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Buy Now Pay Later SME in Remote New York at PayPal

Date Posted: 5/13/2021

Job Snapshot

Job Description

Fueled by a fundamental belief that having access to financial services creates opportunity, PayPal (NASDAQ: PYPL) is committed to democratizing financial services and empowering people and businesses to join and thrive in the global economy. Our open digital payments platform gives PayPal’s 392 million active account holders the confidence to connect and transact in new and powerful ways, whether they are online, on a mobile device, in an app, or in person. Through a combination of technological innovation and strategic partnerships, PayPal creates better ways to manage and move money, and offers choice and flexibility when sending payments, paying or getting paid. Available in more than 200 markets around the world, the PayPal platform, including Braintree, Venmo and Xoom enables consumers and merchants to receive money in more than 100 currencies, withdraw funds in 56 currencies and hold balances in their PayPal accounts in 25 currencies.

The PayLater SME is an important part of the PYPL sales org, whose overall goal is to grow and strengthen PayPal merchant partnerships, drive increased revenue for PayPal, and support overall adoption of PayPal’s revenue and payments solutions in the marketplace.

PayLater SME Account Executive

The PayLater SME is an important part of the PYPL sales org, whose overall goal is to grow and strengthen PayPal merchant partnerships, drive increased revenue for PayPal, and support overall adoption of PayPal’s revenue and payments solutions in the marketplace.

The specific focus of the PayLater SME is the value-driven sale of our suite of buy now pay later/deferred/installment technologies, with emphasis on upstream messaging before checkout.

The SME will be expected to have a deep understanding of their specific portfolio of named existing accounts and prospects to drive desired outcomes for PayPal, while simultaneously anticipating and managing against competitor moves. This will require active prospecting and a hunter/defender mentality to unseat competitors.

Subject to change, there may be opportunities to help drive PayLater adoption with merchants who are target (potential net new) PayPal clients.  For these as well as portfolio named accounts, the SME will assist in formulating strategic partnerships and deal terms, which may include creative commercial and structural elements.

Key Experience  

  • 5+ years of experience selling complex payments or marketing solutions to Fortune 1000 companies.
  • Deep experience working with C-level executives and decision makers in the following functional areas:
    • Marketing
    • Finance
    • E-commerce
  • Proven consultative sales abilities and the ability to work well in a matrixed environment, collaborate across multiple departments and influence all levels within an organization.
  • Strong analytical skills with ability to develop value-driven narratives and ROI-based proposals.
  • A consistent track record of exceeding quota targets.
  • Prior payments knowledge preferred. 
  • Familiarity with Salesforce CRM is a plus.
  • Bachelor’s Degree Required.

Duties and Responsibilities

  • Drives revenue growth for PYPL by understanding the merchant’s business needs and aligning their needs with BNPL PayPal solutions.
  • Partners with front book Account Executives on net new business deals and also targeted co-selling into portfolio of named existing accounts with back book AEs.
  • Maintains, develops and grows a pipeline, with accurate forecasting and associated account plans.
  • Collaborates with internal stakeholders to identify and propel cross-sell opportunities.
  • Co-manages entire sales cycle with AE by identifying potential sales, conducting pre-sales calls, delivering customized presentations, delivering ROI-based proposals and support negotiating complex contracts.
    • Typically will lead most key prospecting and opportunity driving activities, as well as winning the deal and ensuring a successful LTS and post-live experience
      • Leads: discovery, product fit consulting, sales pitch, pre-sales demo, pricing, negotiation, Compliance/UW, KYC/AML, Risk, Contract generation, account training/demos, LTS and post-live support, and sales closing
      • Supports in partnership with AE/SE/PayLater Success: prospecting, account creation, integration, and win/loss analysis
  • Selling the following key products:
    • Upstream messaging (primary), button placement (secondary) for:
      • PayPal Credit
      • Pay in 4
      • EZ Payments
      • Possible new installment products in 2021
  • Ideally drives the following outcomes as part of a structured deal:
    • Co-marketing
    • Case studies/testimonials
    • Exclusivity (ideal)
    • Co-existence in situations where exclusivity is not possible – for short term only/phased approaches
    • A/B testing
    • Data sharing – even outside of A/B testing
    • Builds a measurable value proposition that resonates with multiple stakeholders.
  • Regularly provides feedback and assists in establishing priorities for the following based on customer experience:
    • Product development
    • Finance
    • Legal
    • Marketing: PayLater
    • Marketing: Consumer
    • GTM
    • Sales Enablement
  • Makes a highly positive impact on culture and team through sharing learnings, building trust and leading by example.
  • Travel up to 30% of time

Key attributes

  • Operates as a hunter aka offense – proactively identifying opportunities and building strategic account plans
  • Fiercely competitive in a highly competitive space; able to operate defensively e.g. being highly aware of competitor moves in an account, and structuring deals to secure PayPal prominence
  • Open to working cross-functionally with rules of engagement that are still being defined (e.g. with technology leaders/SE support, marketing, etc.)
  • Teamwork focused mentality, able to direct and influence key internal stakeholders and build key working relationships
  • Unwavering focus on the merchant – especially including white-glove pre- and post-sale support
  • Enthusiastic student of the art of sales
  • Intellectual curiosity a must
  • Project management skills a must
  • Flexible, decisive and fun to work with

Why this is a fantastic opportunity

We're a purpose-driven company whose beliefs are the foundation for how we conduct business every day. Our One Team Behaviors demand that we hold the highest ethical standards, to empower an open, collaborative and diverse workplace, and strive to treat everyone who is touched by our business with dignity and respect. Our employees challenge the status quo, ask questions, and find solutions. We want to break down barriers to financial empowerment. Join us as we change the way the world defines financial freedom.

Diversity is the catalyst of innovation. We’re committed to empowering talented people from every background and perspective to thrive. And we are proud to be recognized on Fortune’s 2018 list of Most Admired Companies.

Some more information on PayPal

Our latest Financials

https://www.paypal.com/us/webapps/mpp/about

A message from our CEO

http://fortune.com/video/2016/06/03/paypal-fortune-500/


We're a purpose-driven company whose beliefs are the foundation for how we conduct business every day. We hold ourselves to our One Team Behaviors which demand that we hold the highest ethical standards, to empower an open and diverse workplace, and strive to treat everyone who is touched by our business with dignity and respect. Our employees challenge the status quo, ask questions, and find solutions. We want to break down barriers to financial empowerment. Join us as we change the way the world defines financial freedom.

PayPal provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, PayPal will provide reasonable accommodations for qualified individuals with disabilities. If you are unable to submit an application because of incompatible assistive technology or a disability, please contact us at paypalglobaltalentacquisition@paypal.com.

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