Sr Manager, Sales Specialist, Risk-as-a-Service
About The Position
The Sr. Manager, Sales Specialist - RaaS, is part of the North America Commercial sales team, partnering with Account Management to grow adoption and margin for PayPal's RaaS solutions, including Fraud Protection Advanced, Chargeback Protection, and Dispute Automation. These solutions apply AI-driven risk models, built on transaction data from PayPal's global network, to help merchants protect revenue while preserving approval rates. Fraud Protection Advanced puts fraud decisioning directly in the merchant's hands, Chargeback Protection has PayPal assume risk on eligible transactions, and Dispute Automation centralizes how merchants manage disputes across providers. This is a consultative role. The Specialist leads with discovery, diagnosing each merchant's needs before designing the right solution and positioning differentiated value against competitors, from opportunity through activation. Success is measured by profitable activated volume within assigned verticals.
Requirements
- 8+ years relevant experience and a Bachelor’s degree OR Any equivalent combination of education and experience.
- Extensive experience with transactional risk and fraud tools across the transaction lifecycle, and the ability to deploy the right combination of solutions to optimize for a merchant's unique needs; experience with Fraud Protection Advanced (FPA), Chargeback Protection (CBP), and Dispute Automation (DA) specifically is a bonus.
- Acts as a resource and force multiplier for other sellers, sharing knowledge of RaaS systems and operations, and ushering merchants from lead to live with a focus on discovery and solutioning.
- Ability to position FPA, CBP, and DA against competitive and in-house alternatives, and translate risk and dispute economics, including chargeback ratios and dispute volume, into a quantified, merchant-specific business case.
- Expertise in getting the most out of AI, using AI tools to accelerate discovery, research, solutioning, and pipeline analysis, not just familiarity with them.
- 5+ years of experience solution selling to senior executives at Fortune 1000 companies, including experience engaging C-level decision makers across Product, Sales, and Finance.
- A consistent track record of exceeding quota targets.
- Familiarity with Salesforce CRM.
- Financial analysis experience.
- A strong analytical mind, with the ability to build ROI-based business cases and evidence-based sales narratives.
- Strong negotiation skills, with the ability to collaborate across teams to structure win-win commercial outcomes.
- Strong communication and interpersonal skills, with the ability to influence and engage stakeholders informally.
- Expert in PowerPoint, Excel, and the Microsoft suite.
- Skilled storyteller, with the ability to communicate a compelling, value-based narrative to executive audiences.
- Experience selling or knowledge of omni-channel and in-store payments solutions.
Nice To Haves
- MBA or other advanced degree in Finance, Business, or a related field.
Responsibilities
- Lead complex projects of diverse scope requiring 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 expertise in 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 deeper discovery, solution design, competitive positioning, and pricing construction on qualified opportunities.
- Lead complex, multi-stakeholder opportunities that require sound judgment and an understanding of current market and business trends.
- Carry the target for the opportunities you develop or advance.
- Leverage internal and external data to identify growth opportunities and build pipeline.
- Own and evolve the specialist team's playbook and selling process.
- Collect feedback and recommendations from Account Managers and customers, and channel them back to Product and GTM teams to help shape future product roadmaps.
- Designs and positions the right combination of PayPal capabilities, not a single product in isolation, and translates that combination into a client-specific business case and quantified value against competitive alternatives.
- Uses sales pipeline, back-book portfolio data, and product and merchant performance data to prioritize opportunities, build the commercial case, and support pricing decisions, treating data as the basis for prioritization, not a supporting exhibit.
- Builds credibility with and mobilizes Account Management, Solution Engineering, Integration Engineers, Finance, Legal, and Product without formal authority over those teams.
Benefits
- Generous paid time off
- Healthcare coverage for you and your family
- Resources to create financial security
- Support your mental health
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What This Job Offers
Job Type
Full-time
Career Level
Manager
