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Role Overview
This is a pure hunter role.
The Sales Director – Europe will be responsible for identifying, developing, and closing new revenue opportunities across Europe. The successful candidate will have a proven track record of acquiring and growing strategic payment, banking, fintech, and remittance relationships while consistently exceeding revenue targets.
We are looking for an experienced sales professional with a strong network across the European payments ecosystem who thrives in a high-growth, entrepreneurial environment and can independently originate, negotiate, and close complex enterprise deals.
The ideal candidate combines strategic thinking with relentless execution and possesses deep expertise in cross-border payments, banking, remittances, treasury solutions, correspondent banking, and payment infrastructure.
Key Responsibilities
New Business Acquisition
- Build, manage, and convert a robust pipeline of enterprise opportunities across Europe.
- Generate new business through direct prospecting, networking, referrals, and industry events.
- Consistently exceed annual revenue, volume, and profitability targets.
- Identify and secure strategic partnerships that strengthen TerraPay's network and market position.
- Own the entire sales lifecycle from prospecting to contract execution and go-live.
Strategic Relationship Development
- Build senior executive (CEO, CFO, CRO, Heads of Payments/Treasury/Partnerships) relationships across Banks, Challenger Banks, PSPs, Fintechs, Remittance Companies, Wallets, Neobanks, Payment Aggregators, and Treasury/FX Providers.
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Market Expansion
- Develop and execute TerraPay's market penetration strategy across Europe.
- Identify emerging market opportunities and new payment corridors.
- Monitor competitive developments and provide market intelligence.
- Evaluate partnership opportunities that accelerate customer acquisition.
Commercial Leadership
- Structure and negotiate commercial agreements.
- Develop commercially attractive pricing, FX, and settlement models.
- Maintain profitability while driving revenue growth.
- Work closely with Legal, Compliance, Treasury, and Product teams to ensure successful deal execution.
Cross-Functional Collaboration
- Partner with Product to influence roadmap priorities.
- Collaborate with Network, Treasury, Operations, and Customer Success teams.
- Ensure smooth onboarding and activation of new customers.
- Support strategic account planning for major clients.
Forecasting & Reporting
- Maintain complete CRM discipline.
- Deliver accurate forecasting and pipeline management.
- Provide regular updates on:
- Pipeline health
- Sales performance
- Market developments
- Competitive insights
- Strategic opportunities
Experience & Qualifications
Essential
- Minimum 10–15 years of sales, business development, or partnership experience.
- Minimum 7 years of experience within: Payments, Cross-border payments, Fintech, Banking, Treasury & Financial Services
- Demonstrated track record of closing multi-million-dollar enterprise deals.
- Proven experience selling complex payment infrastructure solutions.
- Strong network across European financial institutions and fintechs.
- Experience negotiating commercial agreements and strategic partnerships.
- Experience managing long enterprise sales cycles.
- Bachelor's Degree or equivalent professional experience.
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Knowledge of:
- Account-to-account payments
- Mobile wallets
- Real-time payments
- Correspondent banking
- Treasury and liquidity management
- FX solutions
Success Profile
The successful candidate will demonstrate:
Hunter Mentality
- Relentless focus on winning new business.
- Highly competitive and target-driven.
- Thrives on prospecting and opening new doors.
- Comfortable operating without extensive support structures.
Commercial Excellence
- Strong negotiation skills.
- Deep understanding of pricing and profitability.
- Ability to build compelling business cases.
Executive Presence
- Confident engaging C-Suite stakeholders.
- Excellent communication and presentation skills.
- Credible advisor to senior banking and fintech executives.
Entrepreneurial Mindset
- Self-starter with strong ownership mentality.
- Operates effectively in high-growth environments.
- Thrives on ambiguity and change.
Resilience
- Demonstrates persistence through complex sales cycles.
- Maintains momentum despite setbacks.
- Continuously seeks ways to improve performance.
Key Performance Indicators (KPIs)
- Annual Revenue Target
- Gross Margin Contribution
- Number of New Clients Signed
- Pipeline Coverage Ratio
- Average Deal Size
- Time-to-Close
- Active Strategic Opportunities
- Client Activation Rate
- Volume Growth
- Network Expansion Metrics
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