Director of Strategic Sales

Corpay

5d•Remote

About The Position

Corpay is seeking an accomplished Director of Strategic Sales to join its Corporate Payments organization and help businesses modernize supplier payments, working capital, payment risk, and finance operations. This is a strategic, consultative enterprise sales role focused on earning credibility with senior finance leaders, uncovering complex operational challenges, quantifying business impact, and building a compelling case for change. The role develops an assigned territory and account portfolio, creates qualified pipeline, leads complex enterprise sales cycles, and positions Corpay’s payment automation, commercial card, vendor enablement, and corporate payment solutions. The Director works with organizations seeking more efficient, controlled, and scalable finance operations, addressing challenges such as fragmented payment processes, check and ACH exposure, reconciliation burdens, cash-flow visibility, compliance, and operational efficiency. Success includes building a focused territory and account strategy, establishing executive relationships, creating and advancing qualified enterprise opportunities, translating operational pain into customer-validated financial impact, navigating complex decision and contracting processes, and producing reliable forecasts and predictable revenue. The role collaborates with internal teams throughout the sales process, from prospecting and discovery through negotiation, contracting, implementation handoff, and expansion. Corpay is a global financial technology company providing commercial payment solutions across fuel, corporate payables, tolls, and lodging expenses. The company describes an inclusive workplace in which diverse perspectives, experiences, and ideas drive innovation and success. Employment offers may be contingent on applicable pre-employment screenings.

Requirements

At least 5 years of successful B2B enterprise sales experience.
Demonstrated success selling sophisticated solutions to CFOs, Controllers, finance executives, and cross-functional buying committees.
Proven experience navigating longer-cycle, multi-stakeholder enterprise opportunities.
Exceptional discovery and consultative selling skills, including the ability to translate challenges into quantified impact, consequences, priorities, and executive-level reasons to act.
Strong executive presence and financial acumen, including the ability to discuss cash flow, operating efficiency, controls, risk, working capital, payment economics, and change management.
Strong working knowledge of MEDDPICC or comparable enterprise sales methodologies.
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 in a performance-driven sales environment.

Nice To Haves

Experience in payments, fintech, SaaS, finance automation, treasury, ERP, procurement, AP automation, commercial card, or related technology.
Experience selling into higher education, public sector, healthcare, hospitality, or other complex and matrixed organizations.

Responsibilities

Build and execute a strategic territory and account plan to create qualified pipeline and predictable revenue.
Prospect into and develop executive-level relationships with CFOs, Controllers, VPs of Finance, AP leaders, Treasury, Procurement, IT, and other stakeholders.
Lead insight-driven discovery to understand current payment processes and identify cost, risk, manual effort, control gaps, and missed economic value.
Quantify customer impact across labor, exception handling, payment risk, supplier engagement, working capital, rebate opportunity, implementation effort, and measurable business outcomes.
Develop compelling business cases explaining why customers should change and why they should act now.
Manage complex, multi-stakeholder enterprise sales cycles from initial engagement through negotiation, contracting, implementation handoff, and expansion.
Apply MEDDPICC methodology to qualified opportunities.
Develop mutual action plans covering customer stakeholders, decision timelines, approvals, commercial requirements, and implementation expectations.
Build relationships across Finance, AP, Procurement, Treasury, IT, Security, and executive leadership within target accounts.
Partner 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 strong CRM hygiene, opportunity strategy, account planning, and sales-process discipline.
Position Corpay against competitors and the status quo by demonstrating measurable business outcomes, payment expertise, and execution capabilities.
Build champions who can advocate for the solution internally and leave customer meetings with a mutually agreed next step, owner, timeline, and objective.