[Hiring] Director, Financial Institution Sales @Corpay

Role Description

Corpay is seeking an experienced and highly motivated Director, Financial Institution Sales to join our Cross-Border Payments business. This role sits within our Payment Solutions Group and focuses on regional and community financial institutions — banks and credit unions under $100 billion in assets that want to serve their clients’ international needs without building the capability themselves. The Director owns the full sales lifecycle, from prospecting and solution design through contract execution and commercialization. This is a quota-carrying individual contributor role with no direct reports.

Corpay is already integrated with many of the software platforms that power banking cores and the digital interfaces clients and members use every day. Finding those openings and converting them is the core of this role.

Key Responsibilities

• Sales execution
  • Proactively source, develop and close new financial institution relationships across the assigned asset segments — banks and credit unions seeking to add cross-border payments and FX capabilities for their clients and members.
  • Lead complex, consultative sales cycles that run through executive leadership, treasury management, commercial and member business services, digital and technology, risk and compliance, and vendor management — including board or committee approval where required.
  • Navigate third-party risk and due diligence processes, coordinating with Corpay risk, compliance, information security and legal to move institutions through vendor review efficiently.
• Revenue ownership and monetization
  • Own and exceed assigned revenue targets, generating income through FX spreads, transaction fees and value-added services under agreed revenue-share economics.
  • Expand revenue per institution beyond the payment leg — multi-currency accounts, deposits and liquidity, and FX and rate hedging — within the relationships this role brings on.
  • Build and maintain a pipeline that balances near-term opportunities against longer-cycle strategic institutional relationships.
• Cross-functional collaboration
  • Work with product, solution engineering, implementation, risk and compliance, and marketing to scope solutions, accelerate deal velocity, and ensure successful go-lives.
  • Partner with implementation and relationship management to enable the institution's commercial banking, treasury and member business teams, so the program is adopted and used after launch.
  • Support development of case studies, partner enablement materials and go-to-market plans.
• Deal and pipeline management
  • Track all opportunities, forecasts and partner activity in Salesforce, maintaining accurate and actionable reporting.

Qualifications

• 5+ years of enterprise sales experience within payments, fintech, FX, treasury or financial services technology.
• Proven experience selling to banks, credit unions or other depository institutions.
• Demonstrated success selling cross-border payments, FX solutions, treasury management services, or a comparable program-based offering delivered through a financial institution.
• Working understanding of how financial institutions evaluate providers — non-interest income objectives, vendor due diligence and third-party risk review, contracting, and executive or committee approval.
• Ability to manage complex, multi-stakeholder sales cycles including C-level, business line and technical buyers.
• Consultative selling approach with strong business acumen and the ability to translate technical and operational concepts into commercial value.
• Highly self-motivated and entrepreneurial, comfortable in a fast-paced, growth-oriented environment.
• Willingness to travel for client meetings and industry events.
• Working knowledge of Salesforce or a similar CRM.

Preferred Experience

• Direct experience selling white-label, private-label or revenue-share programs into financial institutions.
• Background in international payments, foreign exchange, correspondent banking or global treasury solutions.
• Familiarity with the core banking and digital banking platform ecosystem and how third-party providers connect into it.
• Existing network within the community banking or credit union ecosystem, including bankers' banks, corporate credit unions, CUSOs, associations and leagues.

Benefits

• Medical, Dental & Vision benefits available the 1st month after hire.
• Automatic enrollment into our 401k plan (subject to eligibility requirements).
• Virtual fitness classes offered company-wide.
• Robust PTO offerings including: major holidays, vacation, sick, personal, & volunteer time.
• Employee discounts with major providers (i.e. wireless, gym, car rental, etc.).
• Philanthropic support with both local and national organizations.
• Fun culture with company-wide contests and prizes.