PayPal

Head of Sales, In-Store & Digital

PayPal

March 27, 2021

New York, NY 10014, US


Who we are: 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. Our open digital payments platform gives PayPal’s 375 million active account holders the confidence to connect and transact in new and powerful ways, whether they are online, on a mobile device, in an app, or in person. 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. Available in more than 200 markets around the world, the PayPal platform, including Braintree, Venmo and Xoom enables consumers and merchants to receive money in more than 100 currencies, withdraw funds in 56 currencies and hold balances in their PayPal accounts in 25 currencies.
Job Description Summary: PayPal’s Head of In-Store & Digital Commerce Sales will lead a transformative, highly experienced Enterprise Sales Center of Excellence (COE) comprised of seasoned Account Executives that partner with the core Payments Sales team to help PayPal’s largest merchant partners grow their business, expand reach to new customers and ultimately realize the full potential and value of working with PayPal. The Account Executives in this COE are focused on growing PayPal’s in-store and digital revenue through the value-driven sale of our large enterprise omnichannel payment processing technologies. They target clients both within our vast existing enterprise merchant base and net-new merchants in collaboration with PayPal’s core Payments Sales team. Account Executives in this COE are leading transformation for the Company, driving a new and greatly expanded value proposition and solution set which appeals to CFOs, CMOs and other C-suite executives of large retailers to position PayPal as a provider that is shifting from purely online payments to driving innovative in-store and digital payment solutions. The Head of In-Store & Digital Commerce Sales will lead an experienced Sales team and will oversee the expansion of PayPal’s value proposition for its largest merchant partners and ensure that its inclusive of other new initiatives such as Buy Now Pay Later. This leader’s team will drive the sales process, positioning, and marketing of breakthrough new solutions serving as a full-commerce accelerator vis-à-vis handling a merchant’s entire back-end payment transaction processing and prompting its customers to take additional actions such as register for loyalty programs and download the merchant’s app – thereby enabling merchants to increase sales, customer acquisition, and loyalty.
Job Description:
Key Responsibilities:
  • Lead a geographically dispersed team of senior Large Enterprise Account Executives that focus on driving business growth within PayPal’s Large Enterprise segment by developing new (and expanding existing) relationships with large brick-and-mortar retailers.
  • Ensure that Account Executives are successfully originating new opportunities and pursuing all avenues for sales growth, thereby meeting and exceeding revenue targets.
  • Provide leadership to the sales team by hiring top talent, setting aspirational but obtainable sales targets, growing the top-line, and setting departmental vision and goals.
  • Set company-wide sales strategies by providing robust sales metrics and performance reporting.
  • Set and refine KPIs and other operating metrics to assess team effectiveness.
  • Collaborate with other departmental leaders to drive overall revenue generation for PayPal’s Large Enterprise segment.
  • Create strategies that drive overall growth at PayPal.
  • Lead with a strong analytical approach by developing measurable OKRs.
  • Determine areas of opportunities and actionable changes to increase productivity.
  • Establish and nurture trusted relationships.
Requisite Experience
  • A minimum of 10 years of experience managing an Enterprise Sales function for a global firm.
  • Experience managing teams of Account Executives that sell innovative payments solutions.
  • Experience managing teams of Account Executives that sell to large brick-and-mortar merchants – particularly within the grocery store, drug store, and / or big-box store sectors.
  • Experience closing large complex partnerships and / or enterprise transactions.
  • Deep understanding of complex sales cycles in a highly regulated domain.
  • A healthy consumer-focused obsession with a high sense of urgency and a “get things done” action orientation.
  • Ability to propose creative solutions to meet customer requirements.
  • History of success building sales teams at fast-growing companies, preferably in the FinTech space.
  • Growth mindset with a strong desire to collaborate.
  • Exceptional communication and presentation skills.
  • Ability to lead through influence in addition to through authority.
  • A personal alignment to PayPal’s mission.

Top 5 skill sets and experiences that this Sales Leader will ideally possess:
  • Large Enterprise merchant sales subject matter expertise.
  • Digital wallet and payments experience.
  • Business development skillset, mindset, and approach to customer acquisition & engagement.
  • Commercial acumen and accountability.
  • Leadership & management experience in a globally matrixed organization.

The type of Sales leader that flourishes at PayPal (behaviors, motivations, the how):
  • Holistic Business Developer – an enthusiastic student of the art of sales who effectively builds relationships, crafts strategic account plans, and operates across the sales funnel to link strategies to commercial outcomes.
  • Results Focus – a business builder with unwavering focus on the customer who ties all work back to overall commercial impact.
  • Strong Collaborator – who partners with stakeholders for win-win.
  • Change Agent – we are rapidly evolving as a business and need someone who can be at the helm to lead change.
  • Thought Leader – uncovers consumer insights to create new sales opportunities.
  • Nurturer of Talent – to bring out the best in individuals and teams.
  • Deals with Ambiguity – to take the unknown into action.
  • Challenges the Status Quo – one who has intellectual curiosity to proactively explore ways to improve processes.
  • A believer in the “Greater Good” – one who always puts others’ needs above their own.

The type of Sales Leader who will not be successful (behaviors, motivations, the how):
  • Command and Control Leadership Style – we want leaders who elevate their people not control them.
  • Needs to control all levers – we want our leaders to be able to partner interpedently to deliver great work.
  • Rigid “play it safe” planner – we need leaders who can take a test & learn approach to the portfolio with a constant learning agenda and an innate propensity to take risks.

We're 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.
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.