Strategic Account Director

Overview

In this Strategic Account Director role, you will hunt and win the largest, most complex enterprise logos in the cross-border payments space, owning the full sales pursuit from target to signed contract. You’ll lead multi-threaded, committee-driven evaluations and coordinate a cross-functional pursuit team to displace incumbent banks or fintechs. The role sits under Global Sales, shaping the strategic accounts motion and scaling it across markets. Expect high-impact deals that unlock multi-product platforms and long-term growth.

Responsibilities

• Identify and pursue high-value strategic accounts ( typically $500K+/month cross-border volume, up to $10M+/month targets)
• Generate and own the pipeline through disciplined outbound and ecosystem channels
• Engage CFOs, Treasurers, and other executives to build conviction and advance deals
• Displace incumbents by positioning Payoneer’s global coverage and platform breadth
• Lead end-to-end, long-cycle deals with multi-stakeholder evaluations
• Negotiate procurement, legal, and commercial terms to close
• Sell the platform with an emphasis on value and expansion potential
• Coordinate a cross-functional pursuit team (Solutions/Pre-Sales, Product, Compliance, RevOps) and secure executive sponsorship
• Forecast accurately and push deals to close dates
• Ensure smooth handoff to Customer Success with a clear expansion thesis

Key requirements

• 8+ years in enterprise B2B sales with a track record of new-business / new-logo acquisition
• Proven ability to self-generate pipeline and break into cold enterprise accounts
• Experience closing long-cycle, multi-stakeholder deals with six- to seven-figure value
• Proven success selling to executive buying committees (CFO, Treasury, Compliance/Risk)
• Strong commercial and negotiation skills including procurement and margin protection
• Fluency operating in a matrix organization and orchestrating cross-functional teams
• Bachelor’s degree or equivalent practical experience
• Preferred: payments/fintech/banking/FX experience and Salesforce CRM proficiency

• strong executive communication
• negotiation and strategic thinking
• multi-stakeholder collaboration
• Salesforce
• Sandler-based methodology (Up-Front Contracts, Pain Funnel, qualification)
• CRM-driven pipeline management

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