Position OverviewThe VP, Direct Sales is a senior commercial leader with full ownership of revenue performance, pipeline health, and sales execution across the Direct Sales Channel-spanning Telesales, Middle Market, Enterprise, and Petroleum Card Services (PCS).
This role combines enterprise sales leadership with strategic business development and owns the channel growth strategy end-to-end. The VP is responsible for defining segment strategies, driving operating discipline, and ensuring execution rigor across all levels of the organization.
The role requires strong commercial leadership, operational excellence, and cross-functional influence-translating company growth objectives into measurable outcomes while removing friction across the sales lifecycle (lead generation, underwriting, approval, and activation).
Key ResponsibilitiesDirect Sales Channel Strategy & Execution- Own the end-to-end Direct Sales channel strategy across Telesales, Middle Market, Enterprise, and PCS
- Define segmentation, coverage models, capacity planning, and territory design across all segments
- Establish clear growth plans by segment, including target verticals, deal profiles, and go-to-market approach
- Differentiate and evolve the PCS motion, ensuring alignment to petroleum-specific economics, partners, and customer needs
- Continuously adjust strategy based on performance trends, competitive dynamics, and market opportunities
- Work closely with the Business Development organization to drive new lead sources for our Direct Sales teams, specifically with Small and Regional FI and Community Banks.
Revenue Performance & Pipeline Management- Deliver against bookings, revenue, and contribution targets across all Direct Sales segments
- Drive pipeline generation, conversion rates, deal velocity, and activation metrics
- Own weekly, monthly, and quarterly business rhythm (pipeline inspection, forecast calls, QBRs)
- Ensure forecast accuracy with clear accountability at each level of the organization
- Identify and address performance gaps quickly with data-driven action plans
Organizational Leadership & Sales Productivity- Lead a multi-layered organization of sales leaders across Telesales, MM, Enterprise, and PCS
- Set clear expectations, performance standards, and accountability frameworks at every level
- Coach leaders on pipeline management, deal strategy, forecasting, and team development
- Build a strong leadership bench and succession pipeline across the organization
- Drive performance management discipline, including hiring, development, and exits where needed
Cross-Functional Alignment- Partner with Product, Marketing, Risk, and Operations to improve win rates and reduce friction across the sales lifecycle.
- Sponsor and lead strategic deals; guide negotiations and executive engagement for high-value opportunities.
Qualifications & Experience- Bachelor's degree in Business Administration, Finance, Marketing, Communications or a related field or experience in lieu of degree, required. (Master's degree or MBA preferred).
- 15+ years of progressive experience in business development, sales, or strategic partnerships.
- Proven success in a leader-of-leaders structure with accountability for national or major regional revenue performance
- Deep experience in payments, merchant acquiring, or financial technology
- Demonstrated ability to scale sales organizations while maintaining strong operating discipline
- Track record of delivering against aggressive growth targets in complex, competitive environments
- Strong commercial acumen, including pricing strategy, deal structuring, and negotiation
- Advanced analytical capability across funnel metrics, forecasting, and performance management
Life at Paysafe:One network. One partnership. At Paysafe, this is not only our business model; this is our mindset when it comes to our team. Being a part of Paysafe means you'll be one of over 3200 members of a world-class team that drives our business to new heights every day and where we are committed to your personal and professional growth. Are you ready to make an impact? Join our team that is inspired by a unified vision and propelled by passion.
Our culture values humility, high trust & autonomy, a desire for excellence and meeting commitments, strong team cohesion, a sense of urgency, a desire to learn, pragmatically pushing boundaries, and accomplishing goals that have a direct business impact.
