Director Strategic Sales - Payables

Corpay; Richmond (VA); On-site; USD 120,000 - 160,000; Full time

Job summary

Corpay is hiring an enterprise seller to transform how organizations manage supplier payments, working capital, risk, and finance operations. You will engage CFOs and finance leaders to quantify value and build an executive-level business case.

You will manage an assigned account base, build pipeline, lead long-cycle deals, and drive payment automation and expertise into institutions seeking efficiency and control.

Qualifications

• 5+ years of successful B2B enterprise sales experience in payments, fintech or related tech.
• Proven ability to sell complex solutions to CFOs and cross-functional committees.
• Experience selling through multi-stakeholder, long-cycle enterprise deals.
• Exceptional discovery skills to quantify impact, consequence, priority, and a customer-owned reason to act.
• Strong business acumen and the ability to discuss finance language with leaders.
• Deep MEDDPICC discipline.
• Experience building ROI analyses and executive-ready points of view.
• Ability to balance curiosity and control in customer engagements.
• Strong commercial judgment, negotiation ability, and contract-process management.
• High personal accountability, resilience, organization in a performance-driven environment.
• Experience in complex verticals is a plus.

Responsibilities

• Build and execute a growth plan that creates qualified pipeline and produces predictable revenue.
• Prospect into and develop relationships with CFOs, controllers, VPs of finance, AP leaders, treasury, procurement, and other executives.
• Lead discovery conversations to uncover payment-related pain, risk, and economic value gaps.
• Quantify business impact including labor, risk, working capital, and rebates.
• Create a compelling case for change beyond product demos.
• Lead multi-stakeholder enterprise sales cycles from first conversation through contracting and handoff.
• Apply MEDDPICC qualification to meaningful opportunities.
• Create mutual action plans aligning stakeholders, timelines, approvals, and steps.
• Multi-thread accounts across finance, IT, security, leadership and other stakeholders.
• Coordinate with internal teams to ensure accurate forecasts and risk assessments.
• Position Corpay against status quo and competitors by focusing on outcomes and value.
• Maintain CRM hygiene and disciplined sales processes.

Skills

Enterprise sales

B2B sales

Payments/fintech

MEDDPICC

Executive stakeholder mgmt

CRM discipline

Forecasting

Job description

Corpay is hiring a high-caliber enterprise seller to help organization modernize how they manage supplier payments, working capital, payment risk, and finance operations.

This is not a transactional sales role. Our buyers are finance leaders navigating staffing constraints, fragmented processes, check and ACH exposure, reconciliation burden, cash-forecasting needs, compliance expectations, and pressure to do more with less. The right person will earn credibility with CFOs, controllers, AP leaders, procurement, treasury, IT, and executive stakeholders—then turn operational friction into a quantified, executive-level business case.

You will manage an assigned base of accounts, create pipeline, lead complex sales cycles, and bring Corpay’s payment automation, commercial card, vendor enablement, and payment expertise to institutions that want a more efficient, controlled, scalable finance operation.

What You’ll Do

• Build and execute a growth plan that creates qualified pipeline and produces predictable revenue.
• Prospect into and develop relationships with CFOs, controllers, VPs of finance, AP leaders, treasury, procurement, and other executive stakeholders.
• Lead insight-driven discovery conversations that uncover not only how payments are made, but the work, risk, cost, control gaps, and missed economic value surrounding the payment process.
• Quantify business impact: labor and exception-handling burden, payment risk, supplier engagement, working-capital opportunities, rebate potential, implementation effort, and measurable success criteria.
• Build a compelling “why change” and “why now” case—not simply a product demonstration.
• Lead complex, multi-stakeholder enterprise sales cycles from first conversation through contracting, implementation handoff, and expansion opportunity.
• Apply disciplined MEDDPICC qualification to every meaningful opportunity, including validated Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Pain, Champion, and Competition.
• Create and maintain mutual action plans that align the customer’s stakeholders, timeline, approvals, commercial steps, and implementation expectations.
• Multi-thread accounts early and intentionally, building relationships across finance, AP, procurement, IT, security, leadership, and other approval stakeholders.
• Partner effectively with internal teams including sales development, solution consulting, implementation, customer success, legal, finance, and leadership.
• Deliver accurate forecasts grounded in customer-validated facts, next steps, risk assessment, and demonstrated buyer commitment.
• Position Corpay credibly against internal status quo and competitive alternatives by focusing on outcomes, execution depth, payment expertise, and the work Corpay absorbs for the customer.
• Maintain a high standard of CRM hygiene, opportunity strategy, account planning, and sales process discipline.

What Success Looks Like

Within the first 90 days, you will have established a focused territory plan, built executive-level pipeline, demonstrated strong discovery and qualification discipline, and created a credible path to near-term revenue.

Over time, success means:

• Consistently creating and advancing qualified enterprise opportunities.
• Converting operational pain into customer-validated financial and strategic impact.
• Building durable executive relationships and internal champions.
• Advancing deals through clear decision and paper processes rather than relying on optimism or “happy ears.”
• Running customer meetings that create momentum, not just interest.
• Producing forecast accuracy and revenue results that leadership can trust.

What We’re Looking For

• 5+ years of successful B2B enterprise sales experience, ideally in payments, fintech, SaaS, finance automation, treasury, ERP, procurement, AP automation, commercial card, or related technology.
• Proven ability to sell complex solutions to CFOs, controllers, finance executives, and cross-functional buying committees.
• Demonstrated success selling through multi-stakeholder, longer-cycle enterprise opportunities.
• Exceptional discovery skills. You know how to move from a stated problem to quantified impact, consequence, priority, and a customer-owned reason to act.
• Strong executive presence and business acumen. You can discuss cash flow, operating efficiency, controls, risk, working capital, payment economics, and change management in the language of finance leaders.
• Deep MEDDPICC discipline. You do not advance deals without validating the buyer, process, economics, champion, competition, and path to signature.
• Experience building business cases, ROI analyses, and executive-ready points of view.
• Ability to balance curiosity and control: listen well, challenge thoughtfully, and guide customers toward a clear decision.
• Strong commercial judgment, negotiation ability, and contract-process management.
• High personal accountability, resilience, organization, and comfort operating in a performance-driven environment.
• Experience in higher education, public sector, healthcare, hospitality, or another complex, matrixed vertical is a plus.

The Seller We Want

You may be a fit if you:

• Lead with a relevant hypothesis and thoughtful questions—not a generic pitch.
• Can diagnose the difference between “our process works” and “our process is efficient, controlled, scalable, and economically optimized.”
• Know that a demo is earned through discovery and should reinforce a business case, not replace one.
• Can uncover and quantify the hidden effort around payments: exceptions, vendor maintenance, fraud controls, reconciliation, payment-method management, check handling, manual work between ERP and bank, supplier follow-up, and missed value.
• Build champions who can sell internally when you are not in the room.
• Know how to respectfully challenge a customer’s status quo and create urgency without being gimmicky.
• Leave every meeting with a clear, mutual next step, owner, timing, and purpose.
• Treat forecast accuracy and CRM discipline as part of professional selling—not administrative overhead.

Why Corpay

Corpay brings meaningful scale, payment expertise, technology, and operational support to organizations looking to improve how money moves. We help finance teams reduce administrative burden, strengthen control, optimize payment mix, improve visibility, and unlock value from a process that is often accepted as “good enough.”

If you are an enterprise seller who enjoys solving real finance problems, earning executive trust, and winning complex deals through disciplined execution, we would like to meet you.