Director, Large Enterprise Commercial - B2B CommercePayPal • San Jose, CA, United States

Director, Large Enterprise Commercial - B2B Commerce

PayPal • San Jose, CA, United States

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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 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, 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.

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.

Additional Responsibilities And Preferred Qualifications

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.

PayPal is committed to fair and equitable compensation practices. The U.S. national annual pay range for this role is $270,000 to $464,200. 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.

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Director Enterprise • San Jose, CA, United States