The posting
Our client, a top 20 financial institution, is seeking a senior payments leader to drive growth across its Technology and Consumer/Retail businesses. This leader will own the payments P&L, annual new business production, commercial strategy, and execution across both markets, while leading a team of sales and relationship managers. The role requires a clear growth strategy for each vertical, including target segments, client coverage, sales approaches, and opportunities to increase revenue from new and existing relationships. Success will be measured through revenue and deposit growth, market penetration, pipeline performance, client retention and expansion, partnership results, operational health, and team development.
What You Will Do
- Develop the multiyear payments strategy and annual plan for Technology and Consumer/Retail, defining target clients, payment needs, competitive positioning, coverage, and opportunities to increase market penetration.
- Build repeatable sales approaches for software platforms, vertical SaaS companies, marketplaces, fintechs, retail chains, franchises, and omnichannel businesses, and equip Payments Advisors to execute them.
- Own payments revenue and P&L performance, annual new business production, deposit growth, client retention, and expansion.
- Lead a team responsible for business development and day to day client service. Hire, develop, and retain an inclusive team, build bench strength and succession plans, and develop leaders who own client relationships and sales approaches from start to finish. Establish clear accountability for prospecting, profitability, client experience, and risk judgment.
- Lead consultative commercial execution across prospecting, pipeline management, opportunity planning, pricing, solution development, and goal attainment. Use segmentation, coverage, penetration, and performance data to guide priorities.
- Partner with bankers, relationship managers, and product specialists on complex opportunities, renewals, expansions, and competitive takeaways, while remaining directly involved in priority presentations, negotiations, and partnership discussions.
- Oversee contracts, amendments, and renewals with Legal and Compliance, engage Risk early, and ensure opportunities have sound economics and workable delivery plans.
- Bring together relevant capabilities across treasury and cash management, receivables, disbursements, merchant services, cards, BIN and ICA sponsorship, and emerging payment rails.
- Represent Technology and Consumer/Retail client needs in product planning, including API based services, omnichannel payments, reconciliation and reporting, fraud controls, and capabilities that support growth at scale.
- Identify and develop partnerships with technology platforms, fintechs, and payments providers, guiding opportunities through sourcing, diligence, deal structure, onboarding, and ongoing performance.
- Work across commercial banking, investment banking coverage, relationship management, payments, Product, Technology, Operations, Risk, and Compliance to identify and execute additional payments opportunities within existing relationships.
- Establish clear ownership, milestones, decision points, and escalation paths for complex opportunities, with visibility into economics, risks, mitigants, and operational requirements.
- Maintain strong underwriting, compliance, and operational controls while pursuing growth, surfacing issues early and keeping decisions and execution moving.
What You Bring
- Senior leadership experience in payments commercialization, treasury or payments product strategy, or card and merchant payments.
- Strong knowledge of Technology and/or Consumer/Retail payments, or a demonstrated ability to build expertise in either vertical quickly.
- A record of driving growth through consultative sales, disciplined execution, and collaboration across teams.
- Understanding of how technology businesses integrate payments and generate revenue from them, or how Consumer/Retail businesses use payments across channels.
- Experience across relevant areas such as embedded payments, money movement, merchant acquiring, cards, treasury services, and emerging payment capabilities.
- Experience improving the commercial performance of an established payments business, including selecting target segments, assessing coverage and market penetration, building effective sales approaches, improving pipeline conversion, and helping close complex opportunities.
- Experience leading and developing payments teams and working with senior commercial, product, technology, and risk executives.
- Experience navigating bank risk and approval processes, either within a bank or while working with banks from a fintech or payments company.
Applicants must be authorized to work in the United States.
