Director, System Integrator Partnerships

The Company

Fueled by a fundamental belief that having access to financial services creates opportunity, PayPal (NASDAQ: PYPL) is committed to democratizing financial services and empowering people and businesses to join and thrive in the global economy. Through a combination of technological innovation and strategic partnerships, PayPal creates better ways to manage and move money, and offers choice and flexibility when sending payments, paying, or getting paid.

We operate a global, two-sided network at scale that connects merchants and consumers with 426 million active accounts (consisting of 392 million consumer active accounts and 34 million merchant active accounts) across more than 200 markets. PayPal helps merchants and consumers connect, transact, and complete payments, whether they are online or in person. PayPal is more than a connection to third-party payment networks. We provide proprietary payment solutions accepted by merchants that enable the completion of payments on our platform on behalf of our customers.

We offer our customers the flexibility to use their accounts to purchase and receive payments for goods and services, as well as the ability to transfer and withdraw funds. We enable consumers to exchange funds more safely with merchants using a variety of funding sources, which may include a bank account, a PayPal or Venmo account balance, PayPal and Venmo branded credit products, a credit card, a debit card, certain cryptocurrencies, or other stored value products such as gift cards, and eligible credit card rewards. Our PayPal, Venmo, and Xoom products also make it safer and simpler for friends and family to transfer funds to each other. We offer merchants an end-to-end payments solution that provides authorization and settlement capabilities, as well as instant access to funds and payouts. We also help merchants connect with their customers, process exchanges and returns and manage risk. We enable consumers to engage in cross-border shopping and merchants to extend their global reach while reducing the complexity and friction involved in enabling cross-border trade.

PayPal is a purpose-driven company whose beliefs are the foundation for how we conduct business every day. We hold ourselves to our One Team Behaviors which demand that we hold the highest ethical standards, to empower an open and diverse workplace, and strive to treat everyone who is touched by our business with dignity and respect. Our employees challenge the status quo, ask questions, and find solutions. We want to break down barriers to financial empowerment. Join us as we change the way the world defines financial freedom.

The Position

The Director, System Integrator Partnerships, will oversee strategic, commercial partnerships with System Integrators, with a primary focus on North America. The main day-to-day focus will be on developing PayPal’s System Integrator strategy and program and leading our commercial partnerships with top players in this space, expanding PayPal’s ability to deliver end-to-end commerce and payments solutions. This role requires a deep understanding of the commerce and payments landscape, the business models of System Integrators, and experience developing and growing new sales channels.

We seek an experienced go-to-market GTM sales leader who can foster shared objectives among Channel Partner teams and establish clear mechanisms to track progress against goals. The ideal candidate is a collaborative sales executive with deep expertise in commerce and payments who can achieve results in a complex environment.

The successful candidate will possess a general management skill set, experience managing capable teams, and a track record of implementing scalable processes while leveraging analytics and data-driven insights. A strong sense of ownership, drive, people management skills, and an entrepreneurial spirit are essential for this role.

Responsibilities

• Develop and implement a System Integrator strategy and program for the North America Channel Partner team that aligns with PayPal’s long-term objectives and commercial goals, focusing on target markets, customers, and product opportunities.
• Monitor and assess the effectiveness of our System Integrator strategy, making data-driven recommendations for improvement.
• Collaborate closely with marketing to ensure alignment between sales and marketing strategies, ensuring a cohesive approach to lead generation, account activation, and the overall customer journey. This includes sharing customer insights and analytics, facilitating seamless hand-offs, and jointly managing pipeline performance metrics.
• Engage with internal stakeholders to provide customer feedback and insights, contributing to the refinement and development of PayPal's products, partnerships, and platform enhancements.
• Foster collaboration with key stakeholders, including product teams, to integrate customer feedback from sales into PayPal’s product strategy and innovation. Work closely with product marketing to leverage pricing and marketing insights, coordinate strategies with field sales, and collaborate with sales operations to enhance sales support and incentive planning.
• Design and implement initiatives to improve sales talent and capabilities, including defining target hiring profiles, developing upskilling and coaching programs, and providing the necessary sales tools aligned with PayPal’s global growth objectives. Facilitate the sharing of best practices among sales teams and actively coach Channel Partner Sales leadership to enhance their effectiveness as people leaders.
• Own System Integrator partner sales performance by setting clear, Sytem Integrator-specific targets and KPIs that are both leading (e.g., deal registration, certification progress, services attach) and lagging (bookings, quota retirement). Targets and KPIs should motivate System Integrator partner managers and field sellers to execute Channel Partner priorities, and ensure transparent, organization-wide reporting on forecasts, pipeline health by practice/region, and productivity.

Qualifications

• 10+ years of experience in sales, System integration strategies for Channel partners, business development, or relationship management. Experience with the payments and System Integrator industries preferred.
• Proven track record in developing and leading successful sales teams across various geographies and markets, with a focus on driving revenue through partnerships.
• Strong knowledge of the payments industry, including PayPal products and competitor offerings, with insights into geographic nuances that inform effective System Integrator strategies in North America.
• In-depth understanding of customer payment needs and market trends, with a focus on key touchpoints across the sales funnel.
• Excellent ability to manage team performance on a day-to-day basis, ensuring alignment with annual and quarterly targets.
• Experience collaborating across regions and functional teams to achieve common goals within a hands-on, results-oriented environment.
• Proven track record of driving operational excellence with a focus on P&L management.
• Creative problem solver with the ability to develop innovative solutions.
• Demonstrated success in executing against goals, balancing attention to detail with effective delegation.
• High sense of urgency and capability to manage multiple projects simultaneously.
• Strong business acumen with a solid understanding of product strategy, excelling at identifying opportunities and navigating challenges. Expert negotiator in enterprise and technical sales.
• Strong strategic, analytical, and problem-solving skills, with experience building trusted relationships with executive stakeholders.
• Exceptional communication skills, capable of crafting compelling narratives to influence technical and business stakeholders at all levels, including the C-suite.
• Comfortable operating in ambiguous, fast-paced environments with evolving global products.
• Proficient in analytics, turning insights into actionable business recommendations to optimize strategy.
• Bachelor’s degree required. Masters is a plus.

Commitment to Diversity and Inclusion

PayPal provides equal employment opportunity EEO to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state, or local law. In addition, PayPal will provide reasonable accommodations for qualified individuals with disabilities.

Our Benefits:

At PayPal, we’re committed to building an equitable and inclusive global economy. And we can’t do this without our most important asset—you. That’s why we offer benefits to help you thrive in every stage of life. We champion your financial, physical, and mental health by offering valuable benefits and resources to help you care for the whole you.

We have great benefits including a flexible work environment, employee shares options, health and life insurance and more. To learn more about our benefits please visit https://www.paypalbenefits.com.

Who We Are:

Click Here to learn more about our culture and community.

Commitment to Diversity and Inclusion

PayPal provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state, or local law. In addition, PayPal will provide reasonable accommodations for qualified individuals with disabilities. If you are unable to submit an application because of incompatible assistive technology or a disability, please contact us at paypalglobaltalentacquisition@paypal.com.

Belonging at PayPal:

Our employees are central to advancing our mission, and we strive to create an environment where everyone can do their best work with a sense of purpose and belonging. Belonging at PayPal means creating a workplace with a sense of acceptance and security where all employees feel included and valued. We are proud to have a diverse workforce reflective of the merchants, consumers, and communities that we serve, and we continue to take tangible actions to cultivate inclusivity and belonging at PayPal.

Any general requests for consideration of your skills, please Join our Talent Community.

We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates. Please don’t hesitate to apply.