Director, Merchant Services

Summary

Join Paystone, a leading payments company, as the Director, Merchant Services North America. This pivotal role drives strategic US market expansion by identifying, recruiting, and onboarding Independent Sales Organizations (ISOs). You will also lead and oversee Paystone's Canadian external sales channel, managing a team and fostering continued growth. The position requires collaboration with cross-functional teams, strategic planning, and quota management for both US and Canadian markets. Success hinges on building strong ISO relationships, developing effective programs, and leveraging data-driven insights to optimize sales strategies. This leadership role demands strong analytical and communication skills, along with a willingness to travel.

Requirements

• Bachelor’s degree in Business Administration, Finance, Sales, Marketing, or a related field (MBA is a plus)
• 5+ years of experience in the payments industry, fintech, or a related field, focusing on Independent Sales Organizations (ISOs), merchant services, or channel sales
• Proven experience in ISO recruitment, relationship management, and channel development, particularly in the US market
• Strong understanding of the US and Canada payments landscape, market trends, and competitor insights
• Strong leadership experience, with a track record of managing teams and external partners to drive business growth
• Experience managing sales quotas and revenue targets, with a history of exceeding expectations
• Ability to work cross-functionally with Sales, Marketing, Product, and Support teams to drive strategic initiatives
• Strong analytical and problem-solving skills, with the ability to leverage data to drive decision-making and optimize sales strategies
• Excellent communication skills, both verbal and written, to effectively engage stakeholders at all levels
• Willingness to travel as needed to build and maintain relationships with ISOs across North America

Responsibilities

• Lead the Canadian business unit, fostering a high-performance team culture while driving the achievement of organizational targets and KPIs
• Manage a direct report and collaborate effectively with third-party Independent Sales Organizations (ISOs) to enhance market reach, optimize sales performance, and ensure alignment with strategic goals
• Develop and execute a strategic plan to expand market share, strengthen client relationships, and ensure consistent growth in the Canadian market
• Identify and recruit new US-based ISOs to expand Paystone’s presence in the market
• Cultivate and maintain strong, long-term relationships with new and existing ISO partners, aligning business objectives to ensure mutual success and growth
• Develop a deep understanding of the needs and challenges of ISOs in the US payments landscape to tailor solutions that drive partner success
• Design and implement strategic programs, marketing initiatives, and sales enablement tools to accelerate revenue growth and scale the ISO channel
• Collaborate with ISOs to identify co-marketing, training, and sales opportunities that enhance partner performance and deepen engagement
• Lead the onboarding process for existing and new ISO partners, ensuring they are fully trained and equipped to sell and support Paystone’s payment solutions
• Develop training materials, tools, and resources to enable ISOs to become self-sufficient and productive quickly
• Own and manage a revenue quota for your assigned Canadian and US ISO partners, developing detailed plans to exceed quota targets and achieve sustainable growth
• Track ISO performance, analyze results, and provide insights to optimize sales strategies and improve performance
• Monitor market trends, competitor activity, and industry developments in the US payments space
• Share insights with internal teams to adjust strategies, adapt to changing market conditions, and optimize partner offerings
• Collaborate with internal teams (Sales, Marketing, Product, Support) to ensure alignment of efforts and resources in support of the ISO channel objectives
• Coordinate with teams to create customized solutions for key ISO partners and ensure smooth execution of strategic initiatives
• Track performance against targets, providing regular reports and analysis to leadership and key stakeholders
• Use data to assess performance, identify opportunities for improvement, and recommend adjustments to strategies and tactics

Benefits

• Compensation tied to market data
• We reward for contribution
• Everyone gets equity
• Flexible Time-off
• We’re committed to career development
• Work from home