Senior Sales Manager: Global Payments

Role Overview

This is the senior commercial role for global payments in-market: the person who turns strategy into signed contracts and recurring revenue across E-commerce, Telecommunications and Airlines. Day to day, that means hunting and closing enterprise deals, keeping the pipeline honest and well-fed, deepening the accounts that already matter, and answering for revenue and gross profit delivery against agreed targets. It sits alongside the VP Ecommerce and Telecommunications and the Country Manager and reports into that commercial leadership structure, but it deliberately does not carry P&L ownership, regulatory stewardship or operational risk accountability — those sit elsewhere. Depending on market size, the holder either leads a commercial team or operates as the senior individual contributor who anchors the market's selling effort.

Key Responsibilities

• Translate the global sales strategy into a working go-to-market plan for the three priority verticals — E-commerce, Telecommunications and Airlines — including target account lists, territory focus, sector-specific propositions and quarterly revenue commitments.
• Originate and close strategic enterprise business at regional and global level, running complex, multi-market sales cycles from first approach through negotiation to commercial signature, and leading high-value RFPs and tenders along the way.
• Build and maintain a healthy, forward-looking pipeline: qualify rigorously, keep coverage and conversion rates where they need to be, and give leadership a forecast they can rely on.
• Shape winning commercial structures — pricing models, deal terms, negotiated agreements and customer-specific value propositions and business cases that hold up to procurement scrutiny.
• Act as the in-house sector authority for E-commerce, Telecommunications and Airlines: track payment trends, buyer behaviour, competitor pricing and positioning, and convert those insights into differentiated offerings and new revenue opportunities.
• Convene and direct cross-functional deal teams across Product, Technology, Operations, Finance, Legal, Risk, Compliance and Customer Experience, unblocking commercial and operational obstacles that stall deals or delay revenue recognition.
• Pursue geographic expansion and market entry where it makes commercial sense, and build partnerships and ecosystem relationships that accelerate acquisition and open new payment corridors.
• Manage the handover from sales into implementation and then into account growth, and — where the role carries a team — coach and develop commercial talent, raising the overall standard of selling in the market.

Requirements & Qualifications

• Education: Bachelor's degree in Business, Marketing, Finance, Economics, Technology or a related discipline. An MBA or comparable postgraduate qualification is viewed favourably but is not a gate.
• Experience: A substantial, progressive track record in enterprise sales, business development or commercial leadership. Depth of delivery and demonstrable results carry more weight than a specific number of years.
• Industry grounding: Strong background in fintech, payments, banking, telecommunications or digital financial services, with familiarity in how money movement, settlement and cross-border corridors actually work.
• Commercial record: Evidence of consistent revenue growth and of personally managing large, complex commercial pipelines through to closure.
• Customer ownership: Hands-on experience building and holding strategic relationships with senior enterprise buyers, and steering long, multi-stakeholder sales cycles involving legal, procurement, risk and technical teams.
• People leadership: Experience leading, coordinating or coaching a commercial team, or acting as the senior commercial reference point for colleagues in a matrixed structure.
• Commercial craft: Strength in sales strategy execution, pipeline and forecast discipline, key account planning, deal structuring and negotiation through to signature.
• Influence and communication: Confident engagement with executive stakeholders, strong cross-functional collaboration skills, and the ability to present persuasively to internal and external audiences.
• Governance awareness: Comfort operating in a regulated commercial environment, including KYC and compliance processes, and a firm commitment to ethical conduct and governance standards.