VP, Sales - Physical Banking & Hardware

Job Summary:

The VP, Sales - Physical Banking & Hardware will lead and grow the physical banking business. This role is the business owner for Blossom’s portfolio of ATMs, teller cash recyclers, self-service kiosks, card issuance devices, branch peripherals, hardware management solutions, and emerging physical banking formats. This is a distribution and commercial role, and the main KPI is revenue and margin.

The VP owns commercial strategy, revenue, margin, partnerships, and go-to-market execution, and works closely with Product and Software to shape and prioritize the roadmap. The goal is a scalable, profitable physical banking business that extends the Blossom platform into the physical environment.

Supervisory Responsibilities:

None

Duties/ Responsibilities:

Commercial Ownership

• Double the revenue of the business line every year; own net new revenue, margin, strategy, and commercial performance for Blossom’s physical banking business.
• Develop and execute go-to-market plans that grow existing accounts, win new customers, and expand distribution.
• Track pipeline, conversion, product adoption, partner performance, revenue, and margin.

Work Through the Internal Team

• Map the white space across the existing Blossom base — which customers have ATMs and TCRs, which don’t, and what’s missing — and track fleet end-of-life to stay ahead of the refresh conversation.
• Ensure every existing customer knows Blossom sells hardware and related services, and drive existing customers onto Blossom Network.
• Collaborate with Blossom’s sales team to uncover opportunities and develop new business, and engage directly on key accounts and strategic opportunities.
• Drive lead generation campaigns with Growth Marketing and Sales Enablement, and train Sales and Account Management on the portfolio, positioning, and competitive insight.
• Train sales team members on product features and how to sell the portfolio by equipping them with product knowledge, positioning, competitive insight and the tools to sell physical banking effectively.

Build the Channel From Scratch

• Create and manage a network of resellers, referral partners, service partners, manufacturer partners, and technology partners.
• Close the branch peripheral gap — source signature pads, receipt printers, card readers, and remaining branch equipment so customers can outfit a full branch through Blossom.
• Stand up an online hardware store carrying the full line, with self-serve ordering and reseller pricing tiers.

Grow the Networks

• Build Blossom’s ATM network to displace CO-OP, MoneyPass, and Allpoint, uniting FIs and retail ATMs in a single network.
• Treat every hardware placement as network growth, and scale the ATM driving and third-party device integration offering to bring non-Blossom fleets onto the network without a hardware refresh.

Shape the Roadmap

• Participate in defining the Blossom Touch roadmap and source partners for features Blossom doesn’t build itself.
• Work with Product and Software to prioritize the physical banking roadmap based on customer needs, market opportunity, competitive requirements, and commercial impact.
• Lead commercialization of new offerings, including Blossom Branch, ATMs, kiosks, cash automation, and peripherals.

Perform other related duties as assigned.

Required Skills/ Abilities:

• Strong knowledge of ATMs, ITMs, teller cash recyclers, self-service banking, and related branch technologies.
• Demonstrated success growing a hardware, technology, or solutions business.
• Strong commercial and financial acumen, including managing revenue and margin.
• Ability to translate customer and market requirements into clear commercial and product priorities, and technical capabilities into clear business value.
• Proven ability to work across Sales, Growth Marketing, Sales Enablement, Product, Software, Operations, and external partners.
• Strong communication, presentation, and relationship-management skills.
• Comfortable operating with a high degree of ownership in a fast-moving, AI-enable