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Sales Manager

Full Time

Remote

Job Description

Manage the merchant acquisition process, build and manage the pipeline, conduct active outbound marketing, and handle deals from initial contact to signing. Key role in negotiating commercial terms, supporting clients until Go-Live, and collaborating with key decision-makers.

About the Client

An innovative platform for automating data analytics and visualization processes in business. It provides companies with tools for creating dynamic reports and analyzing data in real time. The platform uses powerful AI algorithms to simplify working with large datasets, offering users intuitive interfaces for building reports, charts, and graphs. It is focused on increasing productivity and accuracy in decision-making, making it an excellent tool for companies looking to optimize internal processes and enhance their analytical capabilities.

The company is B2B-oriented and provides a solution for organizations seeking effective ways to process and present data, thereby improving strategic planning and operational efficiency.

What You Will Do

 Merchant Acquisition

  • Independent search and acquisition of new merchants.

  • Building and managing a personal pipeline.

  • Active outbound outreach via LinkedIn, Telegram, email, and cold contacts.

Channels for Acquisition

  • Exhibitions and conferences (iGaming, Payments, Crypto).

  • Affiliate managers.

  • Traffic sources.

  • Agents/introducers.

  • Personal network.

Key Focus

  • Engaging with decision-makers (CEO, Head of Payments, CFO, Operations).

  • Emphasis on proactive business generation, not waiting for inbound leads.

Deal Management

  • Managing the deal from the first contact to signing.

  • Negotiating commercial terms.

  • Handing over to Compliance and Onboarding teams.

  • Monitoring KYB status and integration progress.

  • Providing support until Go-Live.

What We Are Looking For

Industry & Product Knowledge

  • Strong understanding of Pay-in / Pay-out flows

Knowledge of:

  • Settlement cycles (T+0, T+3, rolling reserve).

  • Approval rate drivers.

  • Understanding of KYC / KYB / AML processes.

Experience in one or more verticals:

  • Payments / PSP.

  • iGaming.

  • Crypto.

  • High-risk merchants.

  • Ability to discuss unit economics with merchants.

  • Understanding of the LATAM payment landscape is a plus (Pix, SPEI, PSE, local bank transfers — if region-focused).

Sales Execution Skills

  • Strong outbound prospecting skills.

  • Pipeline building from scratch.

  • Lead qualification (discovery-driven approach).

  • Value-based selling (not price-driven).

  • Objection handling (especially “too expensive”).

  • Multi-threading within accounts (working with several stakeholders).

  • Negotiation skills.

  • Deal closing capability.

  • Follow-up discipline.

  • CRM hygiene and pipeline management.

Strategic & Commercial Skills

  • Commercial structuring (rates, volume tiers, test periods).

  • Understanding of risk appetite and positioning accordingly.

  • Network development & relationship management.

  • Long sales cycle management.

  • Ability to prioritize high-potential merchants.

Communication & Behavioral Skills

  • High resilience to rejection.

  • Analytical curiosity (asks deep diagnostic questions).

  • Strong verbal and written communication.

  • Ability to simplify complex payment concepts.

  • Confidence in high-level conversations (CEO / CFO level).

  • Self-motivation and accountability.

  • Growth mindset.

  • Hunter profile with proven outbound success.

  • Deep understanding of payments economics (approval, settlement, routing).

  • Strong objection-handling and negotiation ability.

  • Ability to travel.

  • Language skills: English - B1+, Spanish as a plus.

Nice-to-Have

Regional & Market Advantage

  •  Existing merchant network among the companies that expand in LATAM (Brazil, Argentina, Colombia, Mexico).

  •  Experience working with local APMs (Pix, SPEI, PSE, local bank transfers).

  •  Understanding of regulatory specifics in high-risk markets.

  •  Experience launching new GEOs or new payment methods.

Strategic Growth Capabilities

  •  Experience scaling merchants from test volumes to large monthly turnover.

  •  Ability to identify upsell/cross-sell opportunities (new GEOs, payout flows).

  •  Experience working with agents/introducers and structuring commission models.

  •  Ability to structure pilot tests and phased rollouts.

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