Role Overview
Virtual Pay represents a new breed of payment companies, built from the ground up with a laser-focus of innovating and seamlessly integrating tomorrow's payment solutions.
The Head of Sales will lead the end-to-end revenue strategy and execution, driving aggressive growth across merchant acquisition (enterprise, mid-market, and SME segments). In addition, the role will oversee strategic relationship management, ensuring strong retention, revenue expansion, and long-term value creation across key partners and merchants. This leader will own the full commercial lifecycle—from acquisition to growth and retention.
Key Responsibilities
Revenue Strategy & Growth
- Own and deliver the global sales and revenue growth strategy (GMV, revenue, margin).
- Drive both new business acquisition and existing portfolio growth (upsell, cross-sell, expansion).
- Identify and unlock new revenue streams including value-added services.
Merchant Sales – Acquisition & Growth
- Drive merchant acquisition across enterprise, mid-market, and SME segments.
- Lead complex enterprise deal cycles including RFPs, pricing, and contract negotiations.
- Ensure seamless transition from sales to onboarding to relationship management.
- Partner with RM team to identify growth opportunities within existing merchant portfolios.
Relationship Management & Account Growth
- Lead and scale a high-performing Relationship Management (RM) / Account Management team.
- Own merchant and partner retention, satisfaction, and lifetime value.
- Develop structured account management frameworks: segmentation (strategic, key, long-tail accounts), account plans/growth roadmaps, and periodic business reviews (QBRs/MBRs).
- Drive net revenue retention through upsell, cross-sell, and volume growth.
- Build strong C-suite relationships with top merchants and partners.
- Act as executive sponsor for key accounts and intervene in escalations when necessary.
- Collaborate with Product and Operations teams to proactively address client needs and improve experience.
Sales & RM Leadership
- Build, lead, and scale integrated Sales and Relationship Management teams.
- Define clear roles across new business, account growth, and retention.
- Set and track KPIs across acquisition and account management.
- Drive a high-performance culture with strong accountability, coaching, and continuous improvement.
Market Expansion & Localization
- Lead market entry strategies across new regions (regulatory, partnerships, merchant segments).
- Ensure relationship continuity and local account management capability in each market.
- Adapt engagement models to local cultural and business dynamics.
Cross-functional Collaboration
- Partner with Product to influence roadmap based on partner/merchant feedback.
- Work with Marketing on demand generation and customer lifecycle engagement.
- Align with Risk, Compliance, and Operations to ensure sustainable, compliant client relationships.
Data-Driven Commercial Management
- Own full funnel metrics: acquisition → activation → retention → expansion.
- Leverage CRM and analytics tools to track pipeline health, account performance, churn, and retention trends.
- Continuously refine GTM and account management strategies based on insights.
Key Requirements
Experience
- 7–10+ years in sales and/or account management leadership within payments, fintech, or financial services.
- Proven experience managing both new business sales teams and relationship/account management teams.
- Strong track record in driving net revenue retention and customer lifetime value.
Technical & Industry Expertise
- Deep understanding of payment ecosystems (acquiring, issuing, gateways, orchestration).
- Card schemes, Mobile money networks, APMs.
- Enterprise sales and key account management in payments.
- Experience in managing complex, long-term commercial relationships.
Leadership & Competencies
- Strong commercial and relationship-building acumen.
- Exceptional stakeholder and executive relationship management skills.
- Ability to balance short-term revenue wins with long-term client value.
- High ownership mindset with strong execution discipline.
- High integrity and alignment with compliance-driven environments.
Benefits
- Competitive Remuneration Package
