Note: The job is a remote job and is open to candidates in USA. Sola is a leading payments provider offering a full suite of merchant services, including payment processing, gateway solutions, and PayFac capabilities. The Senior Director of Business Development is responsible for recruiting and closing new ISV partnerships, focusing on driving revenue through embedded payments partnerships.
Responsibilities
- Manage the sales plan for generating new strategic ISV partnerships by proactively reaching out to and engaging the ISV community
- Identify and target qualified ISVs aligned with the ideal partner profile, including vertical SaaS platforms with recurring revenue and strong merchant volume potential
- Execute outbound prospecting through email, phone, LinkedIn, tradeshows, referrals, and personal industry networks
- Perform daily outbound efforts needed to generate new lead sources and build a robust pipeline of net-new ISV opportunities
- Facilitate discovery conversations and prepare timely and profitable proposals for prospective strategic partners
- Manage inbound lead flow and overall pipeline via Salesforce to exceed production and revenue expectations
- Maintain strong consultative relationships with key decision makers within the sales pipeline and partner portfolio
- Present new products and services designed to increase each partner’s merchant application count and processing revenue
- Conduct onsite partner visits, as needed, to finalize partnerships, support ongoing partner needs, and drive new merchant applications
- Act as a knowledge center resource on products, services, regulatory changes, internal processes, and operational capabilities
- Identify additional opportunities to generate new strategic partnerships and expand merchant application volume
- Attend and represent the company at vertical focused tradeshows and industry events
Skills
- Track record of success in business development, ISV sales, or new-logo acquisition roles
- 2+ years of experience in an ISV sales, hunter, or new-logo role
- Demonstrated success in outbound prospecting and closing complex, consultative deals
- Experience managing to a revenue quota with a track record of growing revenue and meeting or exceeding performance goals
- Strong executive-level communication, discovery, and presentation skills; excellent written and oral communication abilities
- Ability to explain product features, benefits, and technical concepts to both technical and non-technical stakeholders
- Strong financial acumen with an understanding of merchant services metrics and payments economics
- Experience using CRM tools (Salesforce preferred) and maintaining strong pipeline hygiene
- Ability and willingness to travel
- Experience selling into software companies, SaaS, fintech, or payments strongly preferred
- ISV, embedded payments, or API-based platform sales experience a strong plus
- Background in the payments industry a plus
Company Overview