PayLater SME Manager - US Lead at PayPal Inc. in Phoenix, Arizona

Posted in Other 4 days ago.

Job Description:

At PayPal (NASDAQ: PYPL), we believe that every person has the right to participate fully in the global economy. Our mission is to democratize financial services to ensure that everyone, regardless of background or economic standing, has access to affordable, convenient, and secure products and services to take control of their financial lives.

Job Description Summary:
The PayLater Subject Matter Expert (SME) is an important part of the PYPL sales org, whose overall goal is to grow and strengthen PayPal merchant partnerships, drive increased revenue for PayPal, and support overall adoption of PayPal's revenue and payments solutions in the marketplace.

The specific focus of the PayLater SME is the value-driven sale of our suite of buy now pay later/deferred/installment technologies, with emphasis on upstream messaging before checkout.

The SME will be expected to have a deep understanding of their specific portfolio of named existing accounts and prospects to drive desired outcomes for PayPal, while simultaneously anticipating and managing against competitor moves. This will require active prospecting and a hunter/defender mentality to defend against or unseat competitors. For these as well as portfolio named accounts, the SME will assist in formulating strategic partnerships and deal terms, which may include creative commercial and structural elements.

Job Description:

Key Experience

  • 8+ years of experience selling complex payments or marketing solutions to senior executives at Fortune 1000 companies.

  • Minimum of 3+ years managing a sales team of individual contributors and sales pipeline

  • Skilled storyteller with proven experience communicating and selling from a values-based platform

  • Deep experience working with C-level executives and decision makers in the following functional areas:

    • Marketing

    • Finance

    • E-commerce

  • Exceptional communication and presentation skills, with an emphasis on translating insights, product information and data into client value.

  • Strong negotiation skills, with the ability to collaborate with cross-functional teams to achieve win-win outcomes

  • Proven consultative sales abilities and the ability to work well in a matrixed environment, collaborate across multiple departments and influence all levels within an organization.

  • Strong analytical skills with ability to develop value-driven narratives and ROI-based proposals.

  • Strong industry knowledge of payments including credit and eCommerce acceptance solutions

  • A consistent track record of exceeding quota targets.

  • Familiarity with Salesforce CRM is a plus.

  • Bachelor's degree required; MBA preferred.

Duties and Responsibilities

  • Manage a team of SMEs and support AE BNPL sales cycle

  • Manage US / CA BNPL pipeline for reporting purposes

  • Drive revenue growth for PYPL by understanding the merchant's business needs and aligning their needs with BNPL PayPal solutions.

  • Partner with front book Account Executives on net new business deals and also targeted co-selling into portfolio of named existing accounts with back book AEs.

  • Support team to grow and maintain the US BNPL pipeline, with accurate forecasting and associated account plans.

  • Collaborates with internal stakeholders to identify and propel cross-sell opportunities.

  • Supports the US SME team, responsible for co-managing entire sales cycle with AE by identifying potential sales, conducting pre-sales calls, delivering customized presentations, delivering ROI-based proposals and support negotiating complex contracts.

    • Typically will lead most key prospecting and opportunity driving activities, as well as winning the deal and ensuring a successful LTS and post-live experience

      • Leads: discovery, product fit consulting, sales pitch, pre-sales demo, pricing, negotiation, Compliance/UW, KYC/AML, Risk, Contract generation, account training/demos, LTS and post-live support, and sales closing

      • Supports in partnership with AE/SE/PayLater Success: prospecting, account creation, integration, and win/loss analysis

  • Selling the following key products:

    • Upstream messaging (primary), button placement (secondary) for:

      • PayPal Credit

      • Pay in 4

      • EZ Payments

      • All new products / feature enhancements

  • Ideally drives the following outcomes as part of a structured deal:

    • Co-marketing

    • Case studies/testimonials

    • Exclusivity (ideal)

    • Co-existence in situations where exclusivity is not possible - for short term only/phased approaches

    • A/B testing

    • Data sharing - even outside of A/B testing

    • Builds a measurable value proposition that resonates with multiple stakeholders.

  • Regularly provides feedback and assists in establishing priorities for the following based on customer experience:

    • Product development

    • Finance

    • Legal

    • Marketing: PayLater

    • Marketing: Consumer

    • GTM

    • Sales Enablement

  • Makes a highly positive impact on culture and team through sharing learnings, building trust and leading by example.

  • Proficient in Microsoft Word, Excel, and PowerPoint, Saleforce

  • Travel up to 40% of time

Key attributes

  • Operates as a hunter aka offense - proactively identifying opportunities and building strategic account plans

  • Fiercely competitive with strong sense of urgency to accomplish goals

  • Can remain focused and unfazed during periods of ambiguity

  • Team-centric and client-first mentality, able to direct and influence key internal stakeholders and build key working relationships

  • Unwavering focus on the merchant - especially including white-glove pre- and post-sale support

  • Enthusiastic student of the art of sales

  • Intellectual curiosity a must

  • Project management skills a must

  • Flexible, decisive and fun to work with


Travel Percent:

Our Benefits:
At PayPal, we're committed to building an equitable and inclusive global economy. And we can't do this without our most important asset-you. That's why we offer benefits to help you thrive in every stage of life. We champion your financial, physical, and mental health by offering valuable benefits and resources to help you care for the whole you.
We have great benefits including a flexible work environment, employee shares options, health and life insurance and more. To learn more about our benefits please visit

Who We Are:
Click Here to learn more about our culture and community.

PayPal has remained at the forefront of the digital payment revolution for more than 20 years. By leveraging technology to make financial services and commerce more convenient, affordable, and secure, the PayPal platform is empowering more than 400 million consumers and merchants in more than 200 markets to join and thrive in the global economy. For more information, visit

PayPal provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, PayPal will provide reasonable accommodations for qualified individuals with disabilities. If you are unable to submit an application because of incompatible assistive technology or a disability, please contact us at

As part of PayPal's commitment to employees' health and safety, we have established in-office Covid-19 protocols and requirements, based on expert guidance. Depending on location, this might include a Covid-19 vaccination requirement for any employee whose role requires them to work onsite. Employees may request reasonable accommodation based on a medical condition or religious belief that prevents them from being vaccinated.
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