Senior Account Executive

Senior Account Executive, Platform Partnerships

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Remote (US) · Full-cycle new business · $175k base / $350k OTE + equity

The opportunity

Most vertical software platforms are leaving the majority of their payments revenue on the table. They either haven't monetised payments at all, or they signed a processor years ago and never built a programme around it. Attach rates sit in the teens when they should be north of 70%.

This is an embedded payments business built for those platforms specifically.

The whole stack, onboarding, underwriting, pricing, reporting, is designed around how a software company actually monetises payments, with the regulatory and risk burden carried on the provider side rather than pushed onto the platform.

What you'll own

• Full cycle new business into vertical software platforms, most of them private equity backed
• Target accounts processing anywhere from $50m to well over $1bn in annual volume
• Building the commercial case with CEOs, CROs and CFOs, and defending it in front of their board or sponsor
• Modelling the payments P&L for a platform that has never had one, and showing them what the revenue line looks like at 30%, 50% and 80% attach
• Structuring the economics: pricing, revenue share, and the migration path off whoever they're with today
• Working alongside the payments team who take the platform from signature to live

What they're looking for

• World class Software Sales Experience.
• Preferred if you've sold payments into software platforms, ISVs or ERPs, and you know why that sale is different to selling merchant services
• You're comfortable in a twelve month cycle with multiple stakeholders, a technical evaluation and a sponsor who wants to see the model
• You can hold your own on interchange, payfac economics, underwriting and the difference between a managed and a fully registered programme
• You've carried a new logo number and hit it
• You want to sell something where the revenue compounds after the deal closes rather than resetting every January

Why this one

The category is early and the whitespace is enormous. A single platform win can be worth more than a full year's quota at a traditional processor, and because you're paid on volume rather than on signature, the book you build keeps paying as those platforms grow. xuwmhxw There's real equity on the table, and the leadership team have built and sold a payments business before, so they know what the end of this looks like.