Director of Partnership Sales

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

📋 Description

• Identify, pursue, and secure new business opportunities with OEMs, distributors, and end-operators within the unattended retail sector, including amusement and gaming.

• Take ownership of the territory from initial prospecting to closing, acting as Nayax's representative with key accounts and strategic channel partners across the United States.

• Actively identify and qualify opportunities within the Amusement vertical and related unattended retail segments.

• Develop and manage a self-sourced sales pipeline through outbound prospecting, industry events, referrals, and leveraging an existing network.

• Drive deals from first contact through to signed agreements, including discovery, product demonstrations, proposals, and contract negotiations.

• Foster and expand relationships with OEM partners and regional distributors.

• Establish Nayax as the go-to cashless payments provider for channel partners.

• Create joint go-to-market strategies in collaboration with channel partners.

• Conduct business reviews with partners, set mutual targets, and ensure partners are accountable for milestones.

• Represent Nayax at industry trade shows, conferences, and customer events, such as AAMA and AMOA.

• Monitor the competitive landscape, pricing trends, and emerging patterns in cashless payments and unattended retail.

• Offer structured market feedback to the Product and Marketing teams.

• Manage a named territory quota and meet or surpass quarterly and annual sales targets.

• Maintain precise pipeline data and forecasts in Salesforce.

• Provide commit and upside reports to sales leadership.

• Collaborate with Sales Engineering, Customer Success, and Finance teams on deal execution and customer onboarding.

⛳️ Requirements

• Over 5 years of B2B sales experience in fintech, payments, or unattended retail/cashless payments technology.

• Proven success in a hunter sales model, with most achievements being net-new, self-sourced business.

• Established relationships with OEMs, distributors, or operators in the Amusement vertical are highly preferred.

• An existing book of business or warm network within the Amusement or nearby unattended retail market is a substantial advantage.

• A demonstrated history of meeting or exceeding quotas in a complex, multi-stakeholder sales environment.

• Willingness and ability to travel approximately 50% of the time within the United States.

• Strong understanding of structured sales methodologies such as MEDDIC, Challenger, SPIN, or equivalents.

• Proficient in Salesforce or a comparable CRM for managing pipelines and reporting.

• Experience selling through OEM and distributor channels in a bundled solution environment involving hardware, software, and payments is preferred.

• Familiarity with cashless payment certification processes such as PCI and EMV is preferred.

• Background in high-velocity, recurring-revenue SaaS or transaction-fee business models is preferred.

🏝️ Benefits

• Access to a market-tested cashless payment platform and recognized market leadership.

• Executive visibility and resources to drive success in a strategic North American growth market.

• Full-cycle ownership of deals supported by Sales Engineering and Customer Success teams.

• Strong backing from Sales Engineering and Customer Success.

• Opportunities for product innovation, including loyalty programs, dynamic pricing, and analytics capabilities.

• Performance-based rewards.

• Commitment to employee investment.

• Financial stability provided by a publicly traded company.