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Director, Product Sales
Director, Product SalesPayPal • San Jose, CA, United States
Director, Product Sales

Director, Product Sales

PayPal • San Jose, CA, United States
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Job Summary

The CL9 BNPL Product Sales Specialist Lead is an important part of the PYPL sales org, whose overall goal is to grow and strengthen PayPal merchant partnerships, drive increased revenue for PayPal, and support overall adoption of PayPal’s revenue and payments solutions across Americas. The specific focus of BNPL Sales Specialist – Lead is the value-driven sale of our suite of BNPL, Pay Later and PayPal Credit solutions, with emphasis on solution selling. The Product Sales Specialist will be expected to have a deep understanding of their portfolio of named existing accounts and prospects to drive desired outcomes for PayPal, while anticipating and managing against competitor moves. For these named accounts and portfolio, the Product Sales Specialist will assist in formulating strategic partnerships, including creative commercial and structural elements.

Job Description :

Essential Responsibilities :

  • Establish overall business or technical strategy for the organization.
  • Influence decisions as an advisor or counsel at the executive level.
  • Focus on strategy development and long-term planning.
  • Drive significant impact on the success of operations through strategic initiatives.
  • Collaborate with executive leadership to align product sales strategies with organizational goals.

Expected Qualifications :

  • 10+ years relevant experience and a Bachelor’s degree OR Any equivalent combination of education and experience.

    • Preferred Qualification :

    Key Experience

  • 10+ years of experience product solutioning or selling to senior executives at Fortune 1000 companies.
  • Deep expertise in consumer value mapping and its application to customer needs within BNPL.
  • Deep expertise in funnel conversion design and optimization (ideally within Fintech, Direct to Consumer, Social, or scaled B2B2C digital platform).
  • Skilled storyteller with proven experience communicating and selling from a values-based platform.
  • Deep experience working with C-level executives and decision makers in Product, Sales, Marketing, and Finance.
  • Exceptional communication and presentation skills, with emphasis on translating insights, product information and data into client value.
  • Strong negotiation skills, with the ability to collaborate with cross-functional teams to achieve win-win outcomes.
  • Proven consultative sales abilities and ability to work well in a matrixed environment, collaborating across multiple departments and influencing all levels within an organization.
  • Strong analytical skills with ability to develop value-driven narratives and ROI-based proposals.
  • Strong industry knowledge of payments including eCommerce and Omni-acceptance solutions.
  • A consistent track record of exceeding quota targets.
  • Familiarity with Salesforce CRM is a plus.
  • Bachelor’s degree required; MBA preferred.

    • Duties and Responsibilities

  • Drive revenue growth for BNPL / Pay Later and PayPal Credit by understanding the merchant’s business needs and aligning their needs with our solutions.
  • Partner with front book Account Executives on net new business deals and targeted co-selling into portfolio of named existing accounts with back book AEs.
  • Support team to grow and maintain the US BNPL / Pay Later / PayPal Credit pipeline, with accurate forecasting and associated account plans.
  • Collaborates with internal stakeholders to identify and propel cross-sell opportunities.
  • Supports the US Product Sales Specialist team, responsible for co-managing entire sales cycle with AE by identifying potential sales, conducting pre-sales calls, delivering customized presentations, delivering ROI-based proposals and supporting negotiating complex contracts.
  • Typically will lead most key prospecting and opportunity driving activities, as well as winning the deal and ensuring a successful LTS and post-live experience.
  • Leads : discovery, product fit consulting, sales pitch, pre-sales demo, pricing, negotiation, Compliance / UW, KYC / AML, Risk, Contract generation, account training / demos, LTS and post-live support, and sales closing.
  • Supports in partnership with AE / SE / Product Success : prospecting, account creation, integration, and win / loss analysis.
  • Selling the following key products : Upstream messaging (primary) and button placement (secondary) for BNPL, Pay Later, PayPal Credit, and all new products / feature enhancements.
  • Ideally drives outcomes such as co-marketing, case studies / testimonials, exclusivity (ideal), co-existence in short term / phased approaches, A / B testing, and data sharing; builds a measurable value proposition that resonates with multiple stakeholders.
  • Regularly provides feedback to set priorities for product development, finance, legal, marketing, GTM, and sales enablement based on customer experience.
  • Makes a positive impact on culture and team through sharing learnings, building trust and leading by example.
  • Proficient in Microsoft Word, Excel, PowerPoint, and Salesforce.
  • Travel up to 40% of time.

    • Key attributes

  • Deep end-user centricity : both consumer and merchant.
  • Operates as a hunter – proactively identifying opportunities and building strategic account plans across both existing customer book and net new opportunities.
  • Fiercely competitive with strong sense of urgency to accomplish goals.
  • Can remain focused and unfazed during periods of ambiguity.
  • Team-centric and client-first mentality, able to direct and influence key internal stakeholders and build key working relationships.
  • Enthusiastic student of the art of sales; intellectual curiosity is a must.
  • Project management skills are a must.
  • Flexible, decisive and fun to work with.

    • Subsidiary : PayPal

    Travel Percent : 40

    PayPal is committed to fair and equitable compensation practices. Actual compensation is based on factors including location, skills, and experience. The total compensation may include an annual bonus, equity, and benefits. For more information, visit the PayPal benefits site.

    The US national annual pay range for this role is $270,000 to $464,200.

    PayPal does not charge candidates any fees for courses, applications, resume reviews, interviews, background checks, or onboarding. If you encounter any solicitations, please visit the safety notices on our careers site.

    For most employees, PayPal offers a balanced hybrid work model with 3 days in the office and 2 days remote to support collaboration and flexibility.

    Our Benefits :

    We offer benefits to support financial, physical, and mental health, including flexible work environment, employee stock options, and health insurance. To learn more, visit the PayPal benefits site.

    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 and will provide reasonable accommodations for qualified individuals with disabilities. If you cannot submit an application due to incompatible assistive technology or a disability, please contact us at paypalglobaltalentacquisition@paypal.com.

    Belonging at PayPal

    We strive to create an environment where everyone can do their best work with a sense of belonging. We are committed to a diverse workforce reflective of the communities we serve.

    For general consideration of your skills, please join our Talent Community.

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    Director Product • San Jose, CA, United States

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