Senior Director of Sales, Merchant Solutions

About Us

Recognized among Pittsburgh's 2024 Top Workplaces and Fastest-Growing Companies, Wolfe has been a leader in the Gift Card and FinTech sectors for over 25 years. We partner with national brands such as Pizza Hut, KFC, Pandora Jewelry, Kendra Scott, Wawa, Journeys and others to manage their gift card programs. Our flagship consumer brand, PerfectGift.com, enables customers to create customized gift cards.

We are a fast-paced environment, like kayaking down a white-water river, not canoeing on a lake. Learn more about our company culture, core values, and industry recognition on our career page (https://wolfe-llc.breezy.hr/).

Role Summary

Wolfe is seeking a Senior Director of Sales, Merchant Solutions to own and scale our merchant acquisition strategy in the gift card and rewards ecosystem. This role is responsible for driving high-impact, enterprise-level merchant partnerships while leveraging deep industry experience and an established network of prospective clients.

Reporting to the EVP of Merchant Solutions, this leader will define and execute the outbound sales strategy for Merchant Solutions while remaining personally involved in prospecting, pitching, and closing strategic deals.

This is a player-coach role with direct report(s) and a strong expectation of hands-on selling.

Responsibilities

• Own and execute the outbound and inbound sales strategies for Merchant Solutions, including personally sourcing, pursuing, and closing strategic and complex merchant partnerships
• Leverage an existing industry network and industry tradeshows/conferences to generate qualified leads, warm introductions, and high-value opportunities
• Manage the full sales lifecycle from outreach through contract execution and onboarding initiation, maintaining a disciplined and accurate pipeline
• Facilitate P&L and Opportunity forecasts for prospective merchants
• Directly manage and mentor one sales team member while setting clear performance expectations and modeling hands-on selling behavior
• Partner cross-functionally with Marketing, Product, and Client Success to ensure strong go-to-market execution, smooth onboarding, and successful long-term merchant outcomes

Impact Statement

For more clarity on the role, below are the success metrics and measurements for this role in the first 120-150days.:

• Enhance Merchant Solutions pipeline by adding 20 high value merchants (over $1m per year in revenue) that represent active opportunities, with clear next steps and decision-maker engagement
• Advance 2-3 high-value merchants to contract phase and achieve at least one signed contract
• Leverage existing industry relationships to generate warm introductions and accelerate deal progression for existing merchants in the pipeline
• Personally lead outbound sales activity, Hubspot use and tracking, including prospecting, executive-level pitches, and negotiations on strategic accounts
• Facilitate F2F partner meetings and attend industry conferences. Travel approximately 25% of time.

Qualifications

• 10 or more years of experience in sales, business development, or partnerships
• 5 years of industry experience in FinTech, specifically gift cards, payments and loyalty
• Demonstrated success closing large, complex deals with senior and executive-level decision makers
• Existing merchant, FinTech, or payments industry relationships that can be leveraged for client acquisition
• Strong outbound sales experience in a solutions-based or platform environment
• Proven ability to operate as a hands-on sales leader while managing a small team
• Excellent communication, presentation, and negotiation skills
• Strategic mindset paired with a roll-up-your-sleeves execution style
• Comfort working in a fast-moving, entrepreneurial environment
• Ability to travel 30 to 40 percent of the time

Compensation & Benefits

Wolfe is committed to providing a comprehensive benefits package to support your well-being, along with competitive compensation. Our benefits and perks include but not limited to:

• Incentive Bonus
• Restricted Stock Units (RSUs)
• Profit Share
  
• Medical, Prescription, Vision, and Dental insurance for employees and dependents (Wolfe pays 80% of premium)
• Short-Term Disability Insurance (Wolfe pays 100% of premium)
• Voluntary Long-Term Disability Insurance, Life Insurance, Critical Illness Insurance, Accident Insurance, and Hospital Indemnity coverage
• PTO (vacation and sick time)
• Corporate Holidays and Floating Holidays
• 401(k)
• Employee recognition program
• Charitable Donation to a charity of your choice yearly
• Employee Referral Bonus
• Tuition Reimbursement
• Internal Training and Information sessions
• Family Picnic, Holiday Party, and other outings
• Internal Culture Club

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Wolfe is an Equal Opportunity Employer.

Wolfe does not sponsor employment visas.

Salary : $200,000 - $215,000