Senior Director, Specialized Sales - Hybrid, Revenue Growth

PayPal, Inc.; San Jose (CA); On-site; USD 218,000 - 324,000; Full time

Job summary

PayPal in San Jose, CA, seeks a Senior Director, Specialized Sales to lead a high‑performing team focused on growing merchant partnerships and driving revenue across the Americas. The role owns strategy, competitive positioning, and cross‑functional collaboration with Product, Marketing, Legal, and Finance to scale PayPal's branded checkout and BNPL solutions.

The successful candidate will build a team of ~25 sales specialists, guide complex deals, forecast health of pipelines, and travel up to

Qualifications

• 12+ years relevant experience and a Bachelor’s degree OR Any equivalent combination of education and experience.

Responsibilities

• Own and drive revenue growth targets for the PayPal specialized products across the full team's portfolio, ensuring alignment between merchant needs and PayPal's solutions.
• Build, lead, and develop a team of ~25 sales specialists, including hiring, onboarding, coaching, performance management, and career development.
• Set team structure, territory/account alignment, and coverage model in partnership with front-book and back-book AM leadership.
• Own the health, accuracy, and forecasting of the US branded and unbranded checkout pipeline across the team, including regular reporting to senior leadership.
• Partner with senior internal stakeholders to identify, prioritize, and scale cross‑sell opportunities across the portfolio.
• Provide senior‑level oversight of complex sales cycles, stepping in on strategic or escalated deals to support discovery, product fit, pricing, negotiation, and contracting.
• Ensure the team executes with excellence across the full sales lifecycle: discovery, product fit consulting, sales pitch, pre‑sales demo, pricing, negotiation, Compliance/UW, KYC/AML, Risk, contract generation, account training, launch‑to‑scale (LTS), and post‑live support.
• Drive team‑wide adoption of structured deal outcomes: co‑marketing, case studies/testimonials, exclusivity or phased co‑existence arrangements, A/B testing, and data sharing.
• Serve as the senior voice of the field to Product, Finance, Legal, Marketing, GTM, and Sales Enablement, shaping roadmap and go‑to‑market priorities based on aggregated customer and team feedback.
• Champion a strong team culture, modeling leadership behaviors, building trust, and driving high engagement and retention across the organization.
• Ensure team proficiency in core tools (Salesforce, Microsoft Word, Excel, PowerPoint) and sales methodology.
• Travel up to 40% of time.

Job description

PayPal in San Jose, CA, seeks a Senior Director, Specialized Sales to lead a high‑performing team focused on growing merchant partnerships and driving revenue across the Americas. The role owns strategy, competitive positioning, and cross‑functional collaboration with Product, Marketing, Legal, and Finance to scale PayPal's branded checkout and BNPL solutions.

The successful candidate will build a team of ~25 sales specialists, guide complex deals, forecast health of pipelines, and travel up to