Product Sales Specialist – Finance Suite

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

📋 Description

• Assist in the launch process for our comprehensive CFO stack offering: Take a key role in coordinating the initial commercial rollout, gaining product knowledge, and helping to standardize how Global Accounts and Reconciliation are marketed and sold during the initial phase.

• Aid in establishing a consistent back-book strategy: Collaborate with Product, PMM, and CS to identify potential merchants and engage in targeted outreach and upselling cycles as part of a larger, cross-functional initiative.

• Facilitate a seamless onboarding experience: Work alongside RevOps & Support to onboard merchants to Global Accounts and perform eligibility pre-checks with downstream providers.

• Enable front-book bundles: Assist core BDMs by integrating Global Accounts (and Reconciliation where applicable) into broader Primer new business deals to drive revenue and expedite ARR activation cycles.

• Prepare the groundwork for independent Global Accounts sales: Consistently evaluate product readiness in the marketplace, value differentiation, and competitive landscape to establish when Global Accounts can be effectively sold as a standalone solution.

• Define the Ideal Customer Profile (ICP), collaborate with RevOps on pricing strategies and deal structuring, and identify the sales approach necessary to evolve from a “wedge” use case as product maturity permits.

• Assess and advance inbound standalone opportunities when suitable, without prematurely pushing for new-logo motions.

• Transform market insights into actionable strategies: Gather win/loss insights, objections, pricing feedback, and product gaps; provide structured inputs to Product, PMM, and RevOps.

• Develop and maintain the Global Accounts sales playbook: Create and refine a thorough Global Accounts sales playbook, informed by real customer interactions and early successes/failures, which includes:

• Buyer personas and stakeholder mapping within global organizations.

• Clear articulation of Primer’s distinct value proposition and differentiation for Global Accounts.

• Value engineering by linking customer pain points to compelling value statements for each buying persona.

• Primary use cases, success stories, and qualifying criteria.

• Development of industry and use-case-specific opportunity pipelines from both back and front book merchants.

• Definition of the sales process (discovery, evaluation, pilot, expansion, procurement).

• Strategies for objection handling, competitive positioning, and deal-risk mitigation tailored to each persona (Finance/Treasury Personas) and segment (Size, Vertical, Geo).

• Lead the creation and enhancement of sales materials in collaboration with Marketing and Product, including tailored merchant pitch decks, case studies, ROI narratives, and enablement resources.

• Shape and validate the Global Accounts demo experience (including demo environments), collaborating cross-functionally to ensure alignment with actual customer workflows and value.

• Act as the definitive internal resource on how Global Accounts are sold at Primer, with the expectation that this playbook will be scalable for future hires.

• Ensure commercial discipline: Monitor pipeline, revenue, and outcomes with a “controlled pilot” mindset; assist in defining what success looks like and when/how the model should scale after General Availability (GA).

• Safeguard merchant trust and Customer Success (CS) ownership: Operate within established boundaries on account engagement, closely collaborating with CSMs to ensure smooth handovers and quality delivery.

• Identify broader opportunities: Position Global Accounts as part of the larger proposition, especially alongside other products within the Financial Operations product suite.

⛳️ Requirements

• Strong commercial acumen: Experience managing complex sales cycles and influencing senior stakeholders within Finance/Treasury roles.

• Necessity to develop a solid financial literacy regarding treasury and FX management, along with expertise in current solutions in these areas and a comprehensive understanding of the typical CFO stack (e.g., ERP).

• A builder mentality in uncertain environments: Capable of establishing a motion where a playbook is not yet available. We seek a structured, pragmatic approach with a focus on high-quality execution.

• Cross-functional collaborator: Proven ability to work closely with Product and PMM, balancing revenue objectives with product maturity and narrative consistency.

• Merchant-first mindset: Consultative approach with strong instincts regarding when to sell (or not), emphasizing trust and avoiding low-quality upsells.

• Analytical and accountable: Proficient in defining ICP/qualification criteria, measuring outcomes, and operating with Salesforce and forecasting discipline.

• EMEA-based and respected internally: Able to leverage internal context and relationships to expedite the back-book-first strategy.

🏝️ Benefits

• We are fully remote and globally distributed; and have been since day one.

• Competitive share options.

• Uncapped holiday, with a minimum of 25 days to be taken.

• Access to co-working spaces in major cities.

• Workations & Company Retreats.

• The best equipment for your role.

• £500 towards your home office setup.

• Generous learning budget.

• Private Medical Insurance.

• A broad range of additional perks and benefits (*depending on location).