Enterprise Sales Manager

• Strategic account development
• Multi-product account expansion
• Merchant Active Rate

About The Role

As Enterprise Sales Manager, you'll lead a team of Enterprise Sales Executives responsible for winning, growing, and monetizing some of PayMongo's most important enterprise relationships.

You’ll translate the Head of Enterprise Sales' commercial strategy into strong day-to-day execution - ensuring your team builds a healthy pipeline, converts opportunities into closed and active accounts, expands existing merchants, and consistently delivers against Total Payment Volume (TPV) and Gross Profit (GP) targets.

This is a hands-on sales leadership role. You won't simply manage targets and reports from a distance. You'll actively coach Executives on opportunity strategy, solution development, pricing, negotiation, and complex enterprise deals while building the discipline needed for your team to perform consistently.

What You'll Do

• Take accountability for your team's quota attainment and pipeline targets.
• Conduct structured pipeline reviews with Enterprise Sales Executives
• Ensure opportunities are appropriately qualified, staged, and forecast.
• Maintain sufficient pipeline coverage to support predictable performance.
• Identify risks early and help Executives develop clear actions to move opportunities forward.
• Escalate critical or at-risk opportunities when additional support is needed.

• Review win/loss patterns across the team.
• Identify recurring objections, stalled opportunities, and drop-off points in the sales cycle.
• Coach Executives on how to improve opportunity strategy and conversion.
• Refine sales approaches and playbooks based on what you learn from actual deals.
• Help shorten sales cycles without compromising deal quality or commercial value.

Winning an enterprise merchant is only part of the opportunity. You'll also help your team grow the value of existing relationships.

• Identify cross-sell and upsell opportunities within existing enterprise accounts.
• Help Executives uncover additional use cases for PayMongo's products and services.
• Encourage broader product adoption across merchant organizations.
• Develop commercially viable opportunities that increase GP contribution over time.
• Help teams think beyond the initial payment requirement toward longer-term strategic account growth.

• Provide hands-on coaching for complex enterprise opportunities.
• Help Executives structure deals and develop compelling commercial propositions.
• Support pricing and margin discussions.
• Coach Executives through procurement and negotiation processes.
• Step into critical client conversations when senior support can help move a deal forward.
• Develop Executives who can eventually manage and close complex opportunities independently.

• Ensure deal stages, next steps, close dates, and other opportunity information remain accurate.
• Build consistent CRM discipline across the team.
• Review individual forecasts and consolidate them into a reliable team-level forecast.
• Use pipeline and performance data to identify risks and opportunities.
• Give the Head of Enterprise Sales clear visibility into expected performance.

• Enterprise deals often involve more than Sales.
• You'll work closely with Product, Finance, Legal, Risk & Compliance, Customer Success, and other teams to address issues involving pricing, contracts, product requirements, implementation, risk, and other factors that may affect a merchant’s decision or ability to go live.

What We're Looking For

We're looking for an experienced enterprise or complex B2B sales leader who knows how to develop people while maintaining strong commercial and operational discipline.

Y Ou Should Bring

• Strong experience in enterprise sales, strategic accounts, complex B2B solutions selling, or a comparable commercial environment .
• Experience leading and developing quota-carrying sales professionals.
• Strong pipeline and forecasting management across multiple sales representatives.
• Experience setting sales priorities and translating broader commercial objectives into actionable plans.
• Strong understanding of enterprise sales cycles and how organizations evaluate solutions and make purchasing decisions.
• Commercial and financial acumen, including an u