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VP, North America SMB Sales

PayPal

PayPal

Sales & Business Development
New York, NY, USA
Posted on Thursday, May 2, 2024
At PayPal (NASDAQ: PYPL), we believe that every person has the right to participate fully in the global economy. Our mission is to democratize financial services to ensure that everyone, regardless of background or economic standing, has access to affordable, convenient, and secure products and services to take control of their financial lives.

Job Description Summary:
This leadership role will be responsible for managing PayPal’s North America Small and Medium sized Direct Sales. The leader will own end to end accountability of customer engagement actions to ensure PayPal’s SMB customers continue to be successful and thrive.

Job Description:
The Company

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. 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.

We operate a global, two-sided network at scale that connects merchants and consumers with 426 million active accounts (consisting of 392 million consumer active accounts and 34 million merchant active accounts) across more than 200 markets. PayPal helps merchants and consumers connect, transact, and complete payments, whether they are online or in person. PayPal is more than a connection to third-party payment networks. We provide proprietary payment solutions accepted by merchants that enable the completion of payments on our platform on behalf of our customers.

We offer our customers the flexibility to use their accounts to purchase and receive payments for goods and services, as well as the ability to transfer and withdraw funds. We enable consumers to exchange funds more safely with merchants using a variety of funding sources, which may include a bank account, a PayPal or Venmo account balance, PayPal and Venmo branded credit products, a credit card, a debit card, certain cryptocurrencies, or other stored value products such as gift cards, and eligible credit card rewards. Our PayPal, Venmo, and Xoom products also make it safer and simpler for friends and family to transfer funds to each other. We offer merchants an end-to-end payments solution that provides authorization and settlement capabilities, as well as instant access to funds and payouts. We also help merchants connect with their customers, process exchanges and returns, and manage risk. We enable consumers to engage in cross-border shopping and merchants to extend their global reach while reducing the complexity and friction involved in enabling cross-border trade.

PayPal is 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.

The Position

The VP North America SMB Sales will be responsible for developing and executing Sales strategies that drive PayPal’s corporate objectives across North America SMB segments.

This leadership role will be responsible for managing PayPal’s North America Small and Medium sized Direct Sales. The leader will own end to end accountability of customer engagement actions to ensure PayPal’s SMB customers continue to be successful and thrive. They role will provide leadership and resource stewardship to Sales teams to maximize sales performance and ROI.

We are looking for an experienced GTM Sales leader who will develop shared objectives across the SMB teams and create clear mechanisms to measure progress against goals. They are seasoned and collaborative sales executive with deep expertise in Small Business who can drive results in a complex environment.

The ideal candidate will have a general management skillset, experience in managing large and capable team and will create a group which excels at setting up processes designed for scale while leveraging analytics, modeling, and data-based insights. This individual should know how to lead across internal cross-functional partners and have a strong grasp of business economics and P&Ls. A deep sense of ownership, drive, people management and entrepreneurship are essential.

Responsibilities
  • Develop and drive execution of global long-term and near-term North America SMB Sales strategies by working to identify and prioritize target markets, customers, and products that are in line with PayPal’s objectives and commercial growth strategies.
  • Direct all SMB selling teams on resource allocation decisions including outsourcing strategy and capacity management.
  • Drive performance partnership with marketing to enable sales teams and marketing functions to align strategies, priorities and tactics that improve the entire end-to-end customer pipeline from lead generation to account activation, including sharing of customer insights & analytics, streamlined hand-offs for a continuous customer experience, and shared accountability of pipeline performance metrics.
  • Work with internal stakeholders within PayPal to provide input and voice of the customer to refine and build new Small Business product, partnerships & platform enhancements.
  • Drive thought partnership with core stakeholders, including product to feed customer input from the sales frontlines into PayPal’s product strategy and innovation, product marketing to drive pricing and marketing insights, field sales to coordinate strategy, and sales operations to influence sales support and incentive planning.
  • Design and execute sales talent and capability improvements by defining target sales hiring profiles, upskill/ development programs, coaching programs, support needs, and sales tools that are aligned with growth needs of PayPal’s global objectives and commercial growth strategies; facilitate sharing of learnings between sales teams across markets; and actively coach NA SMB
  • Sales leadership to be effective people leaders.
  • Own and manage PayPal’s SMB Sales pipeline by establishing mechanisms to track, evaluate, debottleneck the SMB pipeline and build transparency of pipeline performance across the PayPal organization.
  • Own and manage sales performance by setting targets and KPIs (leading & lagging) that are tied to effective quotas/incentive structures/programs to motivate sales team to achieve priorities aligned with overall SMB strategies; own reporting of sales performance, forecasts, pipeline and productivity to drive transparency across the PayPal organization.
  • Lead a team dedicated to the SMB sellers, carving out high-impact projects for individuals, and supporting career development and growth.


