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Director, Go-To-Market M&A in San Francisco-Xoom at PayPal

Date Posted: 3/13/2019

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 267 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 Go-to-Market team is being recently established to help drive some of the most critical initiatives impacting PayPal’s business today. Partnering with global and regional leaders, our team is called to provide strategic GTM leadership for a range of efforts impacting our Financial Solutions. From determining positioning, naming, competitive analysis, feature prioritization, sales, operations and external communications & marketing, you will shape the voice of the product and help it grow a strong and loyal customer-base.

The Role

We are looking for a strategic and experienced Go-to-Market professional to join our growing team. As a Director of Mergers & Acquisitions on our Go-to-Market team, you will play a critical role in leading and developing holistic go to market strategies to the newly acquire companies, managing the portfolio of brands in the PayPal Inc family.  

The successful candidate should have a track record managing a team and working in business development in large scale organizations with the ability to create and deliver clear go-to-market strategies including sales and pricing, demonstrating opportunities to cross sell and integrate the new companies with PayPal existing value propositions.

The individual will work in partnership with our Corp Strategy team, Sales and Operations, Marketing and regions to develop the recommendation and drive the execution of the strategy created.

The position based in San Francisco Bay Area and reports to Sr Director of GTM for Product Launches and Acquisitions. It is highly visible in the organization and involves frequent interaction with the senior executives as well as external stakeholders, globally.


  • Drive high profile, complex and cross functional initiatives;
  • Analyze market trends, internal data, customer feedback, competition, current solutions, and strategic priorities to help define new offerings;
  • Articulate a clear strategy and GTM plans to integrate the newly acquire companies in PayPal portfolio, understanding the differences and additional value that can be created;
  • Drive end-to-end execution;
  • Develop new business models to deliver incremental revenue, determining the right price strategy;
  • Identify new use cases and strategic opportunities to drive revenue growth;
  • Set, track and report business objectives, provide clear articulation of assessments, recommend plan adjustments as necessary;
  • Evaluate PayPal Go-to-Market strategies and practices and recommend changes based on industry leading practices and organizational considerations;
  • Constant lead the implementation of enhancements of GTM platforms & process;
  • Manage a team of eight

Key competencies:

  • Superb leadership and influencing skills;
  • M&A and / or BD previous experience;
  • Sharp business judgment, ability to see "big picture" and to prioritize
  • Solid analytical thinking with proven results when that is applied
  • Executive presence, strong verbal and written communication
  • Experience building and leading high-performing teams, either in a direct or indirect/matrixed capacity with good people management skills
  • Ability to motivate others, drive collaboration, teaming & resolve conflict between diverse stakeholder groups
  • Passion for and demonstrated success understanding and fulfilling internal or external customer needs; problem-solver mindset
  • Good negotiation skills
  • Ability to manage change and ambiguity with an action-orientation/drive – must thrive in a dynamic environment
  • High energy, strong work ethic, disciplined execution skills, willingness to do whatever it takes to deliver results
  • Ability to move from strategy to execution when needed
  • Works efficiently under pressure
  • Track record of delivering tangible results
  • Appetite to learn comfort with uncertainty in market positions
  • Ability to influence senior leaders


  • MBA or advanced degree in the marketing field
  • Minimum of 10+ years' experience required in BD and / or M&A
  • Experience in Product Marketing and Go-to-Market initiatives preferably in the FinTech, payments related knowledge is preferred
  • Cross-functional and matrix experience across Products, Sales, Pricing and Marketing teams
  • Strong business acumen with analytical and problem-solving skills.
  • Ability to create structure and drive progress in an ambiguous environment
  • Superb communication skills; ability to comfortably interact with executive management; ability to craft and tailor a compelling message to a given audience and to communicate our expertise in simple, everyday language to deliver a story that is memorable and useful.
  • Comfortable speaking about APIs and fluency with data
  • Experience in influencing and aligning cross functional partners, from seniors to frontline, across divergent points of view and/or functions (Franchise, Commercial, Sales) to drive action and change
  • Very strong social skills and smart negotiator, experience in leading self and others to solve complex analytical problems
  • Experience in translating business requirements to analytical requirements & solutions
  • Strong ability to make decisions & forge alignment in ambiguous and changing situations

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.



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