Sales Specialist - Payments

Lightspeed DMS•South Jordan, UT

5h•Remote

About The Position

Lightspeed is the leading provider of cloud-based software for dealerships, serving the Powersport, Marine, RV, Trailer, and Golf Car industries adding hundreds of dealerships to the Lightspeed community each year. Lightspeed’s Dealer Management Solution (DMS) enables dealerships to optimize their end-to-end business operations, including Sales, Parts, Service, Rentals, Payments, Accounting, and Customer Relationship Management (CRM). When implemented into their daily operations, Lightspeed helps dealers increase their profitability by selling more units, service, and parts, all while creating a more streamlined experience for customers. Lightspeed is the most complete and integrated DMS in the industry with over 500 integrations with Original Equipment Manufacturers (OEMs), aftermarket parts and accessory distributors and dozens of other software tools that a dealership may use to run their business. Uniquely designed by dealers for dealers, and refined over the past 4 decades, Lightspeed empowers over 4,500+ dealers across North America with the tools and technology they need to manage their dealerships. The Sales Specialist - Payments is a quota-carrying overlay role embedded within the Lightspeed DMS sales process. Rather than building a standalone territory from scratch, this specialist operates as the dedicated payments closer working in tandem with two existing sales motions: 1) the outside field sales team who own deep dealer relationships and DMS platform deals and 2) the account management transactional team who handle high-volume inbound and renewal activity. The Sales Specialist's job is to convert those warm payment opportunities at pace and volume. This is a quality-first, video/phone-primary sales role. Success is measured in closed merchants per month and not pipeline size or call counts alone. The expectation is 15-20 signed merchant accounts per month. At a strong referral-to-close rate, that requires closing qualified opportunities in motion at any time and numerous meaningful contacts per day. The ideal candidate will be focused, consultative, and collaborative in nature rather than focused on a high-volume dialing operation. Critically, this role must be a trusted partner within our sales organization. Outside field sales representatives will only refer payment opportunities if they're confident the Sales Specialist will close cleanly, protect the dealer relationship, and not create noise in a deal they're managing. Account Management transactional representatives need rapid follow-up and clear feedback loops. The Sales Specialist who earns that trust unlocks a high-volume, compounding referral pipeline that grows over time.

Requirements

2–5+ years of B2B sales experience in merchant services, payment processing, fintech, or a related inside/overlay sales role
Demonstrated history of closing a high volume of deals per month — this role rewards pace and discipline, not just relationship-building alone
Experience working alongside or supporting a field or outside sales team in an overlay, specialist, or channel capacity
Experience conducting merchant statement analysis and building cost-savings proposals
Proficiency with Salesforce CRM — disciplined pipeline management, accurate forecasting, and referral tracking are non-negotiable in this role
Solid understanding of interchange-plus and tiered pricing models, effective rate benchmarking, and how to position payment savings clearly
Ability to run rapid, efficient sales conversations — qualifying quickly, presenting compellingly, and closing without unnecessary cycle extension
Strong communication and partner management skills — field reps need to trust you with their dealer relationships
Comfort with video/phone-primary sales; high daily contact activity balanced with quality engagement
Proficient in working with prospects during occasional in-person events
Reliable home office setup for remote-primary work; strong internet connection and professional video presence and environment
Ability to manage a focused pipeline with active opportunities across multiple deal stages simultaneously in CRM
Bachelor’s degree in Business, Finance, or related field preferred; equivalent experience accepted

Nice To Haves

Prior experience selling into powersports, RV, marine, trailer, heavy equipment, or dealership environments is a significant differentiator

Responsibilities

Referral Management & Rapid Follow-Up
Receive and work payment referrals from field sales reps and transactional sales reps within defined SLA windows
Maintain a clear, real-time view of inbound referral pipeline in Salesforce — every referral logged, staged, and actioned
Communicate deal status back to originating rep on a regular cadence; flag stalls or issues before they become relationship problems
Build trust with field and transactional reps through consistent follow-through, so referral volume grows rather than plateaus
High-Velocity Payment Sales Execution
Run efficient, consultative payment sales conversations — typically 2–3 touches from referral to signed agreement
Conduct merchant statement analyses to build savings-based proposals that make the business case for switching payment processors clear and compelling
Deliver payment product presentations over phone and video tailored to the dealer's specific workflow — parts counter, service lane, F&I, or front-line vehicle sales
Close an assigned number of merchant accounts per month through a combination of referral conversion and self-sourced opportunities within the existing DMS customer base
Manage the full payment sales cycle: qualification → statement analysis → proposal → agreement → activation handoff using our tools and resources
Self-Sourced Pipeline Development
Proactively identify DMS customers not yet processing payments through Lightspeed — mining the existing customer base for unconverted accounts
Work with sales and payments leadership to prioritize outreach lists based on account size, dealer type, and processing volume potential
Generate 20–25% of monthly deal volume through self-sourced activity to reduce dependency on any single referral channel
Merchant Onboarding & Activation
Partner with the Payments Operations and Implementation teams to ensure every signed merchant activates quickly and cleanly — a signed deal that doesn't activate is not a deal
Conduct merchant onboarding check-ins to confirm satisfaction
Track and report activation rates monthly; identify patterns in stalled activations and work with ops to resolve systemic friction
CRM Hygiene & Reporting
Maintain disciplined Salesforce usage — all referrals logged, all activity tracked, all deal stages current
Provide weekly pipeline and forecast updates to sales leadership, including referral source breakdown, conversion rates by channel, and projected monthly close count
Surface patterns in objections, competitor activity, and dealer feedback to inform product, pricing, and messaging improvements