Qualifications:

  • 15+ years of experience leading in GTM Sales and strategy from ideation to execution in a highly matrixed global organization.
  • Deep experience in developing, leading, and a highly successful sales team in a North America region.
  • Strong knowledge of payments industry, PayPal products, our competitors, and geographic nuances to inform a winning SMB Sales strategy.
  • Deep customer insights on leading payment needs/requirements, growing markets and customers and key customer touchpoints across the sales funnel.
  • Exceptional ability to manage day-to-day team performance to meet annual and quarterly targets.
  • Experience of working across geographies, regions and functional groups to achieve common objectives serve as part of a collaborative, hands-on executive team.
  • Proven track record of operational excellence driving P&L.
  • Ability to apply creative concepts to devise solutions.
  • Demonstrated record of executing against goals with a true executive mindset (e.g., builds a disciplined environment, knows when to get in the details vs. delegate)
  • Operates with a high sense of urgency and ability to lead multiple projects simultaneously.
  • Ability and willingness to travel globally as needed.
  • Business acumen and a strong understanding of product strategy. You excel at identifying business opportunities and navigating commercial challenges.
  • Distinctive problem-solving, strategic and analytical capabilities, and experience building trusted relationships with executive stakeholders.
  • Ability to communicate, present, and craft compelling narratives to influence internal and external technical and business stakeholders at C-suite levels and across diverse teams at all levels.
  • Deep comfort operating in the ambiguity of an ever-evolving product that operates at scale globally.
  • Ability to effectively model, manipulate data and work with analytics tools turning them into insightful business recommendations to optimize strategy.
  • BS/BA required; MBA or Master’s degree a plus


Commitment to Diversity and Inclusion

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.

PayPal is committed to fair and equitable compensation practices.

Actual Compensation is based on various factors including but not limited to work location, and relevant skills and experience.

The total compensation for this practice may include an annual performance bonus (or other incentive compensation, as applicable), equity, and medical, dental, vision, and other benefits. For more information, visit https://www.paypalbenefits.com.

The U.S. national annual pay range for this role is to

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 benefits to help you thrive in every stage of life. We champion your financial, physical, and mental health by offering valuable benefits and resources to help you care for the whole you.

We have great benefits including a flexible work environment, employee shares options, health and life insurance and more. To learn more about our benefits please visit https://www.paypalbenefits.com

Who We Are:

To learn more about our culture and community visit https://about.pypl.com/who-we-are/default.aspx

PayPal has remained at the forefront of the digital payment revolution for more than 20 years. By leveraging technology to make financial services and commerce more convenient, affordable, and secure, the PayPal platform is empowering more than 400 million consumers and merchants in more than 200 markets to join and thrive in the global economy. For more information, visit paypal.com.

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.

As part of PayPal’s commitment to employees’ health and safety, we have established in-office Covid-19 protocols and requirements, based on expert guidance. Depending on location, this might include a Covid-19 vaccination requirement for any employee whose role requires them to work onsite. Employees may request reasonable accommodation based on a medical condition or religious belief that prevents them from being vaccinated.

Notice to Applicants and Employees who reside within New York city. Click https://careers.pypl.com/Contact-Us/default.aspx

to view the notice.

REQ ID R0111550