Manager, Solutions Consulting - Payments

About the Role

The Manager, Solutions Consulting - Payments is a critical role responsible for leading a high-performing team of Payment Sales Executives who drive organic payments revenue growth across the existing Billtrust customer base and support new logo sales efforts alongside the sales team. You will leverage AI tools and co-worker agents to analyze pipeline activity, sharpen coaching, and streamline team operations, focusing your expertise on developing people, shaping go-to-market strategy, and building the cross-functional relationships that move payments deals forward.

This role makes payments a center of expertise within the go-to-market organization. You will partner closely with the VP of Solutions Consulting, sales leadership, payment operations, payment strategy, marketing, and payments product to scale payment processing (ACH and Credit Card Merchant Services/Merchant Acquiring), while defining how your team shows up in deal cycles and how AI makes every seller more effective.

What You’ll Do

Team Leadership & Performance

• Lead, coach, and develop a high-performing team of Payment Sales Executives, tailoring development to the demands of the business and each person’s professional goals, and maintain a recruiting pipeline to meet future business demand.
• Define and manage team metrics and goals, using AI-powered dashboards and co-worker agents to track activity reporting and progress against revenue goals and to surface coaching opportunities.
• Evaluate team members regularly through direct observation, peer feedback, sales feedback, and performance management, and manage day-to-day activities such as resource scheduling conflicts, expense review and approval, and PTO requests.
• Other duties as assigned.

Go-to-Market Strategy & Partnership

• Partner with sales leadership, payment strategy, marketing, and payments product to define go-to-market strategy for payments revenue growth, using AI tools to inform positioning and prioritization.
• Serve as the primary liaison between the sales organization and payment strategy, marketing, and payments product, prioritizing and communicating new feature requests and roadmap vision.

Market Expertise & Enablement

• Maintain up-to-date market expertise in B2B payments, Interchange, and Card Brands, using AI tools to track market shifts and continuously evolve competitive positioning.
• Enable Payment Sales Executives to continuously evolve talk tracks and objection handling, using AI to build, test, and refine sales content.
• Partner with sales enablement and sales leadership on training curriculum for Credit Card and ACH processing as needed.

Process Improvement & Operational Excellence

• Identify opportunities for internal process improvement and create change for the Payment Sales Executive team, including AI-enabled workflows for ROI and credit card statement analysis.
• Ensure proper alignment of resources and effective utilization of skill sets within the assigned region, team, or portfolio, and define the team’s involvement in deal cycles.

What You’ll Bring

Required Skills:

• 5+ years of experience leading sales or pre-sales teams, with a demonstrated ability to lead projects to completion.
• 7+ years of demonstrated success selling and/or supporting B2B payments, Merchant Services, and/or Accounts Receivable (AR) solutions, with in-depth knowledge of B2B payments, Interchange, and Card Brands, including ACH and Credit Card Merchant Services/Merchant Acquiring.
• Direct sales or pre-sales experience in payments, with mastery of the sales process, the ability to create and contribute to it, and a track record as a trusted advisor to sales leadership and sales teams.
• Ability to build, comprehend, and present ROI analysis and credit card statement analyses to businesses of all sizes, and to communicate and demonstrate the value of complex SaaS-based payments solutions.
• Exceptional communication, presentation, and influencing skills with executive presence; comfortable presenting to external groups and prospects in person and through webinars.
• Advanced problem-solving and analytical skills to align solutions to business problems; an organized, entrepreneurial self-starter with a results-driven attitude who thrives in a fast-paced, dynamic environment and is willing to travel (approximately 20%).
• Track record driving AI adoption and continuous improvement across a team or function, using feedback gathered from all levels and impacted departments.

Preferred Skills:

• Experience with the Billtrust solutions suite and/or A/R software solutions.
• Experience managing a payments or pre-sales/sales organization.
• Hands-on experience using AI tools to improve team productivity, such as call coaching, pipeline analysis, or competitive research.
• Experience building enablement content, such as talk tracks and objection handling, that helps new sellers ramp quickly.