Director of Platform Sales

About This Role

The Director of Platform Sales leads a team of Account Executives to secure strategic platform partnerships with ISVs and SaaS providers, aiming to expand the company's reach with SMB merchants. This role involves shaping high-velocity sales motions, building executive relationships, and translating strategy into measurable business results.

Responsibilities

• Lead, coach, and develop four Account Executives, creating clear accountability for performance while strengthening individual execution and team culture
• Define and evolve the ISV go-to-market strategy, including where to focus, how to cover the market, and how to win and scale ISV partnerships
• Own outcomes from opportunity creation through signature, integration, launch, and early merchant activation
• Hold cross-functional partners accountable to shared milestones and resolve escalations
• Lead strategic platform opportunities and complex negotiations, building executive relationships, setting the narrative, surfacing risks early, and helping the team navigate multi-stakeholder deals
• Bring rigor to prospecting, pipeline management, forecasting, and deal strategy to improve execution and accelerate growth
• Represent the platform ecosystem internally, bringing partner insights, merchant needs, and competitive trends into commercial strategy, product development, and roadmap decisions
• Own talent planning, hiring, and team calibration to build and sustain a high-performing sales organization

Requirements

• Channel sales experience
• A strategic, hands-on approach, with the ability to lead complex deals while building scalable sales processes
• 10+ years of sales experience, including at least 5 years leading high-performing sales teams
• Excellent communication, negotiation, and relationship-building skills
• Experience in fintech or payments
• Deep expertise hunting and closing new business across complex, multi-stakeholder organizations
• A proven record of consistently exceeding revenue goals in high-growth environments
• Demonstrated strength in coaching, team building, and performance management
• Experience selling to ISVs, software providers, vertical SaaS companies, or similar platform businesses
• A strong understanding of the SMB market and platform-based ecosystems

Nice to have:

• Experience in embedded finance and/or BNPL

Benefits

• Spending Wallets: Access tech, food, lifestyle, and family planning wallets for your expenses
• Supportive Communities: Get involved with employee resource groups and community groups
• Generous Time Off: Take the time needed when life happens