Paysafe
VP Travel & Hospitality Sales
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Paysafe is a leading payments platform with an extensive track record of serving merchants and consumers in the global entertainment sectors. Its core purpose is to enable businesses and consumers to connect and transact seamlessly through industry-leading capabilities in payment processing, digital wallet, and online cash solutions. With 29 years of online payment experience, an annualized transactional volume of $152 billion in 2024, and approximately 3,000 employees located in 12+ countries, Paysafe connects businesses and consumers across 260 payment types in 48 currencies around the world. Delivered through an integrated platform, Paysafe solutions are geared toward mobile-initiated transactions, real-time analytics and the convergence between brick-and-mortar and online payments. Further information is available at www.paysafe.com.
The VP, Travel & Hospitality Sales is a senior commercial leader responsible for accelerating new logo growth and expanding Paysafe’s presence across the global travel ecosystem—including airlines, OTAs, tour operators, hospitality groups, hotel chains, booking and property platforms—as well as mobility segments such as ground transportation, rentals, ride-hail, and travel marketplaces.
This role blends enterprise sales leadership with strategic business development, owning the vertical growth strategy end-to-end. The VP translates market and customer insights into actionable go-to-market plans, builds and scales strategic partnerships, and leads complex, high-value commercial opportunities. In parallel, this role is a hands-on people leader, responsible for building, coaching, and developing a high-performing team of individual contributor sales managers—creating clear expectations, strong operating discipline, and meaningful career development.
Operating in close partnership with Product, Marketing, Technology, Operations, and executive stakeholders, the VP ensures Paysafe’s solutions are positioned to solve sophisticated customer needs across these verticals while delivering sustained, profitable growth.
Key Responsibilities
Vertical Growth Strategy & Go-to-Market Leadership
- Build and execute a multi-year vertical strategy (ICP, segmentation, target account lists, solution positioning, and pipeline generation motions) to accelerate growth in Travel, Mobility, Hospitality, and Hotels.
- Continuously monitor market trends, competitor activity, and industry shifts; translate insights into vertical plays, priorities, and investment recommendations.
- Align internal stakeholders to a clear execution plan and operating cadence for vertical performance, including quarterly planning and prioritization.
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New Logo Enterprise Sales Execution
- Lead, coach, and enable the team to achieve and exceed annual bookings and revenue targets across the vertical portfolio.
- Personally sponsor and/or lead priority enterprise deals—executive engagement, value articulation, negotiation strategy, and closing.
- Establish a disciplined approach to opportunity qualification, deal reviews, mutual action plans, and competitive strategy.
Business Development & Partnership Expansion
- Identify, cultivate, negotiate, and maintain strategic partnerships (platforms, channel partners, ecosystem alliances) that expand market access, create joint GTM motions, and unlock new revenue streams.
- Oversee high-value commercial negotiations (including complex multi-stakeholder agreements) in partnership with Legal and internal governance teams to ensure favorable terms and compliance.
- Collaborate with Product/Marketing/Operations to support product or solution expansion into adjacent segments and unlock new routes to market.
Team Leadership, Coaching, and Development
- Build, mentor, and develop a team of individual contributor sellers; set clear expectations, provide ongoing coaching, and create growth paths that elevate capabilities and performance.
- Drive a strong team culture rooted in accountability, customer outcomes, and collaboration; model high standards and ethical selling.
- Recruit, onboard, and ramp talent effectively; ensure performance management is consistent, transparent, and development-oriented.
Forecasting, Operating Rhythm, and Performance Management
- Ensure all CRM reporting, forecasting, and commitments are accurate, timely, and aligned to agreed operating cadence (weekly pipeline, monthly forecast, quarterly reviews).
- Develop dashboards and reporting to track performance against KPIs (pipeline health, conversion, win rate, deal cycle time, partner-sourced pipeline).
- Establish repeatable processes that drive consistency in execution while enabling agility to adapt to market changes.
Cross-Functional Stakeholder Leadership
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- Work closely with Marketing, Product, Technology, Operations, Risk, and Finance to identify impactful opportunities and drive them through to execution.
- Represent the company externally at key industry events and forums; strengthen brand credibility and network in the vertical.
Qualifications & Skills
- Bachelor’s or Educational degree in Business Administration, Finance, Marketing, or a related field (Master’s degree or MBA preferred) or experience in lieu of education, required.
- 15+ years of progressive experience in enterprise sales and/or business development, including senior leadership responsibility for revenue outcomes, required.
- 5+ years of experience within the payments industry, required.
- Demonstrated and consistent success achieving revenue targets, closing complex deals and influencing executive stakeholders; strong commercial judgment and negotiation capability.
- Payments/acquiring and online payments knowledge; ability to translate solutions into customer outcomes in sophisticated vertical environments.
- Proven ability to lead, motivate, and develop high-performing teams.
- Strong analytical and operational rigor (forecasting, pipeline hygiene, KPI reporting).
- Willingness to travel domestically and internationally as needed.
Leadership Competencies
- Results Driven: disciplined execution, accountability, data-informed decisions
- Agility & Resilience: adapts strategy, leads through ambiguity, stays composed under pressure
- Customer Centric Mindset: advocates for customer outcomes; aligns solutions to needs
- Ownership & Drive: proactive leadership, follow-through, empowers ownership in others
- Collaborates & Fosters Teamwork: cross-functional influence; builds collaborative culture; develops people
Equal Employment Opportunity
Paysafe provides equal employment opportunities to all employees, and applicants for employment, and prohibits discrimination of any type with regard to ethnicity, religion, age, sex, national origin, disability status, sexual orientation, gender identity or expression, or any other protected characteristics. This policy applies to all terms and conditions of recruitment and employment. If you need any reasonable adjustments please let us know. We will be happy to help and look forward to hearing from you.
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