[Remote] Director, Enterprise Sales - Payments at Dwolla

Des Moines, Iowa, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Fintech, PaymentsIndustries

Requirements

5+ years of outbound enterprise sales experience
Proven success selling B2B SaaS or API-first payments solutions
Consistent performance hitting or exceeding 7-figure quotas
Strong understanding of payments flows (ACH, Same-Day ACH, RTP, FedNow, Visa Direct, Mastercard Move, Open-Banking APIs) and fintech landscape
Successful track record selling payments products (ACH, RTP, Credit Cards, Debit Cards, Acquiring, Open Banking) to businesses and merchants (not banks or financial institutions)
Deep front-line solution selling skills to businesses and merchants
Relationship builder who earns trust and follows through
Detail-obsessed and data-driven, with power-user experience in Salesforce and sales analytics tools
Autonomous hunter: self-motivated, quota-driven, energized by complex 7-figure deals
Adaptable, tech-forward, comfortable with change and modern tools (including AI)

Responsibilities

Identify, target, and manage high-potential enterprise prospects across industries
Own the full-cycle, net-new logo acquisition for mid-market & enterprise (companies with $50M+ in Estimated Annual Revenue)
Strategically partner with channel teams to expand reach and accelerate deal velocity
Deliver compelling ROI narratives for payments platform and APIs
Collaborate closely with Product, Engineering, Marketing, and CX teams to surface field insights
Keep leadership informed with pipeline transparency, forecasting, and reporting
Spend ~50% on direct sales, active prospecting, and channel partner engagement
Spend ~20% on pipeline management, forecasting, and reporting
Spend ~20% collaborating with Marketing, Product, and CX teams
Spend ~10% on market research, industry trendspotting, and skill sharpening

Skills

Key technologies and capabilities for this role

SalesforceEnterprise SalesPaymentsACHRTPCredit CardsDebit CardsAcquiringOpen BankingAPIProspectingPipeline ManagementForecasting

Questions & Answers

Common questions about this position

What experience is required for this Director, Enterprise Sales role?

Candidates need 5+ years of outbound enterprise sales experience, proven success selling B2B SaaS or API-first payments solutions, consistent performance hitting or exceeding 7-figure quotas, and strong understanding of payments flows like ACH, RTP, and open-banking APIs.

What does a typical day look like in this role?

Expect 50% on direct sales, active prospecting, and channel partner engagement; 20% on pipeline management, forecasting, and reporting; 20% collaborating with Marketing, Product, and CX teams; and 10% on market research and industry trends.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What kind of candidate will thrive in this sales role at Dwolla?

You'll thrive if you're a relationship builder who earns trust, detail-obsessed and data-driven with Salesforce expertise, an autonomous hunter motivated by complex 7-figure deals, and adaptable with a tech-forward mindset using modern tools including AI.

Dwolla

Facilitates ACH payment integration via API

About Dwolla

Dwolla provides a platform that enables businesses to integrate Automated Clearing House (ACH) payments into their software applications. The platform features a developer-friendly API, allowing clients to automate payment processes and send up to 5,000 payments with a single request. This makes it suitable for a wide range of clients, from financial institutions to startups and large enterprises, all looking to streamline their payment systems. Dwolla stands out from competitors by offering a highly scalable solution that can accommodate businesses of various sizes, along with resources like a sandbox for testing and comprehensive developer documentation. The company's goal is to simplify and secure the payment process for its clients through automation and reliable transactions.

Des Moines, IowaHeadquarters

2008Year Founded

$70.4MTotal Funding

LATE_VCCompany Stage

Fintech, Financial ServicesIndustries

51-200Employees

Benefits

Unlimited PTO

Stock Options

Health and Wellness

Retirement Savings Plan

Parental Leave

Remote Work

Home Office Stipend

Headspace

Risks

Increased competition from fintech startups may erode Dwolla's market share.

Rapid tech advancements require costly updates to Dwolla's platform.

Potential regulatory changes could impose additional compliance costs on Dwolla.

Differentiation

Dwolla offers a developer-friendly API for seamless ACH payment integration.

The platform supports up to 5,000 payments with a single API request.

Dwolla's subscription model provides scalable solutions for businesses of all sizes.

Upsides

Partnership with Visa enhances Dwolla's account verification capabilities.

Growing demand for real-time payments aligns with Dwolla's offerings.

Biometric authentication trends support Dwolla's vision of 'disappearing' payments.

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