VP Direct Sales

Paysafe•Remote East, USA, OR

About The Position

The VP, Direct Sales is a senior commercial leader with full ownership of revenue performance, pipeline health, and sales execution across the Direct Sales Channel—spanning Telesales, Middle Market, Enterprise, and Petroleum Card Services (PCS). This role combines enterprise sales leadership with strategic business development and owns the channel growth strategy end-to-end. The VP is responsible for defining segment strategies, driving operating discipline, and ensuring execution rigor across all levels of the organization. The role requires strong commercial leadership, operational excellence, and cross-functional influence—translating company growth objectives into measurable outcomes while removing friction across the sales lifecycle (lead generation, underwriting, approval, and activation).

Requirements

Bachelor’s degree in Business Administration, Finance, Marketing, Communications or a related field or experience in lieu of degree, required.
15+ years of progressive experience in business development, sales, or strategic partnerships.
Proven success in a leader-of-leaders structure with accountability for national or major regional revenue performance
Deep experience in payments, merchant acquiring, or financial technology
Demonstrated ability to scale sales organizations while maintaining strong operating discipline
Track record of delivering against aggressive growth targets in complex, competitive environments
Strong commercial acumen, including pricing strategy, deal structuring, and negotiation
Advanced analytical capability across funnel metrics, forecasting, and performance management

Nice To Haves

Master’s degree or MBA preferred.

Responsibilities

Own the end-to-end Direct Sales channel strategy across Telesales, Middle Market, Enterprise, and PCS
Define segmentation, coverage models, capacity planning, and territory design across all segments
Establish clear growth plans by segment, including target verticals, deal profiles, and go-to-market approach
Differentiate and evolve the PCS motion, ensuring alignment to petroleum-specific economics, partners, and customer needs
Continuously adjust strategy based on performance trends, competitive dynamics, and market opportunities
Work closely with the Business Development organization to drive new lead sources for our Direct Sales teams, specifically with Small and Regional FI and Community Banks.
Deliver against bookings, revenue, and contribution targets across all Direct Sales segments
Drive pipeline generation, conversion rates, deal velocity, and activation metrics
Own weekly, monthly, and quarterly business rhythm (pipeline inspection, forecast calls, QBRs)
Ensure forecast accuracy with clear accountability at each level of the organization
Identify and address performance gaps quickly with data-driven action plans
Lead a multi-layered organization of sales leaders across Telesales, MM, Enterprise, and PCS
Set clear expectations, performance standards, and accountability frameworks at every level
Coach leaders on pipeline management, deal strategy, forecasting, and team development
Build a strong leadership bench and succession pipeline across the organization
Drive performance management discipline, including hiring, development, and exits where needed
Partner with Product, Marketing, Risk, and Operations to improve win rates and reduce friction across the sales lifecycle.
Sponsor and lead strategic deals; guide negotiations and executive engagement for high-value opportunities.