Director Account Executive (V)

The Company

PayPal has been revolutionizing commerce globally for more than 25 years. Creating innovative experiences that make moving money, selling, and shopping simple, personalized, and secure, PayPal empowers consumers and businesses in approximately 200 markets to join and thrive in the global economy. 

We operate a global, two-sided network at scale that connects hundreds of millions of merchants and consumers. We help 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. 

Our beliefs are the foundation for how we conduct business every day.  We live each day guided by our core values of Inclusion, Innovation, Collaboration, and Wellness. Together, our values ensure that we work together as one global team with our customers at the center of everything we do – and they push us to ensure we take care of ourselves, each other, and our communities.

Job Description Summary:

The Director, Enterprise Portfolio Sales is responsible for leading a team that develops growth strategies and drives revenue and profit from within PayPal’s United States Enterprise sector, which is comprised of discrete named accounts. These companies make up some of PayPal’s largest clients. Reporting to the Senior Director, Portfolio Sales who leads PayPal’s North American back book group, the role will require a significant track record of driving incremental commercial growth via strategic account leadership and successful executive engagement in a complex solution selling and competitive environment. It will also demand strong portfolio management leadership in which the best qualified individual leads the team to limit account decline, reduce churn, and grow both revenue and margin volumes through contract renegotiations and renewals. Ultimately, this high-level performer is expected to serve as a player/coach to a team to increase PayPal’s relevance with some of the most influential companies in the U.S..

This role will own the responsibility of expanding the commercial relationships with some of its key strategic partners. Responsibilities will include leading a team that owns the overall strategy and commercial targets for these partnerships with a particular focus on developing a pipeline of value-based opportunities and fostering new strategic relationships. By establishing and growing business and technical relationships as well as managing the interactions with executive sponsors with the partner, this executive will be responsible for driving growth and further adoption and integration of PayPal’s business assets. The best candidate will have led others to build and maintain account and portfolio management practices including Account Planning, strategic visioneering with and for customers, and save plans designed to prevent churn and decline.

The ideal candidate will possess a combination of experience (sales/business development, product, marketing, executive, etc.) allowing for effective engagement with key partners at several levels. He/she should also have a demonstrated ability to think strategically about new business models, product integrations, and technical challenges as well as build and convey compelling value propositions and drive innovation with partners. The position also requires experience working with technical services and products along with working knowledge of service delivery, business operations, and cross-functional team management.

Job Description:

Responsibilities: 

• Lead a team that builds and executes strategies to grow commercial and strategic relationships with some of PayPal’s largest partners.  
• Own and drive revenue growth by leading a team as well as participating fully in identifying cross-sell and upsell opportunities, best practice implementations, co-marketing programs and jointly developing solutions that meet mutual customer needs and strategic objectives.
• Develop relationships and credibility required to effectively convey the value of PayPal’s solutions and vision to C-level executives.
• Negotiate or renegotiate favorable commercial terms, contracts and agreements that create sustainable, long-term value for all parties. 
• Strong collaboration with internal stakeholders across PayPal Inc. globally such as technology and product specialists, finance, sales and integration engineers, legal, risk, sales operations, marketing and other teams as appropriate to achieve desired results. 
• Accelerate results through superior pipeline management, navigating internal and external product roadmaps, and influencing resource allocation.
• Serve as a catalyst for change and continuous improvement. As the voice of customer, based on learnings and competitor analysis, provide valuable insights on product enhancements, new solutions and go-to market strategies. 
• Understand complex technology solutions that span mobile, e-commerce, point of sale, processing, and other interfaces to design comprehensive and meaningful consumer experiences that drive business results for global merchants.
• Identify opportunities to increase PayPal’s share of checkout and influence merchants to adopt recommended optimization strategies that will increase overall PayPal awareness.
• Prepare and give business reviews to PayPal and partner senior leadership.
• Employ superior negotiation and communication abilities as an influencer while embodying unquestionable integrity and trust.
• Drive for results with a bias toward action based on a comprehensive strategy. 

Professional Qualifications: 

• Bachelor’s degree – MBA preferred, or equivalent experience. 
• 10+ years of experience in business development or enterprise account management, particularly driving progress with global executives on technology solutions payments and commerce strategies. 
• Experience leading teams of business development, partnership, or account management executives.
• Must have experience in payments or fintech.
• Strong financial and business acumen with a high degree of comfort engaging with technical leaders internally and externally.
• Ability to think and work creatively to develop unique joint value propositions and product strategy within PayPal.
• Experience negotiating complex contracts and achieving deal terms which are favorable to the company.
• Ability to synthesize complex information into the essential points needed to inform executive decision making.
• Outstanding communication skills and ability to collaborate effectively in a matrixed organization.
• Superior relationship building and exceptional consultative sales skills with a passion and hunger to win.
• Results oriented, analytical, self-motivated and a “hands on” person with proven ability to meet objectives and targets.
• Ability to travel 25%-50%.
• Recognizes and understands critical cultural approaches to doing business globally. 
• Executive presentation skills; including in-person, written, and verbal. 

Subsidiary:

PayPal

Travel Percent:

50

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PayPal is committed to fair and equitable compensation practices.

Actual Compensation is based on various factors including but not limited to work location, and relevant skills and experience.

The total compensation for this practice may include an annual performance bonus (or other incentive compensation, as applicable), equity, and medical, dental, vision, and other benefits. For more information, visit https://www.paypalbenefits.com.

The U.S. national annual pay range for this role is

$186200 to $000

For the majority of employees, PayPal's balanced hybrid work model offers 3 days in the office for effective in-person collaboration and 2 days at your choice of either the PayPal office or your home workspace, ensuring that you equally have the benefits and conveniences of both locations.

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 talentaccommodations@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.