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Director of Payment Sales (Charlotte, US)


About the Role

The Director, Payments Sales is responsible for driving overall profitable revenue growth and market demand to increase Passport’s payment-related revenue, customer base, and market share. This leader will own the go-to-market for Payments and will be instrumental in the development of strategic and tactical plans to drive rapid sales growth. A sales-first, driven leader with a keen ability to drive success, from not only a strategic perspective, but with hands-on execution of deals will be highly successful in this role. The Director, Payments Sales reports directly to the Chief Revenue Officer and will be responsible for managing the existing payments sales consultants as well as expanding the sales team.

This individual will be instrumental in establishing the KPIs and goals for the payments sales team as they continue to grow the business. This individual is also responsible for engaging with Passport’s Product, Product Marketing, Solution Engineering, Capture Team, Sales, Channel, Government Relations, and Business Development teams to shape account strategy focused on providing payments-specific expertise as an integrated service across all Passport products.

Sales Goals and Directives

  • Drive rapid revenue growth. Build and execute a comprehensive go-to-market plan for the Payments business.
  • Drive client engagement. Drive meaningful interactions with buyers and prospective customers through events, webinars, and other highly targeted marketing activities that foster awareness and product adoption.
  • Build a strong team. Recruit, hire and lead a world-class and highly entrepreneurial team. Build a culture of collaboration, support, and transparency. Focus on promoting and retaining top talent.
  • Ensure product delivery. Partner with the product and implementation teams to ensure continuous quality and productivity improvement. Deploy technology, systems, and process improvement to increase gross margins quarter over quarter.
  • Long-term planning. Set KPIs, budgets, and long-term goals for the organization. Focus on key priorities and metrics. Collaborate with the leadership team to forecast and predict business performance.


  • Sales leadership and growth of sales infrastructure
  • Manage recruitment, career development, and retention of a talented sales team. Scale the sales team with the rapid growth of the business.
  • Drive high level of salesforce accountability to manage all facets of business (sales leads, activities, etc.) Provide input and vision into the strategic marketing plan and lead generation processes.
  • Create a metric-driven sales function to enhance accountability. Create a progression path within the sales team, designing performance tiers for enhanced motivation.
  • Set, monitor, and achieve growth goals
  • Establish sales targets to meet the company objective of increasing revenue
  • Develop strategic sales plans based on company goals that will promote sales growth and client satisfaction for the organization.
  • Recommend sales strategies for improvement based on market research and competitor analysis.
  • Understand the company’s business risks, competitive landscape, and industry opportunities to build an evolving set of actions to outmaneuver known and emerging competitors.

Product Responsibilities:

  • Understand and clearly be able to communicate; current status of opportunities, market penetration and plans of action
  • Drive exceptional 2nd & 3rd product demos
  • Standardize documentation (Presentations, Proposals, etc.)
  • Capture Strategy Interaction
  • Work closely with the technical writer(s) on Capture Strategy (RFPs) and contribute to product benefits against the Single Sales Objectives
  • Provide primary source of product information to the sales team
  • Understand pricing models, pricing model functionality and pricing strategies
  • Liaise with Solutions Engineering - Bring the SE team in for solution design, scoping, and highly technical demo conversations when the opportunity is deeper in the funnel (Proposal Phase & Buying Phase)


  • Bachelor’s Degree required
  • Excellent written and verbal communication skills
  • Strong presentation skills
  • 8+ years payments experience required, preferably with a merchant acquirer/processor, payment network, issuer or fintech
  • 10+ years progressive sales experience
  • Proven ability to build and lead successful sales teams
  • Problem solver and takes initiative

About You

You are an innovative, creative, analytical and strategic thinker - developing strategies to simplify, position and sell Passport’s payments program. You are passionate about Passport and the future of our business. You enjoy finding solutions and improvements, work effectively with cross-functional teams, and thrive in a fast-paced setting that is constantly evolving. You constantly set the bar high with your work. You always hit your deadlines. You thrive in a constantly changing, fast-paced environment. You love working with teams. You listen, collaborate, take note of alternate viewpoints, and implement the best solutions.

You are incredibly well organized.. You are inquisitive, and you know how to listen and incorporate new knowledge into your strategy. You have a knack for connecting the dots across multiple things and ensuring they are in sync. Above all else, you are also an excellent communicator, both written and verbal, and you understand how to effectively convey ideas to various stakeholders across the organization.

**Willingness to travel up to 50%.

About Us

Cities trust Passport’s digital platform to manage parking and mobility infrastructure, helping create more livable and equitable communities. Trusted by 1,000 cities, universities and agencies, including Chicago, Toronto, Los Angeles, and Miami, Passport is one of the fastest-growing companies on the Inc. 5000 and Deloitte Technology Fast 500 lists. Passport is backed by Rho Capital Partners, H.I.G. Growth Partners, ThornTree Capital Partners, Bain Capital Ventures, Grotech Ventures, MK Capital, and Relevance Capital. For more information, visit passportinc.com.

Passport provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty or status as a covered veteran in accordance with applicable federal, state and local laws.

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