Director of Sales, Paystand

• 7+ years of B2B sales experience, with at least 3+ years in a sales leadership or management role
• Proven experience selling cross-border payments, fintech, payroll, FX, or financial infrastructure products
• Experience working at a Series A startup or earlier, ideally during the transition from founder-led sales to a repeatable sales motion
• Demonstrated success building, managing, and scaling sales teams in high-growth environments
• Track record of closing complex, multi-stakeholder deals involving legal, finance, compliance, and operations
• Strong understanding of long sales cycles, procurement processes, and fintech buying friction
• Hands-on experience with CRM systems and sales performance metrics
• Builder mentality; comfortable creating structure where none exists
• Hands-on leader who leads by example and closes deals
• High tolerance for ambiguity and rapidly changing priorities
• Data-driven but pragmatic; able to forecast without perfect systems
• Direct, candid communicator who embraces accountability
• Motivated by ownership, equity upside, and long-term impact—not just title or base salary
• If you're passionate about driving change in the FinTech landscape and being part of a company that is shaping the future of digital payments, we invite you to explore opportunities with Paystand

Desirable

• As Director of Sales, you will lead revenue execution for Bitwage, a high-growth, early-stage business unit within Paystand
• You will own the sales motion end-to-end—managing and scaling a team of inbound and outbound sales representatives, driving partner-led revenue, and personally closing complex, high-value deals
• This role combines the ownership and intensity of an early-stage startup with access to late-stage resources, capital, and cross-functional expertise
• You will work closely with the Founder & GM of Bitwage and senior leaders across Paystand to define go-to-market strategy, build a repeatable sales engine, and deliver against aggressive, board-visible revenue targets
• You will play a critical role in transitioning Bitwage from founder-led sales to a scalable, metrics-driven revenue organization—while remaining hands-on in the field and deeply involved in hiring, coaching, and performance management
• Build a sales organization from the ground up at Bitwage, with real ownership over strategy, hiring, and execution
• Operate in an early-stage environment while benefiting from Paystand’s:
• Established infrastructure and systems
• Legal, compliance, finance, and operational support
• Institutional knowledge from scaling a B2B payments business
• Gain direct visibility with executive leadership and influence over product, pricing, and roadmap
• Career-accelerating opportunity to prove you can scale revenue in a complex fintech environment
• Own overall sales performance, pipeline health, forecasting accuracy, and revenue outcomes
• Lead and manage a team of inbound and outbound sales representatives, with planned growth from ~3 to ~8 team members within 12 months
• Carry a personal quota and remain actively involved in closing strategic, complex, or high-value deals
• Conduct regular pipeline reviews, forecast calls, and performance coaching sessions
• Establish clear KPIs, quotas, and performance standards for the sales team
• Build and continuously refine sales playbooks, including:
• ICP definition and segmentation
• Buyer personas and use cases
• Discovery frameworks and qualification criteria
• Pricing, packaging, and objection handling
• Implement and enforce strong CRM discipline
• Design scalable inbound and outbound sales motions suitable for an early-stage product within a late-stage corporate environment
• Improve conversion rates across the full funnel, from first meeting through close
• Own hiring, onboarding, ramping, and performance management of sales team members
• Make hiring and termination decisions quickly and decisively to maintain a high-performing team
• Develop 30-60-90 day ramp plans and ongoing training programs for new hires
• Build a sales culture focused on accountability, ownership, and continuous improvement
• Identify, evaluate, and develop revenue-generating partnerships (e.g., fintech platforms, payroll providers, SaaS platforms, ecosystem partners)
• Structure partnership agreements with clear commercial incentives and pipeline expectations
• Manage partner relationships and hold partners accountable to measurable revenue outcomes
• Sunset partnerships that do not generate meaningful pipeline or closed-won revenue
• Partner closely with Product, Engineering, Compliance, and Operations teams to:
• Address customer feedback and objections
• Improve onboarding and implementation workflows
• Align product roadmap with market demand
• Provide structured feedback from prospects and customers to inform product and pricing decisions
• Collaborate with Marketing on messaging, positioning, and lead quality improvements
• Own revenue forecasting and pipeline reporting with a high degree of accuracy
• Prepare revenue updates for executive leadership and board meetings
• Identify risks and opportunities early and adjust strategy proactively
• This is a career-defining opportunity to build and lead a revenue engine at an early-stage fintech solving real problems in global payments. You will have meaningful ownership over strategy, hiring, execution, and outcomes—along with a direct line to the GM of Bitwage and Senior Leadership

• Only English resumes will be considered