Account Executive, Merchant Central

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage the entire sales process for Merchant Central, from initial prospecting and discovery through negotiation and closing.

• Qualify and execute deals using the MEDDPICC framework.

• Develop a pipeline and forecast based on MEDDPICC qualifications.

• Lead discussions with payment companies concerning merchant lead management, sign-up processes, onboarding, underwriting, live merchant management, and residuals.

• Create business cases linked to measurable outcomes, such as reduced time to revenue, lower onboarding costs, decreased manual underwriting efforts, and fewer residual disputes.

• Navigate deals through legal reviews, redline negotiations, security questionnaires, InfoSec assessments, and procurement processes.

• Collaborate with internal teams to ensure deals progress smoothly.

• Partner with Finance and leadership to establish pricing and commercial terms, including tiered and usage-based models.

• Transition to Implementation and Customer Success while identifying opportunities for expansion.

• Represent Merchant Central at industry events as well as partner and client meetings.

• Maintain up-to-date and comprehensive records in Salesforce and deal documentation.

⛳️ Requirements

• Minimum of three years of experience in B2B SaaS sales, successfully closing complex, multi-stakeholder deals.

• Proficient understanding of MEDDPICC, including its application for deal qualification, inspection, and forecasting.

• Proven track record of meeting or surpassing sales quotas and accurately forecasting results.

• Experience navigating deals through legal, procurement, and InfoSec review processes.

• Ability to sell effectively to executives, operations, product, finance, and technical teams.

• Strong skills in discovery, negotiation, and written communication.

• Familiarity with Salesforce and contemporary sales tools.

• Candidates must have authorization to work in the United States.

• NMI is unable to offer visa sponsorship for this position.

• All job offers are contingent upon successful background and financial checks.

🏝️ Benefits

• A remote-first culture!

• Competitive salary and benefits package.

• Opportunities for personal growth and career advancement.

• Flexible PTO and dedicated sick leave.

• 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-sponsored volunteer days.

• Employee referral program.

• Bonusly recognition program for colleagues.