Director, Large Enterprise Commercial - B2B Commerce

Job Summary:

The Director, Large Enterprise Commercial – B2B Commerce is a senior leadership role responsible for driving PayPal’s expansion across enterprise B2B verticals such as SaaS, digital services, manufacturing, distribution/logistics, multi-level marketing, and other complex use cases. These verticals represent some of PayPal’s most innovative and high-value opportunities, where success depends on solving unique enterprise payment workflows — recurring billing, reconciliation, cross-border, and large-scale digital payout networks.

This leader will manage a team of senior Account Managers and first-line leaders, owning the growth strategy, account execution, and commercial rigor across a multi-billion-dollar portfolio. Reporting to the VP of Digital Money & Commerce Solutions, the Director will partner closely with Product, Legal, Risk, Compliance, and Engineering to deliver sustainable revenue growth while ensuring disciplined execution.

Job Description:

Essential Responsibilities:

• Develop and influence business strategies for organizational success.
• Provide strategic counsel to executive leadership.
• Lead initiatives that drive significant business impact.
• Collaborate with cross-functional teams to align strategies.
• Monitor industry trends to inform strategic decisions.

Expected Qualifications:

• Minimum of 15 years of relevant work experience and a Bachelor's degree or equivalent experience.

Responsibilities:

• Own and drive the B2B account growth strategy across SaaS, manufacturing, distribution/logistics, MLM, and digital services verticals.
• Lead a team of senior Account Managers and leaders, setting high performance standards, holding directs accountable, and building a bench of enterprise-ready operators.
• Build and expand executive-level relationships with B2B clients, positioning PayPal as a strategic payments infrastructure partner.
• Ensure pipeline discipline: Salesforce hygiene, realistic weighted/unweighted coverage, and clean forecasting that withstands executive scrutiny.
• Oversee negotiation of complex enterprise contracts — SaaS pricing, global rollouts, payment optimization — ensuring mutual value and competitive positioning
• Translate B2B-specific client requirements (ERP/finance integration, recurring billing, reconciliation, high-volume digital payouts, cross-border) into product asks that can scale across the portfolio.
• Drive renewal and expansion motions, preventing churn in high-profile accounts while scaling new logos into revenue impact.
• Escalate early with Legal, Finance, Product when blockers arise — not absorbing delays but forcing accountability to hit merchant timelines.
• Develop industry playbooks for manufacturing, SaaS, MLM, and digital services to ensure repeatable frameworks tied to product and revenue unlocks.
• Champion cross-functional collaboration while raising the operational bar — modeling inspection discipline, business case rigor, and accountability across the team.

Qualifications:

• 10+ years in payments, fintech, or B2B commerce, with 5+ years leading account management or enterprise client portfolios.
• Proven success growing enterprise SaaS, digital services, manufacturing, or MLM portfolios — closing and expanding $100M+ deals with C-level stakeholders.
• Deep familiarity with B2B payment workflows: ERP/finance integration, invoicing, reconciliation, recurring billing, cross-border settlement, high-volume payouts.
• Demonstrated ability to scale high-performing teams (leaders + AMs), with a track record of coaching talent and making decisive moves on underperformance.
• Strong commercial acumen with experience negotiating complex multi-product deals in competitive landscapes.
• Exceptional executive presence, communication, and influence with both clients and internal stakeholders.
• Expertise in Salesforce pipeline management, forecasting accuracy, and revenue reporting.