enterprise salespeople, navigating complex sales cycles, and building commercially sound solutions for sophisticated customers.

What Success Looks Like

Success means building a team that doesn't just create pipeline - it converts pipeline into active, profitable enterprise relationships.

Your Performance Will Be Measured Through

• Total Payment Volume (TPV)
• Gross Profit (GP) per Account
• Merchant Active Rate
• Team Quota AttainmentPipeline Coverage - targeted at 3-5x quota
• Win Rate & Deal Conversion

You'll also be successful when your Enterprise Sales Executives become stronger sellers: capable of independently developing solutions, navigating senior stakeholders, structuring commercially sound deals, protecting margins, and closing complex opportunities.

Team & Reporting

Reports to: Head of Enterprise Sales

Direct reports: Enterprise Sales Executives

Career track: People Manager

You'll manage a pod of Enterprise Sales Executives covering enterprise verticals and work closely with Finance, Product, Legal, Risk & Compliance, People & Culture, and other teams involved in winning and growing enterprise merchants. Externally, you'll engage with senior stakeholders and decision-makers across enterprise accounts.