Sales Director

Sales Director – Solutions B2B
The Opportunity
Solutions B2B is a solutions-driven business built around helping organizations deliver value to customers through closed-loop and open-loop payment products, physical and digital fulfillment, and our Solutions B2B | ONE technology platform.
The Sales Director is responsible for developing new business while building and expanding long-term customer relationships. This is not a role where ownership ends when the initial sale is completed. Many of our relationships begin with a single brand, product or use case. The Sales Director maintains commercial ownership of those relationships and is expected to continually identify opportunities to add brands, introduce new products and capabilities, and grow the overall relationship.
The role is approximately 70% new business development and 40% growth of existing accounts.
How We WorkAs a Sales Director, you’ll work in a virtual environment with full support from Corpay’s industry-leading sales infrastructure. We’ll set you up for success by providing:

Complete home office setup and company-issued equipment
Formal, hands-on sales training and ongoing professional development
Monthly internet stipend
Access to a collaborative, performance-driven culture

Primary Responsibilities
New Business Development

Develop and manage a meaningful pipeline of new business opportunities across B2B segments including but not limited to employee reward, consumer rewards and loyalty, sale incentives, health and wellness, and disbursements and refunds.
Prospect independently while also developing opportunities through industry relationships, referrals, partners and broader SVS/Corpay relationships.
Lead the sales process from initial discovery through solution development, proposal, negotiation and contract execution.
Understand the customer's business and use cases well enough to recommend the right solution rather than simply selling a product.
Develop and deliver customer presentations, proposals and platform demonstrations.
Understand the economics of an opportunity and structure commercially sound solutions for both the customer and SVS.
Maintain an accurate view of pipeline, opportunity status, expected timing and revenue.

Account Ownership & Growth

Maintain ongoing commercial ownership of accounts after the initial sale.
Develop strong relationships with customer decision-makers and identify opportunities to broaden those relationships.
Continually look for opportunities to add additional brands, products, and capabilities.
Understand how a customer's business is evolving and proactively identify ways Solutions B2B can support that growth.
Serve as the primary commercial advocate for the customer internally while balancing the economic and strategic interests of SVS.
Remain engaged through implementation and ongoing account development, working closely with Operations, Implementations, Product and other internal teams.

Solutions & Product Expertise
Sales Directors are expected to sell the full Solutions B2B portfolio, including closed-loop and open-loop products, physical and digital fulfillment, API/platform solutions, delayed activation, Choice products, brand solutions and related capabilities.
Just as importantly, Sales Directors need to understand why we win, not simply what we sell.
This includes developing a strong command of our key differentiators and being able to independently explain and demonstrate them to customers, including:

Solutions B2B | ONE – understand the platform inside and out and be capable of independently conducting a customer demonstration.
Enterprise API and integration capabilities.
Individual card and bulk fulfillment capabilities.
Physical and digital delivery options.
Returned-mail management and related recipient solutions.
Delayed activation and claim-link capabilities.
Reporting, administration and other platform functionality.
Closed-loop and open-loop product options and the appropriate applications for each.
Other emerging products and capabilities as the business evolves.

Sales Directors should be capable of translating these capabilities into a solution for a customer's specific business problem rather than relying on Product, Operations or leadership to conduct the sale for them.
Strategic Initiatives
Our priorities evolve as the business evolves. In addition to individual revenue objectives, Sales Directors are expected to actively support and own annual Solutions B2B strategic initiatives.
These initiatives may include priorities related to profitability, physical versus digital product mix, claim-link adoption, open-loop growth, product penetration, new capabilities or other business priorities.
Sales Directors are expected to understand why these initiatives matter to the business and incorporate them into their account strategies and sales activity—not simply wait for opportunities to arise.
Cross-Functional Leadership

Work effectively with Operations, Implementations, Product, Finance, Legal, Brand Partnerships and other internal teams to move opportunities from concept through implementation.
Clearly document customer requirements and ensure internal teams understand what has been committed.
Stay involved during implementation and help resolve commercial or customer issues when needed.
Know when to independently move an opportunity forward and when involving subject-matter experts or executive leadership will improve the outcome.
Bring relevant customer feedback, competitive intelligence and market opportunities back into the organization.

What Success Looks Like
Success in this role is measured by more than simply achieving an annual revenue target.
A successful Sales Director consistently:

Achieves or exceeds assigned revenue and growth objectives.
Develops a healthy pipeline of new business.
Wins new customer relationships.
Expands existing accounts across additional brands, products and use cases.
Supports the company's profitability and product-mix objectives.
Successfully sells and owns annual strategic initiatives.
Maintains credible and accurate forecasts.
Understands the economics of their business and the opportunities they pursue.
Develops meaningful customer relationships that extend beyond an individual transaction.
Demonstrates command of Solutions B2B | ONE and the broader SB2B product portfolio.
Operates independently and takes ownership of opportunities, commitments and follow-through.
Contributes knowledge, experience, opportunities and ideas to the broader team.

How We Work
This is a role for someone who can operate independently without operating alone.
We expect our Sales Directors to manage their business, create opportunities, run customer meetings, demonstrate our solutions, understand deal economics, develop proposals, negotiate effectively, drive follow-up and know when additional resources will improve an outcome. This is not an environment that requires—or should require—constant day-to-day management.
At the same time, Solutions B2B thrives on shared experience and shared success. We expect Sales Directors to help one another, share what they learn, leverage the experience of the broader organization and contribute to the success of the team.
We are better together than we are separately.
Qualifications & Experience

Demonstrated success in B2B sales, business development or complex solution selling.
Experience developing new business as well as expanding existing customer relationships.
Ability to independently manage a sales process from discovery through contracting and implementation.
Strong presentation and communication skills, including the ability to confidently present and demonstrate technology solutions.
Commercial acumen and the ability to understand pricing, economics and profitability.
Ability to learn complex products and translate technical or operational capabilities into customer value.
Strong organizational skills and personal accountability.
Ability to work effectively across Product, Operations, Finance, Legal and other functional teams.
Experience in payments, prepaid, gift cards, incentives, rewards, loyalty, fintech or related industries is preferred.
Demonstrated ability to work successfully in an entrepreneurial, fast-moving environment.

YOU
The strongest Sales Directors at Solutions B2B are self-sufficient, curious and accountable. They don't wait to be told what to do next. They learn the business, understand their customers, create opportunities and drive them forward.
They are comfortable owning a number and being held accountable for results. They know their pipeline, understand their customers and understand the economics behind their opportunities.
They also recognize that individual success and team success are connected. They share information, ask for help when it will improve an outcome, help teammates when their experience can make a difference, and contribute positively to the culture of the organization.
They take ownership. They follow through. And when they make a commitment—to a customer or to the team—they deliver.