Job Summary:The Sr. Manager, Global Accounts Solution Sales, Risk-as-a-Service partner with Account Management to grow adoption & transaction margin for PayPal's RaaS solutions within a focused portfolio of strategic accounts.
These solutions apply AI-driven risk models, built on transaction data from across PayPal's network, to help merchants protect revenue while preserving approval rates. Fraud Protection Advanced puts fraud decisioning directly in the merchant's hands with expert support, Chargeback Protection has PayPal assume that risk on eligible transactions, and Dispute Automation centralizes how merchants manage and contest disputes across payment providers.
This is a consultative role. The Specialist lead with diagnosing specific merchant needs before designing the solution & positioning differentiated value, building trusted-advisor relationships that expand adoption over time.
Success is measured sustained, profitable expansion within an assigned portfolio of strategic accounts.
Job Description:Essential Responsibilities: - Lead complex projects of diverse scope requiring an understanding of current business trends.
- Participate in complex problem resolution and determine methods for new assignments.
- Implement initiatives that result in global process improvements.
- Collaborate with cross-functional teams to drive product sales strategies.
- Provide expertise in product knowledge and market insights to enhance sales efforts.
Minimum Qualifications:- 8+ years relevant experience and a Bachelor's degree OR Any equivalent combination of education and experience.
Additional Responsibilities & Preferred Qualifications:Additional Required Qualifications- Extensive experience with transactional risk and fraud tools across the transaction lifecycle, and the ability to deploy the right combination of solutions to optimize for a merchant's unique needs; experience with Fraud Protection Advanced (FPA), Chargeback Protection (CBP), and Dispute Automation (DA) specifically is a bonus.
- A consistent track record of exceeding quota targets, ideally through growing and retaining large, existing accounts.
- A strong analytical mind, with the ability to build ROI-based business cases, account plans, and evidence-based sales narratives.
- Strong negotiation skills, with the ability to collaborate across teams to structure win-win commercial outcomes.
- Strong communication and interpersonal skills, with the ability to influence and engage stakeholders informally.
- Skilled storyteller, with the ability to communicate a compelling, value-based narrative to executive audiences.
- Proven ability to build trusted-advisor relationships with executive stakeholders and develop long-term account strategies within large, complex enterprise accounts.
- Expert in PowerPoint, Excel, and the Microsoft suite.
Preferred Qualifications - Ability to position FPA, CBP, and DA against competitive and in-house alternatives, and translate risk and dispute economics, including chargeback ratios and dispute volume, into a quantified, merchant-specific business case.
- 5+ years of experience managing and growing strategic accounts through solution selling to senior executives at Fortune 1000 companies, including experience engaging C-level decision makers across Product, Sales, and Finance.
- Experience selling or knowledge of omni-channel and in-store payments solutions.
- Expertise in getting the most out of AI, using AI tools to accelerate discovery, research, solutioning, and pipeline analysis, not just familiarity with them.
- Familiarity with Salesforce CRM.
- Financial analysis experience.
- MBA or other advanced degree in Finance, Business, or a related field.
Additional Responsibilities - Partner with Account Managers to develop and execute strategic account plans that identify, shape, and advance product-specific opportunities within an assigned portfolio of existing strategic accounts.
- Serve as a trusted advisor to senior merchant stakeholders, building long-term relationships and shaping risk, fraud, and dispute strategy across a focused portfolio of accounts.
- Lead regular business reviews that connect RaaS performance to each merchant's business outcomes and surface new areas of value.
- Lead deeper discovery, solution design, competitive positioning, and pricing construction on qualified opportunities.
- Lead complex, multi-stakeholder opportunities that require sound judgment and an understanding of current market and business trends.
- Carry the target for the strategic accounts in your portfolio, driving expansion, retention, and sustained growth.
- Leverage internal and external data to identify whitespace and expansion opportunities within existing accounts and build pipeline.
- Own and evolve the specialist team's playbook and selling process.
- Collect feedback and recommendations from Account Managers and strategic customers, and channel them back to Product and GTM teams to help shape future product roadmaps.
- Designs and positions the right combination of PayPal capabilities, not a single product in isolation, and translates that combination into a client-specific business case and quantified value against competitive alternatives.
- Uses sales pipeline, back-book portfolio data, and product and merchant performance data to monitor account health, prioritize expansion opportunities, build the commercial case, and support pricing decisions, treating data as the basis for prioritization, not a supporting exhibit.
- Builds credibility with and mobilizes Account Management, Solution Engineering, Integration Engineers, Finance, Legal, and Product without formal authority over those teams.
- Acts as a resource and force multiplier for other sellers, sharing knowledge of RaaS systems and operations, and guiding strategic merchants from adoption through ongoing optimization and expansion, with a focus on discovery and solutioning.
Subsidiary:PayPal
Travel Percent:10
Our Benefits:At PayPal, we're committed to building an equitable and inclusive global economy. And we can't do this without our most important asset-you. That's why we offer comprehensive, choice-based programs, to support all aspects of personal wellbeing-physical, emotional, and financial-delivering meaningful value where it matters most. We strive to create a flexible, balanced work culture with a holistic approach to benefits, including generous paid time off, healthcare coverage for you and your family, and resources to create financial security and support your mental health.
For the majority of employees, PayPal's balanced hybrid work model offers 3 days in the office for effective in-person collaboration and 2 days at your choice of either the PayPal office or your home workspace, ensuring that you equally have the benefits and conveniences of both locations.
