Director, Corporate Payments

WEX

2d • Remote

About The Position

To complement our Corporate Payments partnership business, WEX is building a sales organization and direct sales strategy to further our growth in the corporate account payable market. WEX is looking for a seasoned sales leader with experience in B2B payments to build a strategy and a sales organization. The role will report directly to the SVP of Business and Partner Growth and will work closely with Operations, Finance, Product, WEX Bank, and associated lines of business to drive the strategy and growth. This role will be accountable for developing new direct business opportunities across the company’s Corporate Payments product portfolio in North America. Target opportunities shall include direct to corporate and optimizing B2B payments coming from their AP system and finding new embedded payment verticals for virtual cards. This is a leadership position and is ideal for an experienced, results-orientated sales leader with a consultative sales approach. How you will make an impact: Develop a direct to corporate strategy and value proposition to win and differentiate in the market Build a sales team from the ground up, including compensation structures, targets and goals Build a robust pipeline and focus on the ‘right’ target companies and initiating contact with the correct people within that organization. This role is a player/coach and will sell directly as well as lead a team of sales associates. Manage the sales process through the complete sales cycle from lead generation and initial prospect contact through to successful closing of deals and follow up sales activities Effectively communicate WEX’s market proposition; accurately interpreting clients’ needs or pain points; proposing suitable solutions. Understanding the prospect and their drivers and developing strong client relationships with a matrix of stakeholders within the organization Preparing high quality presentations and proposals for submission to prospects in support of new business pitches and bid opportunities Very experienced in contract negotiation Providing timely and accurate revenue forecasting and management information; and reporting on a regular basis as required Working closely with the internal operations teams to optimize the sales process from the first customer contact and to ensure smooth delivery of client services in line with customer expectations Position may be home based with the requirement to travel approximately 30-40% of the time to meet prospects along with regular visits to the company's headquarters based in Portland, Maine.

Requirements

• Bachelor’s degree + 10+ years’ of direct sales and sales leadership experience
• Proven record of building business strategies and building teams
• B2B payment experience and Virtual card/AP payment industry knowledge
• Comprehensive understanding of financial services and the complex solution sales process
• Ability to participate in strategy development and lead attainment of critical objectives
• Proven track record of managing business development activities to achieve growth targets
• Successful track record of building and maintaining strong relationships ranging from senior level executives to technical contacts
• Demonstration of capabilities and skills for building trust, accountability and collaboration among internal and external stakeholders, team player
• Proven track record of exceeding annual sales quotas
• Skilled at presenting ideas effectively to individuals or groups, and positioning to meet the objectives of the event or meeting

Responsibilities

• Develop a direct to corporate strategy and value proposition to win and differentiate in the market
• Build a sales team from the ground up, including compensation structures, targets and goals
• Build a robust pipeline and focus on the ‘right’ target companies and initiating contact with the correct people within that organization. This role is a player/coach and will sell directly as well as lead a team of sales associates.
• Manage the sales process through the complete sales cycle from lead generation and initial prospect contact through to successful closing of deals and follow up sales activities
• Effectively communicate WEX’s market proposition; accurately interpreting clients’ needs or pain points; proposing suitable solutions.
• Understanding the prospect and their drivers and developing strong client relationships with a matrix of stakeholders within the organization
• Preparing high quality presentations and proposals for submission to prospects in support of new business pitches and bid opportunities
• Very experienced in contract negotiation
• Providing timely and accurate revenue forecasting and management information; and reporting on a regular basis as required
• Working closely with the internal operations teams to optimize the sales process from the first customer contact and to ensure smooth delivery of client services in line with customer expectations

Benefits

• Benefits include health, dental and vision insurances, retirement savings plan, paid time off, health savings account, flexible spending accounts, life insurance, disability insurance, tuition reimbursement, and more.

What This Job Offers

• Job Type: Full-time
• Career Level: Director