Wholesale Account Executive

What You’ll Do Hunt and sign wholesale partners (FIs, PayFacs, ISOs, platforms) with named-account focus; run a rigorous outbound and event strategy (ETA, Money20/20, WSAA, vertical shows). Own complex cycles end-to-end: discovery, solutioning, business case, legal/commercial negotiation (MDR/IC++, rev-share, sponsorship constructs), close. Partner with executives and product leaders at target organizations to map MerchantE modules (gateway, onboarding/KYB, risk, tokenization/network tokens, reporting, settlement) to their roadmap. Coordinate cross-functionally with Product, Risk/Compliance, Legal, Implementation, and Partner Success to ensure smooth underwriting, certifications, and launch. Build scalable engagement models for partner onboarding, certification, enablement, and joint GTM (co-sell, partner marketing, playbooks). Forecast with precision in CRM; maintain territory plans, named-account strategies, and executive-to-executive mapping. Be the partner’s voice back to Product for roadmap inputs on modular acquiring tools and partner dashboards. How Success Will Be Measured New signed wholesale partners and activated processing volume/GMV within ramp timelines. Revenue and margin mix (IC++/MDR economics, take-rate, partner profitability). Time-to-certification/onboarding (from term-sheet to first live transaction). Pipeline health and accuracy (coverage, stage hygiene, forecast precision, win rate, deal velocity). Partner satisfaction and expansion (cross-sell of additional modules; NPS/relationship depth). Field impact (executive engagements, event-sourced pipeline, strategic alliances created). Who You Are 7–12+ years enterprise/wholesale sales in payments/fintech, selling to FIs, PayFacs, ISOs, or platforms with multi-stakeholder, technical deals. Payments domain depth: acquiring economics (IC++/MDR), sponsor-bank models, PayFac constructs, KYB/KYC, underwriting/risk, settlement/funding, PCI. Technical fluency: APIs, webhooks, onboarding/KYB flows, tokenization and network tokens, reconciliation/reporting; able to whiteboard solutions with product/engineering. Commercial and legal savvy: MSAs, program agreements, rev-share constructs, SLAs; comfortable negotiating complex terms with procurement and legal. Operator mindset: builds repeatable motions (playbooks, enablement kits), disciplines CRM rigor, and thrives in ambiguous, fast-moving environments. Executive presence and communication with C-suite and boards at FIs/fintechs; crisp storytelling and financial modeling for business cases. Bachelor’s degree preferred (Business, Finance, CS/Engineering) or equivalent experience. What You’ll Get (Why MerchantE) Competitive base + uncapped commission with accelerators Benefits: health, dental, vision, and 401(k) High-impact seat shaping MerchantE’s wholesale partner ecosystem Collaborative, high-performance culture with deep product and risk partners Professional growth across acquiring, embedded finance, and platform strategy Flexibility (remote or hybrid) and travel for partners and industry events MerchantE is committed to creating a diverse work environment and we are proud to be an Equal Opportunity Employer. Get notified about new Wholesale Account Executive jobs in California, United States. #J-18808-Ljbffr MerchantE