What are the responsibilities and job description for the ISV Account Executive position at MerchantE?
ISV Account Executive
About MerchantE
MerchantE is on a mission to transform the payments experience for software platforms, ISVs (Independent Software Vendors), and merchants. We offer a unified payments infrastructure with embedded payment capabilities, rich APIs, flexible revenue share models, and deep partner enablement. As we scale in the U.S., we’re seeking an ISV Account Executive to drive our ISV partnership engine to the next level.
What You’ll Do (Responsibilities)
- Prospect, recruit, and close ISV / platform partners: build a healthy pipeline of new ISVs aligned with MerchantE’s vertical strategies.
- Own the complete sales cycle with ISVs: from discovery / qualification → commercial negotiations → deal closure.
- Build strong relationships with ISV leadership (Product, Engineering, Finance, Executives) to align MerchantE’s solutions with their roadmap.
- Partner with internal teams (Product, Engineering, Compliance/Legal, Implementation, Onboarding, Partner Success) to ensure ISVs are smoothly integrated, enabled, and successful.
- Develop scalable engagement and go-to-market models for ISV onboarding, certification, and joint sales/marketing motions.
- Negotiate commercial terms, revenue-sharing, pricing, and contracts.
- Create account plans for named ISVs; identify expansion and upsell opportunities.
- Maintain accurate forecasting and pipeline management in CRM; meet or exceed quota.
- Act as the voice of ISVs inside MerchantE: surface partner feedback to influence product roadmap and partner tools.
- Represent MerchantE at trade shows, ISV forums, and industry events.
How Success Will Be Measured (Performance Metrics)
- Achievement of sales quota for new ISV partnerships and revenue
- Growth in partner pipeline and conversion rates
- Speed and quality of ISV onboarding and activation
- Partner satisfaction, retention, and revenue growth
- Forecast accuracy, deal velocity, and win rate
- Contribution to product improvements through ISV feedback
Who You Are (Qualifications & Traits)
- 5–10 years of sales or business development experience in payments, fintech, or SaaS, with a track record of success in ISV or platform sales.
- Strong technical understanding of APIs, payment integration models, and compliance requirements.
- Excellent communication and presentation skills, with the ability to influence senior stakeholders.
- Skilled in structuring complex commercial agreements and navigating multi-stakeholder deals.
- Strategic thinker with ability to design scalable partner programs while executing tactically.
- Self-starter with drive, adaptability, and comfort working in fast-paced, evolving environments.
- Bachelor’s degree in Business, Finance, or related field preferred.
What You’ll Get (Why MerchantE)
- Competitive base salary uncapped commission / variable pay structure
- Benefits: health, dental, vision, 401-k or relevant US retirement plan
- A chance to build something meaningful: you’ll be part of scaling our ISV ecosystem; your impact will be visible
- Work with a collaborative, high-performance, cross-functional team
- Professional development: exposure to payments infrastructure, embedded finance, and product strategy
- Flexibility (remote or hybrid) and travel as needed to meet partners / attend industry events
MerchantE is committed to creating a diverse work environment and we are proud to be an Equal Opportunity Employer.
