Strategic Account Director

Role Summary

Location: London

Hybrid

Full-Time

The Strategic Account Director is a new-business, quota-carrying hunter responsible for landing the largest, most complex enterprise logos in the market. You own the full pursuit — from target identification and outbound generation through multi-threaded, committee-driven sales cycles to signed, revenue-producing contracts. Your prospects run cross-border volume at scale, they are today served by incumbent banks or specialist fintechs, and displacing that incumbent is the job.

This is a role for someone who is energized by the chase: building conviction where none exists, getting into the CFO's and Treasurer's office cold, orchestrating a pursuit team through a long and technical evaluation, and closing seven-figure relationships. You set the bar for how strategic new business gets won at Payoneer.

This is a strategic role. It is deliberately seated centrally under Global Sales so the strategic-accounts motion can be built, proven, and standardized before ownership is distributed to the regions. You will work hand in hand with regional heads of sales for in-market coordination and, over time, help shape how this function scales across the field.

What You'll Do 

• Hunt and land net-new strategic accounts. Own a new-business quota. Identify, prioritize, and pursue the highest-value target accounts in your territory (typically $500K+/month cross-border volume, up to $10M+/month strategic targets) and convert them into signed, funded customers.
• Generate your own pipeline. Build top-of-funnel through disciplined, research-led outbound — direct executive outreach, referrals, partner and ecosystem channels, and events. Do not wait for leads; create them.
• Break into the buying committee cold. Get in front of and build conviction with CFOs, Treasurers, Finance Operations, and Compliance/Risk leaders at target accounts. Multi-thread deliberately so a deal never rests on a single contact.
• Displace the incumbent. Position Payoneer's speed, global coverage, economics, and platform breadth to unseat incumbent banks and specialist competitors. Run competitive displacement plays and build the business case that moves an entrenched buyer.
• Own complex, long-cycle deals end to end. Drive multi-stakeholder, technical, compliance-sensitive evaluations from first meeting to close. Own the mutual close plan, procurement, legal, and commercial negotiation.
• Sell the platform. Lead with value, not features. Land the entry wedge and architect the deal to open cross-border payments plus high-value services (Capital, Treasury/FX, Embedded/Platform Payments, Workforce/EOR, and emerging rails) — maximizing initial contract value and expansion potential.
• Qualify with discipline. Apply Payoneer's Sandler-based methodology — Up-Front Contracts, Pain Funnel, budget and decision qualification — to every pursuit so you invest team resources only in winnable, real deals.
• Orchestrate the pursuit team. Direct Solutions/Pre-Sales, Product Specialists, Compliance, and RevOps as a coordinated deal team through the sales cycle, and quarterback executive sponsorship where needed.
• Forecast honestly and close on time. Own a credible, hygienic pipeline and forecast in CRM. Drive deals to close dates and call your number straight.
• Set up the win for the long term. Land with a clean handoff to Customer Success and a clear expansion thesis, so every logo you close becomes a growth account.

Who You Are 

• 8+ years in enterprise B2B sales with a strong bias toward new business / new logo acquisition — not primarily account management or renewals.
• Consistent, demonstrable record of hitting or exceeding a new-business quota on complex, high-value deals.
• Proven ability to self-generate pipeline through outbound and to break into cold enterprise accounts at the executive level.
• Experience closing long-cycle, multi-stakeholder deals with meaningful (six- to seven-figure) contract value.
• Demonstrated success selling into and navigating executive buying committees — CFO, Treasury, Finance, Compliance/Risk.
• Strong commercial and negotiation skills, including running procurement, legal, and margin-protective deal structuring to close.
• Fluency operating in a matrix environment and orchestrating a cross-functional pursuit team.
• Bachelor's degree or equivalent practical experience.

Preferred

• Background in payments, fintech, banking, treasury, FX, or cross-border commerce.
• Track record of competitive displacement against incumbent banks or specialist fintechs.
• Experience selling a multi-product platform and structuring land-and-expand entry deals.
• Familiarity with a structured sales methodology (Payoneer uses Sandler).
• Exposure to compliance-sensitive, regulated sales environments (KYC/AML-aware selling).
• Strong CRM discipline and data-driven pipeline management (e.g., Salesforce).

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