Wholesale Account Executive

MerchantE; California (MO); Hybrid; USD 100,000 - 150,000; Full time

Benefits offered by this job

Competitive base + uncapped commission

Health, dental, vision, and 401(k) benefits

Professional growth opportunities

Flexible work arrangements

Job summary

A leading fintech company is seeking a Wholesale Account Executive in California. The role involves signing wholesale partners, managing complex sales cycles, and collaborating with various teams. Candidates should have 7–12+ years of sales experience in payments/fintech and strong technical fluency. Competitive base salary plus commission and benefits included.

Qualifications

• 7–12+ years enterprise/wholesale sales in payments/fintech.
• Ability to partner with executives and product leaders.
• Strong commercial and legal acumen.

Responsibilities

• Hunt and sign wholesale partners.
• Own complex cycles end-to-end.
• Coordinate cross-functionally to ensure smooth launches.

Skills

Enterprise sales experience

Payments domain knowledge

Technical fluency

Negotiation skills

Operator mindset

Executive presence

Education

Bachelor’s degree preferred

Job description

What You’ll Do

• Hunt and sign wholesale partners (FIs, PayFacs, ISOs, platforms) with named-account focus; run a rigorous outbound and event strategy (ETA, Money20/20, WSAA, vertical shows).
• Own complex cycles end-to-end: discovery, solutioning, business case, legal/commercial negotiation (MDR/IC++, rev-share, sponsorship constructs), close.
• Partner with executives and product leaders at target organizations to map MerchantE modules (gateway, onboarding/KYB, risk, tokenization/network tokens, reporting, settlement) to their roadmap.
• Coordinate cross-functionally with Product, Risk/Compliance, Legal, Implementation, and Partner Success to ensure smooth underwriting, certifications, and launch.
• Build scalable engagement models for partner onboarding, certification, enablement, and joint GTM (co-sell, partner marketing, playbooks).
• Forecast with precision in CRM; maintain territory plans, named-account strategies, and executive-to-executive mapping.
• Be the partner’s voice back to Product for roadmap inputs on modular acquiring tools and partner dashboards.

How Success Will Be Measured

• New signed wholesale partners and activated processing volume/GMV within ramp timelines.
• Revenue and margin mix (IC++/MDR economics, take-rate, partner profitability).
• Time-to-certification/onboarding (from term-sheet to first live transaction).
• Pipeline health and accuracy (coverage, stage hygiene, forecast precision, win rate, deal velocity).
• Partner satisfaction and expansion (cross-sell of additional modules; NPS/relationship depth).
• Field impact (executive engagements, event-sourced pipeline, strategic alliances created).

Who You Are

• 7–12+ years enterprise/wholesale sales in payments/fintech, selling to FIs, PayFacs, ISOs, or platforms with multi-stakeholder, technical deals.
• Payments domain depth: acquiring economics (IC++/MDR), sponsor-bank models, PayFac constructs, KYB/KYC, underwriting/risk, settlement/funding, PCI.
• Technical fluency: APIs, webhooks, onboarding/KYB flows, tokenization and network tokens, reconciliation/reporting; able to whiteboard solutions with product/engineering.
• Commercial and legal savvy: MSAs, program agreements, rev-share constructs, SLAs; comfortable negotiating complex terms with procurement and legal.
• Operator mindset: builds repeatable motions (playbooks, enablement kits), disciplines CRM rigor, and thrives in ambiguous, fast-moving environments.
• Executive presence and communication with C-suite and boards at FIs/fintechs; crisp storytelling and financial modeling for business cases.
• Bachelor’s degree preferred (Business, Finance, CS/Engineering) or equivalent experience.

What You’ll Get (Why MerchantE)

• Competitive base + uncapped commission with accelerators
• Benefits: health, dental, vision, and 401(k)
• High-impact seat shaping MerchantE’s wholesale partner ecosystem
• Collaborative, high-performance culture with deep product and risk partners
• Professional growth across acquiring, embedded finance, and platform strategy
• Flexibility (remote or hybrid) and travel for partners and industry events

MerchantE is committed to creating a diverse work environment and we are proud to be an Equal Opportunity Employer.

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