Enterprise Account Executive

US merchants pay ~$100 billion annually in processing fees. In fact, processing costs can account for up to 5% of merchants’ revenue. These fees are so high because merchants can’t easily negotiate these fees. Merchants pay a unique processing fee to its customers’ banks for every type of card. Those fees are set by card networks, who enable banks to issue cards and fund rewards. In short, merchants pay for their customers’ rewards but have no say in how fees are set. This system leads to less payments competition and higher payments costs. 

Amazon highlighted this pain point in September 2021: "The cost of accepting card payments continues to be an obstacle to providing the best prices for customers. These costs should be going down over time with innovation and technological advancements...yet, some cards' cost of payments continue to stay high or even rise." 

InterPayments empowers enterprise merchants to lower rates by creating competition for these card transactions. By using our payment data services, merchants put card transactions in competition – in real-time. With improved transparency around their fees, merchants can better understand, negotiate, and improve competition to lower rates

InterPayments Culture 

We're a 100% remote, US-based team. We promote supreme trust in one another to achieve our mission of helping merchants. We do whatever it takes to meet deadlines, achieve goals, and obsess over customer needs. At the same time, we ruthlessly prioritize so that our precious, invaluable time is efficiently and flexibly used towards its best use. This includes meaningful work and all the things that make for a meaningful life outside of work. 

Team members who thrive here embody a Team First mentality; they enjoy shared success, find deep meaning in collaboration, and find joy in communicating with and learning from others. They are Impact-Driven; they have deep internal motivation and find personal meaning and pride in learning new things, forging new paths, and solving problems well. They are also Structured Decision Makers who think through first/second/third order impacts, constantly weigh pros/cons, and know when to move fast alone and when to get help from others.

Role and Purpose 

You will educate, guide, and sell complex B2B enterprise software primarily to medium- and enterprise merchants in the US and Canada. You’ll engage in a full cycle sales motion and build strong, long-lasting relationships with Fortune 1000 companies. 

Our sales motion and team are unique. We distribute via direct sales to medium- and large merchants and through partnerships. Direct sales drives partnerships. Partnerships drive more direct sales. Our sales motion is a virtuous flywheel. Our direct enterprise sales group and partnerships group are highly collaborative. In short, we are “one sales team.” 

Our unique structure offers you the ability to make meaningful impact towards our corporate goals and mission. You will drive direct sales to medium- and enterprise-businesses in both the US and Canada. As a complex enterprise sale, you thrive on helping medium- and enterprise merchants achieve their goals by building trust. You enjoy helping merchants solve their problems through education and consulting. You’ll often work in tight collaboration with our partnership team to enable merchants’ third-party vendors. 

You relish a greenfield opportunity. There are no territories or vertical restrictions. You will work with all types of merchants and their partners. You will work cross-functionally and collaboratively with our sales engineers, partnerships group, and the CEO. Our entire team stands ready to meet customers where they are. 

You are deeply motivated by doing whatever it takes to help customers solve their problems. You find satisfaction turning a customer's uncertainty or anxiety into relief. You believe a consultative, educational, and highly transparent sales process is the best way to help customers achieve their goals. You value building trust and long-lasting relationships. You relish the challenge of not knowing an answer but working to find one. You are a trustworthy and dependable advocate. People know they can rely upon you. 

You’ll make our company better. You’ll help create a world class sales organization by improving our go-to-market strategy and day-to-day sales process. You’ll have key input into strategic revenue growth decisions and hold us accountable. You'll have direct input in the product and product marketing roadmap. You’ll be part of a collaborative team that’s most interested in building great new things that solve merchant and partner problems. 

This position will report to the VP of Sales. It will be home office based and may require up to 5-7% travel

Traits of folks who thrive in this role: 

• Bachelor’s degree or equivalent work experience 
• 5+ years Enterprise B2B SaaS Account Executive experience 
• Demonstrated track record closing complex sales cycles that involve multiple stakeholders (finance, legal, sales, technical) 
• Customer-centric approach to build strong, long-term trust across all key stakeholders 
• Often zooms out to understand the strategic bigger picture on a deal and always zooms into the deal dynamics 
• Understands enterprise SaaS selling is a team sport; leads all stakeholders a customer journey process with no ego 
• Constantly drives to understand BANT (budget, authority, need, and timing); optimistically paranoid about BANT at all times 
• Thorough sales process orientation and hygiene around accurate pipeline forecasting 
• Independent, self-starter that errs on the side of clear, concise overcommunication, but has no ego to ask for advice/help when in doubt 
• Balance multiple sales cycles simultaneously and communicate priorities, and achieve deadlines 
• Polished verbal and written communication skills and meticulous attention to detail 

Nice to haves, but not required: 

• Payments experience 
• Existing installed customer base relationships 
• Experience with MEDDIC-based sales methods 

InterPayments’ core values are the building blocks of how we achieve our mission: Obsess about our Customers’ and Partners’ Needs; Be Relentless, Resilient, and Responsive; Collaborate with Teammates, Customers, and Partners; Act with Integrity and Empathy; Outperform your Potential; and Communicate Honestly and Respectfully.