Director Strategic Sales - Payables

Corpay; United States; On-site; USD 180,000 - 270,000; Full time

Benefits offered by this job

Medical coverage

Dental insurance

Vision insurance

HSA/FSA options

Life insurance

Disability coverage

Paid time off

Job summary

Corpay seeks an accomplished Director, Strategic Sales – Payables to lead strategic enterprise sales within Corporate Payments. You will develop territory plans, build executive relationships with CFOs and finance leaders, and drive multi-stakeholder cycles from discovery through implementation.

This role emphasizes a consultative, ROI-driven approach and deep payments expertise. You will quantify financial impact, create compelling business cases, and deliver measurable revenue while

Qualifications

• 5+ years of successful B2B enterprise sales experience.
• Proven ability to sell to CFOs, Controllers and senior finance executives.
• Strong discovery and consultative selling skills.
• Executive presence with financial acumen and ROI focus.
• Experience developing ROI analyses and business cases.

Responsibilities

• Build strategic territory and account plans to create qualified pipeline and predictable revenue.
• Develop executive relationships with CFOs, Controllers, VPs of Finance, AP leaders, Treasury and IT.
• Lead discovery to quantify financial impact, labor, risk, and working capital improvements.
• Manage multi-stakeholder enterprise sales cycles from engagement to contract and implementation.
• Forecast accurately with CRM discipline and documented next steps.

Skills

Strategic account planning

Executive-level selling

CRM forecasting

Complex enterprise sales

Financial acumen

Negotiation

Job description

Corpay is seeking an accomplished Director, Strategic Sales – Payables to join our Corporate Payments organization and help businesses modernize how they manage supplier payments, working capital, payment risk, and finance operations. This is not a transactional sales role.

This is a strategic, consultative enterprise sales opportunity for a seller who knows how to earn credibility with senior finance leaders, uncover complex operational challenges, quantify financial impact, and build a compelling case for change.

Our customers are navigating fragmented payment processes, staffing constraints, manual workflows, check and ACH exposure, reconciliation burden, cash-flow visibility, compliance requirements, and increasing pressure to operate more efficiently.

As a Director of Strategic Sales, you will develop your assigned territory and account portfolio, create qualified pipeline, lead complex enterprise sales cycles, and position Corpay’s payment automation, commercial card, vendor enablement, and corporate payment solutions with organizations seeking a more efficient, controlled, and scalable finance operation.

What You Will Do

• Build and execute strategic territory and account plans designed to create qualified pipeline and predictable revenue.
• Develop executive-level relationships with CFOs, Controllers, VPs of Finance, AP leaders, Treasury, Procurement, IT, and other key stakeholders.
• Lead insight-driven discovery conversations that uncover how payments are managed today and identify the associated cost, risk, manual effort, control gaps, and missed economic value.
• Quantify customer impact across labor, exception handling, payment risk, supplier engagement, working capital, rebate opportunities, and measurable business outcomes.
• Develop compelling “why change” and “why now” business cases supported by customer priorities and financial impact.
• Manage sophisticated, multi-stakeholder enterprise sales cycles from initial engagement through negotiation, contracting, implementation handoff, and expansion.
• Build internal champions and develop relationships across Finance, AP, Procurement, Treasury, IT, Security, and executive leadership.
• Develop mutual action plans that align stakeholders, decision timelines, approvals, commercial requirements, and implementation expectations.
• Partner cross-functionally with Sales Development, Solution Consulting, Implementation, Customer Success, Legal, Finance, and senior leadership.
• Deliver accurate forecasts based on customer-validated information, documented next steps, identified risks, and demonstrated buyer commitment.
• Maintain exceptional CRM discipline, opportunity strategy, account planning, and sales-process execution.
• Position Corpay effectively against competitive alternatives and the status quo by demonstrating measurable business outcomes, payment expertise, and execution capabilities.

What Success Looks Like

Within your first 90 days, you will have developed a focused territory and account strategy, established relationships with key prospects and executive stakeholders, built meaningful enterprise pipeline, and demonstrated strong discovery and qualification discipline.

Long-term success means consistently creating and advancing qualified enterprise opportunities, translating operational challenges into measurable financial impact, developing durable executive relationships and internal champions, navigating complex decision and contracting processes, and producing reliable forecasts and predictable revenue.

