Director - Enterprise Accounts (Cross-Border Payments)

Want to be part of a company that feels like a start-up but already has a successful business with significant runway for stronger and faster growth? Are you interested in building a career in Fintech at a place with the ambition and means to become a unique B2B platform that is truly agile-at-scale? Do you want to work somewhere with great people from a wide variety of backgrounds because people are what power our company’s success? Then Convera is the place for you!
In 2021, we launched Convera, a company committed to bringing its customers the most advanced business payments and FX platform in the world. Convera was formed to acquire the assets and companies that previously comprised Western Union Business Solutions, a division of The Western Union Company. Convera’s acquisition of Western Union Business Solutions is subject to requisite work council and trade union consultations, regulatory approvals and other customary closing conditions.
Following this acquisition, Convera will become one of the largest non-bank B2B cross-border payments companies in the world. Leveraging decades of industry expertise to deliver smarter money movements, Convera is committed to ensuring that our customers capture more value with every transaction.
What we do and who we serve:
Providing tech-led payment solutions to a broad range of organizations globally, Convera serves customers ranging from small business owners to enterprise treasurers to educational and financial institutions. Delivering solutions ranging from simple currency exchanges to sophisticated cross-border payments platforms and solutions, everything we do is designed to enhance the customer experience and seamlessly power their global commerce needs.
In 2020, the business processed over $110 billion in transactions. With an existing customer base of more than 30,000 small and medium-sized businesses, educational institutions, financial institutions, law firms, and NGOs spanning over 40 countries and territories and 140 currencies, the business possesses a truly global footprint and serves some of the fastest-growing segments of the B2B cross-border payments markets.
Powered by a sophisticated and expansive global settlement network, Convera’s capabilities are built on efficiency, accuracy and compliance at its core, alleviating risk and accelerating smarter decision making. As a standalone fintech, Convera will build on its customer- led culture and accelerate its investments in technology, product innovation and people to drive growth.
Your Role
We are looking for a growth-minded leader to develop and execute an Enterprise SRM vision. The position reports directly to the Global Head of Enterprise. This leader will collaborate with Channel Partner Managers, Vertical CRMs, and Leaders across the GTM organization to accomplish strategic and annual operating plan goals.
The role will own several global enterprise accounts with global footprints, both customers and partners. It is a worldwide role requiring experience in effectively scalable Enterprise Accounts for a tier-1 financial services/fintech organization that delivered demonstrable value.
This leader will play an essential role in ensuring rigor and implementing SRM best practices. The leader will own critical aspects of a set of enterprise customers/partners, including Account Planning & Strategy, Relationship Management, Modern Payments Platform/Solution Delivery, Revenue Growth, Retention, and Risk Management.
Key Leadership Responsibilities:

• Foster a culture that supports customer centricity and enhances the lifetime value of Convera customers/partners. Drive the enterprise-wide shift to evolve the structure from a traditional sales approach to a consultative, agile, and innovative customer-centric approach via SRM.
• Lead the account strategy in all aspects of growth and profitability, including customer growth and spending analysis, integrated account planning, opportunity identification, and value communication.
• Negotiate contracts with key customers/partners and meet established deadlines to fulfill each customer/partner's long-term goals.
• Use a CRM solution to keep track of your communication with the account stakeholders, give everyone on the account team visibility into what's happening, and minimize duplication of effort across the team.
• Streamline communications by mapping out organizational relationships at multiple levels. Establish and develop relationships with senior and executive decision-makers.
• Organize virtual briefings and workshops to share best practices & learnings with other GTM teams and build sustainable organizational capability in enterprise account management.
• Curate custom offerings tailored to the customer’s specific needs. Develop a thorough understanding of key clients' needs and requirements and prepare customized solutions.
• Set a cadence for quarterly account reviews and measure account performance relative to quarterly, semi-annual, and annual growth expectations Scope and Context.
• Develop framework strategies and structure to convert short-term, mid-term, and long-term accounts goals into specific and actionable actions (with well-defined KPIs to measure & track) to reach them.
• Collaborate with other GTM Verticals and cross-functional teams in marketing, sales-enablement, customer success, deal desk, risks, and compliance to ensure that critical clients' needs are met.
• Acting as a visionary, leading customers, internal executives, and managers on critical initiatives. Develop a deep understanding of the customers/partners and their industry, analyze business/financial data, communicate product road map, develop a multi-year plan, and improve customer value.
• Provide thought leadership on next-gen cross-border digital payments and foreign exchange solutions to enterprise customers.

Qualifications
Ideally 12 years of relevant work experience in a Go-to-Market or Account Management function in a Tier-1 Financial Services, B2B Cross-border Payments, Global Payments Network, or a Global Fintech with demonstrated success in growing and managing large customer/partners accounts is required.

• The ability for up to 40% travel, including overnights, is required.
• Bachelor's degree in engineering, science, business administration, or a related field. MBA from a top school is preferred.
• Ability to navigate complex accounts and build valuable relationships with diverse stakeholders.
• Strong business acumen, business case, and negotiation. Track record in negotiating outsized multi-year contracts with strategic partners/customers and meeting established deadlines.
• Expertise in quantitative analysis, finance, corporate development, and strategy
• Prior experience in selling modern cloud-based, API-first payment platforms is highly desirable.
• Proficient in all Microsoft Office applications as well as CRM software.
• Demonstrated ability to build internal relationships and work collaboratively in a Matrix organization
• Working knowledge of global B2B payments, FX, and cross-border payment rails is required.
• Prior experience in transforming Sales/GTM organization is preferred.
• Strong knowledge of modern technology stack and experience in well-structured solution delivery is required.

We offer an abundance of competitive perks and benefits including:

• Flexible working model
• Medical
• Market competitive salary
• Life insurance
• 401k incentives savings plan
• Online employee discount program
• Competitive bonus incentive

And more!
Apply Now