Merchant Services Partner Channel Sales Leader

About this role:

Wells Fargo is seeking a strategic and results-driven Merchant Services Sales Director to lead the Partner Channel sales organization. Merchant Services delivers industry-leading payment acceptance solutions, including merchant acquiring, gateway services, fraud management, digital commerce, and invoice presentment capabilities that help businesses optimize payment experiences and accelerate growth. This leader will drive go-to-market strategy, revenue growth, and partner acquisition by building and expanding relationships with key channel partners, including software providers, franchisors, associations, private equity firms, and other strategic referral organizations. Through these partnerships, the team will extend Wells Fargo's reach, create scalable distribution opportunities, and accelerate merchant acquisition across targeted markets.

The Merchant Services Sales Director will lead a high-performing team of Merchant Sales Consultants, establishing strategic priorities, driving disciplined sales execution, and fostering a culture of accountability, collaboration, and performance. The ideal candidate brings deep payments expertise, a proven track record of developing and scaling partner ecosystems, and the ability to influence senior stakeholders within a complex, matrixed organization. Success in this role requires strong commercial acumen, executive presence, and a demonstrated ability to identify growth opportunities, execute strategic initiatives, and deliver sustainable business results through both direct and partner-led sales channels.

Learn more about the career areas and lines of business at wellsfargojobs.com.

In this role, you will:

• Lead and develop a high-performing organization of sales professionals responsible for driving Merchant Services revenue growth through strategic channel partnerships, including software providers, ISVs, franchisors, associations, private equity firms, referral networks, and other distribution partners.
• Develop and execute long-term partner go-to-market strategies that expand market reach, accelerate merchant acquisition, increase partner-led revenue, and strengthen Wells Fargo's position within the payment's ecosystem.
• Own business performance across the Partner Channel organization, with accountability for partner acquisition, partner productivity, portfolio growth, revenue generation, profitability, and execution against strategic objectives.
• Establish and expand strategic relationships with key partner organizations, identifying opportunities to create scalable distribution channels, increase referral volume, and deepen market penetration across targeted industries and client segments.
• Lead business development efforts across partner-led sales channels while partnering with Product, Risk, Credit, Operations, Technology, and Relationship Management teams to deliver integrated solutions and exceptional partner experiences.
• Serve as a strategic advisor to senior leadership by identifying emerging payment trends, industry partnerships, competitive threats, and ecosystem opportunities that inform business strategy and investment priorities.
• Lead transformation initiatives that enhance partner onboarding, channel effectiveness, operational efficiency, and organizational scalability while navigating evolving market, competitive, and regulatory landscapes.
• Establish and maintain governance frameworks, operational controls, performance metrics, financial disciplines, and risk management practices to support sustainable growth and regulatory compliance.
• Champion a data-driven sales culture through disciplined management routines, partner performance analytics, forecasting, pipeline governance, and strategic resource allocation.
• Collaborate and influence cross-functional stakeholders across Product, Treasury Management, Commercial Banking, Risk, Operations, Marketing, and Technology to ensure alignment between partner strategies, client needs, and enterprise priorities.
• Interpret and implement policies, compliance requirements, and operational procedures while ensuring partner programs are executed in accordance with regulatory and risk management standards.
• Manage the allocation of people and financial resources to maximize partner channel performance, support growth objectives, and deliver targeted business outcomes.
• Build and develop a diverse, high-performing team while fostering a culture of accountability, innovation, collaboration, and continuous talent development.
• Influence executive leadership to shape channel strategy, prioritize investments, resolve complex organizational challenges, and deliver sustainable growth through indirect sales and strategic partnerships.
  
  

Required Qualifications:

• 10+ years of Merchant Services Sales experience, or equivalent experience demonstrated through one or a combination of the following: work experience, training, military experience, education
• 4+ years of management or leadership experience

Desired Qualifications:

• Extensive experience leading Partner Channel, Merchant Services, and Payments go-to-market strategies.
• Proven success building and scaling strategic partner ecosystems, including ISVs, fintechs, franchisors, associations, and referral networks.
• Deep understanding of merchant acquiring embedded payments, digital commerce, fintech partnerships, and enterprise payment solutions.
• Demonstrated success driving revenue growth, market expansion, merchant acquisition, and partner-led sales performance.
• Executive presence with the ability to influence senior leaders, partner executives, and key stakeholders.
• Proven ability to build strategic cross-functional partnerships across Sales, Product, Technology, Risk, Operations, and Finance.
• Experience leading organizations through transformational growth, channel expansion, and organizational change.
• Strong sales leadership capabilities, including pipeline governance, forecasting, performance management, and talent development.

Posting Locations:

• 550 S. Tryon - Charlotte, North Carolina
• 401 Las Colinas Blvd W Bldg B - Irving, Texas
• 1150 W Washington St - Tempe, Arizona
• 2850 S Price Rd - Chandler, Arizona
• 171 17th Street - Atlanta, Georgia
• 333 Market St - San Francisco, California
• 10 S. Wacker - Chicago, Illinois

Job Expectations:

• Ability to work at one of the locations in this job posting.
• Ability to travel up to 30% of the time.
• This position is not eligible for Visa Sponsorship
• This position currently offers a hybrid work schedule.
• Specific compliance policies may apply regarding outside activities and/or personal investing; affected employees will be expected to provide information to the Wells Fargo Personal Account Dealing Team and abide by applicable policy requirements if hired. Information will be shared about expectations during the recruitment process.

Pay Range

Reflected is the base pay range offered for this position. Pay may vary depending on factors including but not limited to demonstrated examples of prior performance, skills, experience, or work location. Employees may also be eligible for incentive opportunities.

Benefits

Wells Fargo provides eligible employees with a comprehensive set of benefits, many of which are listed below. Visit Benefits - Wells Fargo Jobs for an overview of the following benefit plans and programs offered to employees.

• Health benefits
• 401(k) Plan
• Paid time off
• Disability benefits
• Life insurance, critical illness insurance, and accident insurance
• Parental leave
• Critical caregiving leave
• Discounts and savings
• Commuter benefits
• Tuition reimbursement
• Scholarships for dependent children
• Adoption reimbursement

Posting End Date:

* Job posting may come down early due to volume of applicants.

We Value Equal Opportunity

Wells Fargo is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other legally protected characteristic.

Employees support our focus on building strong customer relationships balanced with a strong risk mitigating and compliance-driven culture which firmly establishes those disciplines as critical to the success of our customers and company. They are accountable for execution of all applicable risk programs (Credit, Market, Financial Crimes, Operational, Regulatory Compliance), which includes effectively following and adhering to applicable Wells Fargo policies and procedures, appropriately fulfilling risk and compliance obligations, timely and effective escalation and remediation of issues, and making sound risk decisions. There is emphasis on proactive monitoring, governance, risk identification and escalation, as well as making sound risk decisions commensurate with the business unit’s risk appetite and all risk and compliance program requirements.

Applicants with Disabilities

To request a medical accommodation during the application or interview process, visit Disability Inclusion at Wells Fargo.

Drug and Alcohol Policy

Wells Fargo maintains a drug free workplace. Please see our Drug and Alcohol Policy to learn more.

Wells Fargo Recruitment and Hiring Requirements:

a. Third-Party recordings are prohibited unless authorized by Wells Fargo.

b. Wells Fargo requires you to directly represent your own experiences during the recruiting and hiring process.