Paze Senior Business Development Executive - Merchants

Early Warning (Zelle); Scottsdale (AZ); Hybrid; USD 120,000 - 160,000; Full time

Job summary

Early Warning is seeking a Sr. Business Development Executive for Paze to drive growth in the US market by sourcing leads, managing a pipeline, and closing merchant deals.

You will collaborate with channel partners, banks, acquirers, and PSPs to promote Paze digital checkout and wallet services to targeted US merchants and sellers. You will represent Paze at industry events, feed market intelligence into product and marketing roadmaps, and deliver strong results in a fast-growing environment as

Qualifications

• Bachelor's degree in business, finance or related field.
• Experience obtaining meetings with key decision-makers (C-level) within banking, payment/fintech, eCommerce and merchant payment industries.
• 8+ years of consultative/strategic sales experience in a hunter role within merchant payments, eCommerce, or fintech/financial services.
• 3+ years in eCommerce sales or wallet/alternative payment sales to enterprise merchants and payment industry customers.
• Proven history of quota achievement and success selling in new, fast changing, 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.

Responsibilities

• Sell a specific product/solution to a targeted group of customers, resellers, and resellers' 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, instilling confidence and gaining buy-in.
• Executes and informs adaptations for the go-to-market plan to drive early customer adoption and growth.
• Influences and negotiates with latitude, but aligned with the Paze strategy and playbook for successful outcomes.
• Prioritizes and executes across a portfolio of prospects and projects to drive results; builds trust with customers.
• In collaboration with Channel Partners and Resellers, coordinates key account plans with KPIs, campaigns, tools, and research to sell.
• Records interactions (calls, emails, attached docs, etc.) in Salesforce.com with detail to facilitate forecasting.
• Provides real time voice of customer and market intelligence to product, marketing and cross functional partners.
• Supports risk management and ethical business practices, safeguarding integrity and data.

Skills

Business development

Relationship building

Negotiation

Strategic selling

Communication skills

Travel up to 50%

Organizational skills

Education

Bachelor's degree in business/finance or related field

Tools

Salesforce.com

Job description

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 Sr. Business Development Executive - Paze is responsible for prioritizing and selling the Paze digital checkout and wallet payment services to a targeted group of US prospect merchants and sellers. This role collaborates cross functionally across internal, merchant/prospect and Paze channel partner (e.g., owner banks, acquirers, PSPs) stakeholders to source leads, manage a pipeline, sell the Paze vision and value, and close merchant deals to drive the growth, adoption and success of Paze in the US market. The Sr. Business Development Executive represents and champions Paze as a thought leader and digital commerce expert to merchants and stakeholders at industry events and conferences to build Paze awareness and grow Paze's merchant pipeline and portfolio. The role also sources product, market and voice of customer intelligence to feed into the Paze product and marketing roadmaps. This 'hunter' role is expected to deliver strong team and individual results in a high-growth environment.

Essential Functions

Responsible for selling a specific product/solution to a targeted group of customers, resellers, and resellers' 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. Commitment to success and the growth and adoption of Paze.

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, 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, product and KPI optimization. Works with marketing campaigns, targeted prospect lists, technology tools and individual research to 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.

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.

Minimum Qualifications

Education and experience typically obtained through completion of a Bachelor's degree in business, finance or other related field.

Experienced in obtaining meetings with key decision-makers (C-level) within the banking, payment/fintech, eCommerce and merchant payment industries. Ability to effectively communicate strategy and vision. Demonstrated success in cultivating and managing relationships with merchant/seller and/or financial services clients.

8 or more years of consultative/strategic sales experience in a "hunter role" within merchant payments, eCommerce, or fintech/financial services industry.

Proven experience (3+ years) in eCommerce sales or wallet/alternative payment 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,