Sr Manager, Sales Specialist, Risk-as-a-Service
About The Position
The Senior Manager, Sales Specialist, Risk-as-a-Service is part of PayPal’s North America Commercial sales team and partners with Account Management to grow adoption and transaction margin for Risk-as-a-Service (RaaS) solutions across new and existing accounts. The solutions use AI-driven risk models built on PayPal’s global transaction data to help merchants protect revenue while preserving approval rates. Fraud Protection Advanced puts fraud decisioning in the merchant’s hands with expert support; Chargeback Protection lets PayPal assume risk on eligible transactions; and Dispute Automation centralizes how merchants manage and contest disputes across payment providers. This is a consultative sales role. The Specialist leads discovery, diagnoses merchant needs, designs appropriate solutions, and positions differentiated value against competitors from opportunity through activation. Success is measured by profitable activated volume within assigned customers. The role partners with Account Managers to identify, shape, and advance product-specific opportunities; leads solution design, competitive positioning, and pricing; and carries a target for opportunities developed or advanced. It uses sales pipeline, portfolio, product, merchant-performance, and external data to prioritize opportunities and construct commercial cases. The Specialist also develops the team’s playbook and selling process, shares customer and seller feedback with Product and GTM teams, and coordinates with cross-functional teams to move merchants from lead to live. The position has a balanced hybrid work model for the majority of employees: three days in the office and two days at either the PayPal office or home workspace. Travel is 10%.
Requirements
- At least 8 years of relevant experience and a bachelor’s degree, or an equivalent combination of education and experience.
- Ability to lead complex, multi-stakeholder sales opportunities and apply sound judgment and knowledge of market and business trends.
- Ability to build ROI-based business cases and evidence-based sales narratives using financial, pipeline, portfolio, product, and merchant-performance data.
- Strong negotiation skills and ability to collaborate across teams to structure win-win commercial outcomes.
- Strong communication and interpersonal skills, including the ability to influence stakeholders without formal authority.
- Expertise in PowerPoint, Excel, and the Microsoft suite.
- Travel requirement of 10%.
- Visa sponsorship is not available for this position now or in the future.
Nice To Haves
- Extensive experience with transactional risk and fraud tools across the transaction lifecycle, including deploying combinations of solutions for merchants’ needs.
- Experience with Fraud Protection Advanced, Chargeback Protection, and Dispute Automation.
- Ability to position these solutions against competitive and in-house alternatives and quantify merchant-specific risk and dispute economics.
- Ability to use AI tools to accelerate discovery, research, solutioning, and pipeline analysis.
- At least 5 years of experience solution selling to senior executives at Fortune 1000 companies, including C-level decision makers across Product, Sales, and Finance.
- A consistent track record of exceeding quota targets.
- Familiarity with Salesforce CRM.
- MBA or another advanced degree in Finance, Business, or a related field.
- Financial analysis experience.
- Strong analytical ability and skill in constructing quantified, merchant-specific business cases.
- Ability to communicate a compelling, value-based narrative to executive audiences.
- Experience selling or knowledge of omnichannel and in-store payments solutions.
Responsibilities
- Lead complex projects of diverse scope, applying an understanding of current business trends.
- Participate in complex problem resolution and determine methods for new assignments.
- Implement initiatives that result in global process improvements.
- Collaborate with cross-functional teams to drive product sales strategies.
- Provide product knowledge and market insights to enhance sales efforts.
- Partner with Account Managers to identify, shape, and advance product-specific opportunities for new and existing accounts.
- Lead discovery, solution design, competitive positioning, and pricing construction on qualified opportunities.
- Lead complex, multi-stakeholder opportunities and carry the target for opportunities developed or advanced.
- Use internal and external data to identify growth opportunities, build pipeline, prioritize opportunities, and support pricing and business cases.
- Own and evolve the specialist team’s playbook and selling process.
- Collect feedback and recommendations from Account Managers and customers and share them with Product and GTM teams to inform product roadmaps.
- Design and position combinations of PayPal capabilities and translate them into client-specific business cases with quantified value against competitive alternatives.
- Build credibility with and mobilize Account Management, Solution Engineering, Integration Engineers, Finance, Legal, and Product without formal authority.
- Act as a resource for other sellers by sharing RaaS knowledge and helping merchants progress from lead to live.
Benefits
- Generous paid time off.
- Healthcare coverage for employees and their families.
- Resources to support financial security and mental health.
- Comprehensive, choice-based programs supporting physical, emotional, and financial wellbeing.
- Additional compensation may include equity or other incentive compensation, as applicable.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
