Director of Direct Sales

Overview: We’re on the lookout for a dynamic and strategic leader to step into the role of Director of Direct Sales. This position isn’t just about managing teams — it’s about building and scaling a high-performing sales organization, driving revenue growth, and fostering a culture of collaboration and innovation. If you thrive in fast-paced environments, have a knack for leading through change, and are passionate about the payments industry, this role is for you.

Key Responsibilities:

Leadership & Team Management:

• Oversee and develop the Direct Sales team, including Account Executives focused on:
• Managing inbound leads from various channels (website, customer support, partners)
• Handling outbound partner leads from ISVs, Buying Groups, and Associations
• Driving outbound cold outreach strategies (technology, event, or vertical-specific initiatives)
• Leading cross-sell and upsell efforts for ACH and AR products, including e-invoicing software and integrations
• Guide and grow the Sales Development Representative (SDR) team:
• Expand the team beyond the current headcount
• Focus on outbound calling and appointment setting aligned with direct sales efforts

Strategic Growth Initiatives:

• Establish a dedicated Cross-Sell/Upsell function to streamline focus between new business acquisition and customer expansion strategies
• Segment teams to ensure targeted efforts on both processing/ACH sales and cross-sell/upsell campaigns, with plans to grow headcount accordingly

Software Sales Expansion:

• Launch a Software Sales role in the first half of 2025
• Drive sales of software integrations, prioritizing native solutions and closely aligned partner ISVs
• Collaborate with Solutions Engineers and Direct Sales teams for seamless bundling of software and payment processing solutions
• Support gateway-only customers in purchasing software products

Team Development & Collaboration:

• Partner with team leads to manage day-to-day sales activities, ensuring operational excellence
• Provide mentorship and growth paths for emerging leaders within the sales organization
• Foster a collaborative environment where team members are empowered, accountable, and motivated to achieve success

Core Competencies:

• Servant Leadership: Inspire and support your team, leading by example and fostering a growth mindset
• High Accountability: Drive results through clear expectations, transparent communication, and continuous feedback
• Change Management: Confidently lead teams through transitions, ensuring alignment and adaptability
• Agility & Adaptability: Thrive in dynamic environments, quickly responding to market shifts and new opportunities
• Payments Industry Expertise: Deep understanding of payment solutions, with experience in B2B, ERP, or ISV partnerships
• Team & Leadership Development: Proven track record of managing direct teams and nurturing new and experienced leaders
• Hands-On & Strategic: Comfortable building frameworks and processes from the ground up, while also stepping back to empower your team and drive strategic growth
• Clear Communication: Direct, transparent, and real-time communication to foster trust and alignment

If you’re passionate about scaling sales teams, driving innovation in the payments space, and developing future leaders, this is your opportunity to make a lasting impact.