Sales Specialist - B2B Payments & Cards

About the role

This is an overlay sales role. You are a specialist seller who works across and on top of the core APAC field team, bringing deep expertise in B2B cross-border payments and commercial / issuing card programs. You do not own the account relationship end-to-end; instead you attach to the deals of core Account Executives, source and accelerate specialized card opportunities, and carry an overlay quota tied to B2B card revenue across the region. Your job is to make the whole APAC team win more in your domain — and to be measured on that shared outcome.

How the overlay model works

You align to a set of core Account Executives / a territory and partner on their B2B card opportunities rather than replacing them.

You carry an overlay (attach) quota on specialized-product revenue across that coverage — credit is typically shared with the core AE on co-sold deals.

You also self-source specialized pipeline through outbound to expand the region’s reach into these products.

Success is a team outcome: your number is realized through deals you influence, accelerate, and expand alongside the field.

What you’ll do

CARRY THE OVERLAY NUMBER — SPECIALIZED-PRODUCT REVENUE

• Own an overlay / attach quota for commercial card programs across your APAC coverage.

• Attach to core AE opportunities — co-selling on discovery, solutioning, commercial framing, and close — to accelerate and expand deals into your specialized products.

• Self-source additional specialized pipeline through targeted outbound where the core team has white space.

• Sell to CFOs, treasury, finance, and procurement buyers, translating cross-border payment and card capabilities into clear commercial value.

ENABLE AND MULTIPLY THE FIELD TEAM

• Act as the go-to APAC domain expert on B2B payments and card products for the entire sales organization.

• Coach and enable core AEs — playbooks, battlecards, objection handling, and live deal support — so they can identify and progress specialized opportunities on their own.

• Join key calls as the specialist voice, bringing credibility and technical/commercial depth that shortens sales cycles and lifts win-rates.

• Drive attach and cross-sell across the installed base by partnering with account owners.

BE THE VOICE OF THE FIELD

• Channel competitive, pricing, and product-gap insights back to Product, Marketing, and Partnerships to sharpen the APAC proposition.

• Partner with Marketing / BDRs to shape outbound campaigns and account-based plays for specialized segments.

• Work with Solutions, Implementation, and Compliance so co-sold deals clear onboarding / KYC and go live smoothly.

What you bring

MUST HAVE

• 7+ years of B2B sales experience, including time in an overlay, specialist, solutions, or product-specialist selling role with a track record of hitting quota.

• Deep specialization in payments, fintech, cards, or banking sold to finance / treasury buyers — ideally cross-border B2B payments and/or commercial card programs.

• Strong outbound / new-business instincts — able to self-source specialized pipeline, not just support inbound.

• Proven ability to influence and win through others — co-selling with core reps and lifting their results without owning the relationship.

• Excellent collaboration and communication skills; comfortable operating in a shared-credit, matrixed environment.

• APAC market knowledge and cultural fluency across multiple markets. Fluent English required; an additional APAC language is a plus.

NICE TO HAVE

• Working knowledge of FX, treasury, AP/AR automation, card issuing / interchange, and working-capital products.

• Experience with MEDDIC / MEDDPICC or a comparable qualification framework.

• An existing network among APAC mid-market and enterprise finance leaders.

What success looks like — first 12 months

• By 90 days: ramped on product and ICP; aligned with your core AE coverage; first co-sell engagements and self-sourced specialized pipeline underway.

• By 6 months: pacing to overlay quota; enablement assets adopted by core AEs; measurable rise in the team’s B2B and card pipeline and attach rate.

• By 12 months: overlay target exceeded; recognized as the regional subject-matter expert; documented lift in the field team’s win-rate for specialized products.

What we offer

• Competitive base salary plus a specialist / overlay commission plan with accelerators for over-performance.

• The chance to sell high-impact products at a global fintech operating at scale.

• A clear growth path — toward senior specialist, sales management, or core enterprise sales.

• Hybrid working and an inclusive, ambitious, cross-border culture.