Director Strategic Sales - Payables

Director, Strategic Sales – Payables Virtual / Remote Corpay is seeking an accomplished Director, Strategic Sales – Payables to join our Corporate Payments organization and help businesses modernize how they manage supplier payments, working capital, payment risk, and finance operations. This is not a transactional sales role. This is a strategic, consultative enterprise sales opportunity for a seller who knows how to earn credibility with senior finance leaders, uncover complex operational challenges, quantify financial impact, and build a compelling case for change. Our customers are navigating fragmented payment processes, staffing constraints, manual workflows, check and ACH exposure, reconciliation burden, cash-flow visibility, compliance requirements, and increasing pressure to operate more efficiently. As a Director of Strategic Sales, you will develop your assigned territory and account portfolio, create qualified pipeline, lead complex enterprise sales cycles, and position Corpay’s payment automation, commercial card, vendor enablement, and corporate payment solutions with organizations seeking a more efficient, controlled, and scalable finance operation. What You Will Do Build and execute strategic territory and account plans designed to create qualified pipeline and predictable revenue. Develop executive-level relationships with CFOs, Controllers, VPs of Finance, AP leaders, Treasury, Procurement, IT, and other key stakeholders. Lead insight-driven discovery conversations that uncover how payments are managed today and identify the associated cost, risk, manual effort, control gaps, and missed economic value. Quantify customer impact across labor, exception handling, payment risk, supplier engagement, working capital, rebate opportunities, and measurable business outcomes. Develop compelling “why change” and “why now” business cases supported by customer priorities and financial impact. Manage sophisticated, multi-stakeholder enterprise sales cycles from initial engagement through negotiation, contracting, implementation handoff, and expansion. Build internal champions and develop relationships across Finance, AP, Procurement, Treasury, IT, Security, and executive leadership. Develop mutual action plans that align stakeholders, decision timelines, approvals, commercial requirements, and implementation expectations. Partner cross-functionally with Sales Development, Solution Consulting, Implementation, Customer Success, Legal, Finance, and senior leadership. Deliver accurate forecasts based on customer-validated information, documented next steps, identified risks, and demonstrated buyer commitment. Maintain exceptional CRM discipline, opportunity strategy, account planning, and sales-process execution. Position Corpay effectively against competitive alternatives and the status quo by demonstrating measurable business outcomes, payment expertise, and execution capabilities. What Success Looks Like Within your first 90 days, you will have developed a focused territory and account strategy, established relationships with key prospects and executive stakeholders, built meaningful enterprise pipeline, and demonstrated strong discovery and qualification discipline. Long-term success means consistently creating and advancing qualified enterprise opportunities, translating operational challenges into measurable financial impact, developing durable executive relationships and internal champions, navigating complex decision and contracting processes, and producing reliable forecasts and predictable revenue. What We Are Looking For 5+ years of successful B2B enterprise sales experience, ideally within payments, fintech, SaaS, finance automation, treasury, ERP, procurement, AP automation, commercial card, or related technology. Demonstrated success selling sophisticated solutions to CFOs, Controllers, senior finance executives, and cross-functional buying committees. Proven experience navigating longer-cycle, multi-stakeholder enterprise opportunities. Exceptional discovery and consultative selling skills, with the ability to move from a stated challenge to quantified impact, consequence, priority, and an executive-level reason to act. Strong executive presence and financial acumen, with the ability to discuss cash flow, operating efficiency, controls, risk, working capital, payment economics, and change management. Experience developing ROI analyses, business cases, executive presentations, and customer-specific points of view. Strong negotiation, commercial judgment, and contract-management capabilities. High personal accountability, resilience, organization, and comfort operating within a performance-driven sales environment. Experience selling into higher education, public sector, healthcare, hospitality, or other complex and matrixed organizations is a plus. The Seller Who Will Thrive Here You bring more than a product pitch, you bring a point of view. You enter customer conversations with thoughtful questions and a relevant hypothesis about where business challenges and opportunities may exist. You understand the difference between a payment process that simply “works” and one that is truly efficient, controlled, scalable, and economically optimized. You know how to uncover the hidden costs surrounding payments; from manual work, exceptions, and reconciliation to fraud controls, supplier engagement, check handling, and disconnected ERP and banking workflows. Most importantly, you know how to turn discovery into action. You can quantify business impact, build champions who advocate for change internally, respectfully challenge the status quo, and create legitimate business urgency. You leave customer conversations with clear next steps, ownership, timelines, and objectives—and you understand that forecast accuracy, CRM discipline, and strategic account planning are essential components of professional enterprise selling. Compensation