Director, Product Sales BNPL Team Lead

PayPal • San Jose, CA

1h

About The Position

The CL9 BNPL Product Sales Specialist Lead is an important part of the PYPL sales org, whose overall goal is to grow and strengthen PayPal merchant partnerships, drive increased revenue for PayPal, and support overall adoption of PayPal's revenue and payments solutions across Americas. This role will also lead a team of BNPL Product Specialists. The specific focus of BNPL Sales Specialist -Lead is the value-driven sale of our suite of BNPL, Pay Later and PayPal Credit solutions, with emphasis on solution selling. The Product Sales Specialist Lead will be expected to have a deep understanding of their specific portfolio of named merchant verticals, existing accounts and prospects to drive desired outcomes for PayPal. The Product Sales Specialist will also own engagement with the Product org on behalf of Sales, supporting prioritization of new feature functionality, partnering on strategy formation and being a deep through partner on way to win Essential Responsibilities: Establish overall business or technical strategy for the organization. Influence decisions as an advisor or counsel at the executive level. Focus on strategy development and long-term planning. Drive significant impact on the success of operations through strategic initiatives. Collaborate with executive leadership to align product sales strategies with organizational goals.

Requirements

• 10+ years relevant experience and a Bachelor's degree OR Any equivalent combination of education and experience.
• Proficient in Microsoft Word, Excel, and PowerPoint, Saleforce
• Travel up to 40% of time

Responsibilities

• Establish overall business or technical strategy for the organization.
• Influence decisions as an advisor or counsel at the executive level.
• Focus on strategy development and long-term planning.
• Drive significant impact on the success of operations through strategic initiatives.
• Collaborate with executive leadership to align product sales strategies with organizational goals.
• Drive revenue growth for BNPL/ Pay Later and PayPal Credit by understanding the merchant's business needs and aligning their needs with our solutions.
• Lead the BNPL Product Specialist team
• Partner with front book Account Executives on net new business deals and targeted co-selling into portfolio of named existing accounts with back book AEs.
• Support team to grow and maintain the US BNPL/Pay Later/PayPal Credit pipeline, with accurate forecasting and associated account plans.
• Collaborates with internal stakeholders to identify and propel cross-sell opportunities.
• Supports the US Product Sales Specialist team, responsible for co-managing entire sales cycle with AE by identifying potential sales, conducting pre-sales calls, delivering customized presentations, delivering ROI-based proposals and support negotiating complex contracts.
• Typically will lead most key prospecting and opportunity driving activities, as well as winning the deal and ensuring a successful/accelerated LTS
• Leads: discovery, product fit consulting, sales pitch, pre-sales demo, pricing, negotiation, Compliance/UW, KYC/AML, Risk, Contract generation, account training/demos, LTS and post-live support, and sales closing
• Supports in partnership with AE/SE/Product Success: prospecting, account creation, integration, and win/loss analysis
• Selling the following key products:
• Upstream messaging (primary), button placement (secondary) for:
• BNPL
• Pay Later
• PayPal Credit
• All new products / feature enhancements
• Ideally drives the following outcomes as part of a structured deal:
• Co-marketing
• Exclusivity (ideal)
• Co-existence in situations where exclusivity is not possible - for short term only/phased approaches
• Builds a measurable value proposition that resonates with multiple stakeholders both at the vertical and merchant level.
• Regularly provides feedback and assists in establishing priorities for the following based on customer experience:
• Product development
• Finance
• Legal
• Marketing
• GTM
• Sales Enablement
• Makes a highly positive impact on culture and team through sharing learnings, building trust and leading by example.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees