What are the responsibilities and job description for the Wholesale Account Executive position at MerchantE?
Wholesale Account Executive
About MerchantE
MerchantE (an Omise/OPN company) provides modular acquiring and processing capabilities for sophisticated partners—large financial institutions, PayFacs, ISOs, and platform providers. Our unified stack spans gateway, onboarding/KYB, tokenization, network tokens, risk, settlement, and reporting—exposed via modern APIs and partner-grade tooling. We’re hiring a Wholesale Account Executive to recruit, close, and scale high-impact partners that build on our rails.
What You’ll Do
- Hunt and sign wholesale partners (FIs, PayFacs, ISOs, platforms) with named-account focus; run a rigorous outbound and event strategy (ETA, Money20/20, WSAA, vertical shows).
- Own complex cycles end-to-end: discovery, solutioning, business case, legal/commercial negotiation (MDR/IC , rev-share, sponsorship constructs), close.
- Partner with executives and product leaders at target organizations to map MerchantE modules (gateway, onboarding/KYB, risk, tokenization/network tokens, reporting, settlement) to their roadmap.
- Coordinate cross-functionally with Product, Risk/Compliance, Legal, Implementation, and Partner Success to ensure smooth underwriting, certifications, and launch.
- Build scalable engagement models for partner onboarding, certification, enablement, and joint GTM (co-sell, partner marketing, playbooks).
- Forecast with precision in CRM; maintain territory plans, named-account strategies, and executive-to-executive mapping.
- Be the partner’s voice back to Product for roadmap inputs on modular acquiring tools and partner dashboards.
How Success Will Be Measured
- New signed wholesale partners and activated processing volume/GMV within ramp timelines.
- Revenue and margin mix (IC /MDR economics, take-rate, partner profitability).
- Time-to-certification/onboarding (from term-sheet to first live transaction).
- Pipeline health and accuracy (coverage, stage hygiene, forecast precision, win rate, deal velocity).
- Partner satisfaction and expansion (cross-sell of additional modules; NPS/relationship depth).
- Field impact (executive engagements, event-sourced pipeline, strategic alliances created).
Who You Are
- 7–12 years enterprise/wholesale sales in payments/fintech, selling to FIs, PayFacs, ISOs, or platforms with multi-stakeholder, technical deals.
- Payments domain depth: acquiring economics (IC /MDR), sponsor-bank models, PayFac constructs, KYB/KYC, underwriting/risk, settlement/funding, PCI.
- Technical fluency: APIs, webhooks, onboarding/KYB flows, tokenization and network tokens, reconciliation/reporting; able to whiteboard solutions with product/engineering.
- Commercial and legal savvy: MSAs, program agreements, rev-share constructs, SLAs; comfortable negotiating complex terms with procurement and legal.
- Operator mindset: builds repeatable motions (playbooks, enablement kits), disciplines CRM rigor, and thrives in ambiguous, fast-moving environments.
- Executive presence and communication with C-suite and boards at FIs/fintechs; crisp storytelling and financial modeling for business cases.
- Bachelor’s degree preferred (Business, Finance, CS/Engineering) or equivalent experience.
What You’ll Get (Why MerchantE)
- Competitive base uncapped commission with accelerators
- Benefits: health, dental, vision, and 401(k)
- High-impact seat shaping MerchantE’s wholesale partner ecosystem
- Collaborative, high-performance culture with deep product and risk partners
- Professional growth across acquiring, embedded finance, and platform strategy
- Flexibility (remote or hybrid) and travel for partners and industry events
MerchantE is committed to creating a diverse work environment and we are proud to be an Equal Opportunity Employer.