What We Are Looking For

• 5+ years of successful B2B enterprise sales experience, ideally within payments, fintech, SaaS, finance automation, treasury, ERP, procurement, AP automation, commercial card, or related technology.
• Demonstrated success selling sophisticated solutions to CFOs, Controllers, senior finance executives, and cross-functional buying committees.
• Exceptional discovery and consultative selling skills, with the ability to move from a stated challenge to quantified impact, consequence, priority, and an executive-level reason to act.
• Strong executive presence and financial acumen, with the ability to discuss cash flow, operating efficiency, controls, risk, working capital, payment economics, and change management.
• Experience developing ROI analyses, business cases, executive presentations, and customer-specific points of view.
• Strong negotiation, commercial judgment, and contract-management capabilities.
• High personal accountability, resilience, organization, and comfort operating within a performance-driven sales environment.
• Experience selling into higher education, public sector, healthcare, hospitality, or other complex and matrixed organizations is a plus.

The Seller Who Will Thrive Here

You bring more than a product pitch, you bring a point of view.

You enter customer conversations with thoughtful questions and a relevant hypothesis about where business challenges and opportunities may exist.

You understand the difference between a payment process that simply “works” and one that is truly efficient, controlled, scalable, and economically optimized.

You know how to uncover the hidden costs surrounding payments; from manual work, exceptions, and reconciliation to fraud controls, supplier engagement, check handling, and disconnected ERP and banking workflows.

Most importantly, you know how to turn discovery into action.

You can quantify business impact, build champions who advocate for change internally, respectfully challenge the status quo, and create legitimate business urgency.

You leave customer conversations with clear next steps, ownership, timelines, and objectives—and you understand that forecast accuracy, CRM discipline, and strategic account planning are essential components of professional enterprise selling.

Compensation & Earning Potential

This opportunity offers a compelling compensation structure designed to reward strong enterprise sales performance.

• Base Salary: $100,000 annually
• Target OTE: $225,000 annually
• Commission: Uncapped

With uncapped commission potential, high-performing sellers have the opportunity to earn beyond target OTE and directly benefit from the revenue and business impact they create.

Actual earnings will vary based on individual performance and achievement against applicable sales-plan objectives.

Why Corpay

Corpay is a global financial technology company helping organizations transform how money moves.

Our Corporate Payments solutions help finance teams reduce administrative burden, strengthen financial controls, optimize payment processes, improve visibility, and unlock economic value from processes that may have been accepted as simply “good enough.”

For an accomplished enterprise seller, this is an opportunity to represent a sophisticated portfolio of payment solutions while helping finance leaders solve meaningful operational and financial challenges. You will have the opportunity to build executive relationships, develop deeper payments and financial expertise, influence complex organizations, and create measurable customer impact, all while building your own career within Corpay’s Corporate Payments organization.

Benefits & What Corpay Offers

Eligible employees have access to a comprehensive benefits package designed to support their health, financial well-being, and overall quality of life. Benefits may include:

• Medical and prescription drug coverage
• Dental and vision insurance
• HSA and FSA options
• Life insurance
• Short-term and long-term disability coverage
• Paid time off and company holidays, subject to applicable plans and policies
• Wellness and employee assistance resources
• Professional development and career-growth opportunities
• Employee resource groups and opportunities to connect across Corpay

Specific eligibility, coverage, and benefit provisions are governed by applicable Corpay plans and policies.

About Corpay

Corpay is a global financial technology company leading the future of commercial payments. Our innovative payment solutions help businesses simplify, control, and secure payments across corporate payables, fuel, tolls, lodging, and other business expenses.

We empower organizations around the world to operate more efficiently, strengthen financial control, and make smarter decisions about how money moves.

At Corpay, we are committed to fostering an inclusive workplace where diverse perspectives, experiences, and ideas contribute to innovation and success. We believe our people are a critical competitive advantage and strive to create an environment where employees can grow and thrive.

As part of our hiring process, offers of employment may be contingent upon successful completion of pre-employment screenings conducted in accordance with applicable laws and Corpay policies. Screening requirements may include employment verification, identity verification, criminal background checks, financial or sanctions screening, and other role-specific assessments where legally permitted.