ICG Merchant Sales Mid-Market West Division Manager
About The Position
The ICG Merchant Sales Mid-Market West Division Manager owns growth strategy and execution for the Middle Market merchant portfolio, leading revenue growth, pipeline development, and sales conversion. The role oversees enterprise and complex deal execution, including RFPs, executive client engagements, and multi-product solutions, and maintains disciplined sales management through pipeline reviews, Salesforce, deal strategy sessions, and forecasting. The manager leads, coaches, and develops Merchant Payment Executives aligned to the Middle Market vertical. The role sets performance expectations, builds accountability and succession pipelines, and fosters an inclusive, collaborative sales culture focused on continuous improvement. As a subject-matter leader for the Middle Market vertical, the manager translates industry trends into sales strategies, partners with Product, Pricing, and Technical Sales teams to shape relevant solutions, and strengthens client relationships through executive engagement and strategic account planning. The role collaborates across Relationship Management, Treasury, FX, Capital Markets, Merchant Technical Sales, PMI, and implementation teams to generate joint opportunities, improve sales execution, and inform product commercialization, roadmap priorities, and go-to-market execution.
Requirements
- Bachelor’s degree or equivalent experience.
- 10+ years of sales leadership experience within payments, financial services, or enterprise B2B solutions.
- Expertise in developing a Middle Market vertical from inception through maturation, including market positioning, sales strategy, and client expansion.
- Extensive background in merchant acquiring, payments, or adjacent fintech solutions.
- Proven success leading enterprise sales teams and closing complex, multi-stakeholder deals.
- Strong financial acumen with experience managing revenue, forecasts, and performance metrics.
Nice To Haves
- Executive presence and ability to engage C-suite and senior client stakeholders.
- Experience operating in a matrixed, highly collaborative organization.
- Ability to influence enterprise strategy, product direction, and commercialization execution.
- Ability to build and scale a high-impact sales organization aligned to complex client needs.
Responsibilities
- Own growth strategy and execution for the Middle Market merchant portfolio, delivering against revenue, pipeline, and conversion targets.
- Lead enterprise and complex deal execution, including RFPs, executive client engagements, and multi-product solutions.
- Drive disciplined sales management through pipeline reviews, Salesforce, deal strategy sessions, and forecasting rigor.
- Lead, coach, and develop a team of Merchant Payment Executives aligned to the Middle Market vertical.
- Set clear performance expectations, drive accountability, and build strong succession and talent pipelines.
- Foster a high-performance, inclusive sales culture focused on collaboration and continuous improvement.
- Serve as a subject-matter leader for the Middle Market vertical and translate industry trends into actionable sales strategies.
- Partner with senior-level Product, Pricing, and Technical Sales teams to shape industry-relevant solutions and positioning.
- Strengthen client relationships through executive-level engagement and strategic account planning.
- Partner with Relationship Management, Treasury, FX, and Capital Markets teams to deliver integrated client solutions.
- Partner proactively with Middle Market Regional Sales Managers to identify, qualify, and advance high-value joint opportunities.
- Work with Merchant Technical Sales, PMI, and implementation teams to improve win rates and execution quality.
- Provide feedback into product commercialization, roadmap priorities, and go-to-market execution.
Benefits
- Medical, dental, and vision healthcare coverage
- Basic term and optional term life insurance
- Short-term and long-term disability
- Pregnancy disability and parental leave
- 401(k) and employer-funded retirement plan
- Paid vacation from two to five weeks, depending on salary grade and tenure
- Up to 11 paid holiday opportunities
- Adoption assistance
- Sick and Safe Leave accruals of one hour for every 30 hours worked, up to 80 hours per calendar year unless otherwise provided by law
- Incentive and recognition programs
- Equity stock purchase
- 401(k) contribution and pension, subject to eligibility requirements
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Manager
