Director, Product Sales BNPL Team Lead

PayPal•San Jose, CA

1d•Hybrid

About The Position

The Company PayPal has been revolutionizing commerce globally for more than 25 years. Creating innovative experiences that make moving money, selling, and shopping simple, personalized, and secure, PayPal empowers consumers and businesses in approximately 200 markets to join and thrive in the global economy. We operate a global, two-sided network at scale that connects hundreds of millions of merchants and consumers. We help merchants and consumers connect, transact, and complete payments, whether they are online or in person. PayPal is more than a connection to third-party payment networks. We provide proprietary payment solutions accepted by merchants that enable the completion of payments on our platform on behalf of our customers. We offer our customers the flexibility to use their accounts to purchase and receive payments for goods and services, as well as the ability to transfer and withdraw funds. We enable consumers to exchange funds more safely with merchants using a variety of funding sources, which may include a bank account, a PayPal or Venmo account balance, PayPal and Venmo branded credit products, a credit card, a debit card, certain cryptocurrencies, or other stored value products such as gift cards, and eligible credit card rewards. Our PayPal, Venmo, and Xoom products also make it safer and simpler for friends and family to transfer funds to each other. We offer merchants an end-to-end payments solution that provides authorization and settlement capabilities, as well as instant access to funds and payouts. We also help merchants connect with their customers, process exchanges and returns, and manage risk. We enable consumers to engage in cross-border shopping and merchants to extend their global reach while reducing the complexity and friction involved in enabling cross-border trade. Our beliefs are the foundation for how we conduct business every day. We live each day guided by our core values of Inclusion, Innovation, Collaboration, and Wellness. Together, our values ensure that we work together as one global team with our customers at the center of everything we do – and they push us to ensure we take care of ourselves, each other, and our communities. Job Summary: 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 Job Description:

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.