Account Executive - Merchant Central

Payments companies want software that automates how they find, onboard and manage merchants. As an Account Executive for Merchant Central, you will own new business and expand sales to independent sales organizations (ISOs), payment facilitators, processors, banks and software providers. You will run complex, multi-stakeholder SaaS sales cycles from first conversation through legal, procurement and information security (InfoSec) review to signature, and you will be accountable for an accurate forecast built on the MEDDPICC sales methodology.

Merchant Central is the leading software platform for payments companies that run their business on merchant relationships. It helps ISOs, payment facilitators, processors and software providers capture merchant leads, automate sign-up and onboarding, speed up underwriting, manage live merchants and calculate residuals accurately. Our buyers work in payments, so they expect a seller who understands their economics and their operational pain.

This role reports to the SVP & GM, Merchant Central Software Services.

About NMI

NMI, a global leader in payment technologies, allows software and sales professionals to deliver payment innovations to their clients without having to build payment expertise in house. NMI enables our partners with choice, and challenges the one-size-fits-all approach to payments. You’ve probably used NMI in the last 24 hours without even realizing it. We’re the platform that powers success for innovative tech created by SMBs, entrepreneurs and fintech startups. We’re creative problem solvers who help visionaries smash through boundaries and think beyond what’s possible so they can think about what’s next. But we’re not just built for the tech savvy. We democratize the latest payments technology so that everyone can realize the benefits of easy payments across the full spectrum of commerce. Our mission is to use our expertise to enable more payments, in more ways and more places. We provide ISOs, Fintech Innovators and Technologists the freedom to focus on what they do best, liberating them from restricted payment solutions and giving them access to the latest payment technology now and in the future.

How We Work - Our Core Values

• Be a Good Person, It’s Simple. We treat everyone fairly and with respect. We lead with kindness, humility and integrity. We take the time to understand each other and our customers. And we serve with care, because customers are never a transaction, and always our focus
• Align, Trust & Go. We debate openly, listen carefully and challenge thoughtfully. Once we decide, we move forward together - holding ourselves accountable to our commitments, and focusing on what matters most to our customers. That alignment creates momentum.
• Raise the Bar. Good enough isn’t enough. We stay curious, measure everything, stay honest about progress and keep pushing ourselves to think creatively. We drive change, again and again. And leave things better than we found them. When we raise the bar, our customers feel it too.

What will I be doing?

• Own the full sales cycle for Merchant Central, from prospecting and discovery through negotiation and close.
• Qualify and run deals with MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition).
• Build a pipeline and forecast grounded in MEDDPICC qualification, not gut feel.
• Lead discovery with payments companies to understand how they handle merchant lead management, sign-up, onboarding, underwriting, live merchant management and residuals.
• Build business cases tied to measurable outcomes such as reduced time to revenue, lower onboarding cost, less manual underwriting effort and fewer residual disputes.
• Guide deals through legal review, redlines, security questionnaires, InfoSec assessments and procurement, and coordinate internal teams to keep them moving.
• Work with Finance and leadership on pricing and commercial terms, including tiered and usage-based models.
• Hand off cleanly to Implementation and Customer Success and help identify expansion opportunities.
• Represent Merchant Central at industry events and in partner and client meetings.
• Keep Salesforce and deal documentation current and complete.

Minimum Requirements:

• At least three years of B2B SaaS sales experience closing complex, multi-stakeholder deals.
• Working knowledge of MEDDPICC, including using it to qualify, inspect and forecast deals.
• A record of meeting or exceeding quota and forecasting accurately.
• Experience working deals through legal, procurement and InfoSec review.
• Comfort selling to executives, operations, product, finance and technical teams.
• Strong discovery, negotiation and written communication skills.
• Proficiency with Salesforce and modern sales tools.

Preferred Qualifications:

• Payments industry experience, ideally with an ISO, payment facilitator, processor, bank or software provider.
• First-hand knowledge of the pain payments companies face in managing merchant leads, automating sign-up and onboarding, underwriting, managing live merchants and calculating residuals.
• An existing network in the payments ecosystem.
• Experience selling SaaS platforms, onboarding or CRM products, not only transactional products.

Do you feel like you have a slightly out of the ordinary career path or history? We are open to all walks of life and very willing to hear your story. Please don’t feel like this should be a barrier to securing a great career at NMI! We appreciate success can come in all shapes and sizes. Fill in the ‘Additional Info’ box on our application to tell us more about your path.

As well as being a part of something exciting everyday, you will also receive the following benefits:

• A remote first culture!
• Competitive compensation and benefits
• Personal growth and advancement opportunities
• Flex PTO & dedicated sick time
• Health, Dental and Vision Insurance
• Life, ADD, Short-term and Long-term Disability insurance
• 401k matching up to 4% after two months of service
• Flexible Spending Account
• Paid Parental Leave
• Company volunteer days
• Employee referral program
• Bonusly colleague recognition

We believe that having a diverse group of employees strengthens both our work and our workplace. We’re focused on making NMI more diverse and welcoming with initiatives like having a dedicated Diversity, Equity & Inclusion action group, diversity goals for hiring, anonymized resume screening, affinity groups such as our Women’s network and LGBTQ+ Network, open forums for discussions on diversity and social justice, and measuring inclusion and belonging as part of our regular employee engagement surveys.

Equal Opportunity

NMI is committed to providing equal employment opportunity for all persons regardless of race, color, religion, sex, age, marital status, national origin, sexual orientation or sexual identity, genetic information, citizen status (except those that do not have the legal right to be employed in the United States), disability, military service, service member, veteran status, or any other basis protected by applicable law.

Applicants must be authorized to work in the United States. NMI is not able to provide visa sponsorship for this role.

Please be aware that all offers of employment are made subject to receipt of satisfactory background and financial checks.

Attention job applicants: Please note that in compliance with the data protection regulations within your jurisdiction, any personal information submitted with your job application may be collected and used by NMI for the purpose of recruitment and employment-related activities. By submitting your application, you acknowledge and provide explicit consent to the processing of your personal information as described in our privacy policy found on our website. For more information on how we process your information, please read our privacy policy here: https://www.nmi.com/legal/privacy-policy/

This is a remote role with an annual US base salary range of $85,000 – $100,000 USD. This salary range will be narrowed during the interview process based on experience, qualification, and location.

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Salary range, depending on experience: 85000 - 100000 USD