Sales Development Representative (Founding Team)

We are looking for a Founding Sales team to help build and scale our go-to-market engine from the ground up. In this role, you will work directly with the founders to win enterprise and mid-market customers, shape our sales strategy, and influence how xPay goes to market. Beyond closing deals, you'll play a critical role in defining our ideal customer profile, sales processes, pricing strategy, and customer engagement model. This is a unique opportunity to join at an inflexion point and become one of the key builders of a category-defining fintech company.

The candidate will have responsibilities across the following functions:

Own the End-to-End Sales Cycle:

• Manage the complete sales process from prospecting and qualification to negotiation and closure.
• Drive new business across enterprise and mid-market B2B SaaS accounts.
• Build and maintain a strong pipeline of high-value opportunities.

Become a Trusted Advisor:

• Understand customers' international payment workflows, challenges, and growth objectives.
• Conduct consultative discovery to uncover inefficiencies, payment costs, operational bottlenecks, and conversion challenges.
• Position xPay's solutions in terms of measurable business outcomes and ROI.

Lead Complex Enterprise Deals:

• Manage multiple stakeholders across Finance, Operations, Product, Legal, and Leadership teams.
• Own commercial discussions, pricing negotiations, procurement processes, and contract execution.
• Successfully navigate long and complex sales cycles.

Shape Product and GTM Strategy:

• Act as the voice of the customer internally.
• Partner closely with Product and Engineering teams to influence roadmap priorities.
• Contribute to refining messaging, sales playbooks, pricing models, and customer acquisition strategies.

Help Build the Sales Organisation:

• Establish scalable sales processes and best practices.
• Contribute to hiring, onboarding, and mentoring future sales team members as the company grows.

Requirements:

• 4-6 years of experience in B2B sales, with a strong track record of closing enterprise and mid-market deals.
• Experience selling complex technology products or solutions to business stakeholders.
• Proven ability to independently manage the full sales cycle.
• Strong consultative selling and stakeholder management skills.
• Ability to thrive in fast-paced startup environments with ambiguity and ownership.

Preferred:

• Experience as an early sales hire or part of a founding GTM team.
• Background in FinTech, Payments, Banking Infrastructure, API-based products, or SaaS platforms.
• Strong technical aptitude and ability to engage with technical buyers and product teams.
• Existing network within the B2B SaaS ecosystem.

Expectations:

• Consistently exceed revenue and customer acquisition targets.
• Build a repeatable sales motion that scales.
• Establish xPay as a trusted payments partner for global SaaS businesses.
• Help shape the foundation of a world-class sales organisation.