Senior Director, Payments Sales Development What We Need Corpay is seeking to hire an experienced and highly motivated Senior Director, Payments Sales Development. This position falls under our Cross-Border line of business and will be located in our Toronto, Canada location. Corpay Cross-Border is a global leader in international payments, embedded payment technologies, and foreign exchange (FX) risk management.
Reporting directly SVP of Payments Solutions. This person will not run a personal book of business. Instead, you own two things: the sales framework and playbook that the Director of Business Development executes against, and the program that identifies entry-level inside sales talent, promotes them into Payments Sales Executive roles, and gets them producing. Once promoted, those Payments Sales Executives report to you. How We Work As a Senior Director, Payments Sales Development, you will be expected to work in our Toronto location. Corpay will set you up for success by providing: Assigned workspace Company-issued equipment Formal, hands-on training Roles Responsibilities Build and own the sales framework and playbook Designing the payments sales playbook end to end: prospecting motion, qualification criteria, discovery framework, pricing and interchange conversation, competitive displacement, objection handling, and close process. Defining the framework the Director of Business Development operates against — territory and account coverage model, outbound cadence standards, lead qualification and handoff rules, SLAs between business development and closing roles. Setting the stage definitions, exit criteria, and data standards in [CRM] so pipeline is measurable and inspectable rather than anecdotal. Keeping the playbook current against the payments landscape: [product launches, pricing changes, competitor moves, regulatory and network rule changes]. Partnering with [enablement, marketing, product] to turn the playbook into training, collateral, and call guides that people actually use. Own the promotion program from inside sales to Payments Sales Executive Designing and own the promotion path from entry-level inside sales into junior payments sales roles: readiness criteria, competency scorecard, certification or assessment process, and promotion cadence. Establishing the program metrics: candidate throughput, promotion rate, time-to-first-deal, time-to-full-productivity, ramp attainment at [30/60/90/180] days, and post-promotion retention at [6/12] months. Partnering with inside sales leadership and HR to identify candidates early, build individual development plans, and align the compensation and leveling structure for the new role. Building the ramp curriculum — the first [90–120] days a newly promoted Payments Sales Executive goes through, including shadowing, certification, and graduated quota. Reporting program health to the SVP on a [monthly / quarterly] basis and adjust criteria based on which predictors actually correlate with production. Manage the Payments Sales Executive team Directly manage the team of newly promoted Payments Sales Executives: weekly one-on-ones, pipeline reviews, deal strategy, and forecast. Setting individual quotas and activity expectations appropriate to a ramping seller, and hold the team to them with clear, documented performance conversations. Coaching in the field and on live calls — develop the seller rather than closing the deal for them. Serving as executive sponsor on [strategic, complex, or at-risk] deals where a senior voice moves the outcome. Owning retention, morale, and continuity of coverage as the team scales. Lead the Director of Business Development Managing, develop, and hold accountable the Director of Business Development agains