Senior Sales Manager, Acceptance Solutions Discover Network

Discover. A brighter future.

With us, you’ll do meaningful work from Day 1. Our collaborative culture is built on three core behaviors: We Play to Win, We Get Better Every Day & We Succeed Together. And we mean it — we want you to grow and make a difference at one of the world's leading digital banking and payments companies. We value what makes you unique so that you have an opportunity to shine.

Come build your future, while being the reason millions of people find a brighter financial future with Discover.

Job Description:

This sales position focuses on identifying and generating new business opportunities across the USA, targeting key holdouts, and developing strategies for B2B acceptance. Selling Discover Acceptance to strategically important Enterprise level accounts is a primary responsibility.

This is a specialist sales role that requires a high degree of commercial acumen, business maturity, and self-motivation. A proven track record in sales with qualified success in accretive revenue strategies, including pipeline conversion and enhanced time to revenue, is essential. Develops and coaches teams to be able to identify, manage, and escalate risk, and effectively manages risk within the teams you oversee.

What You'll Do:

• Drive new client acquisitions and the growth of clients through selling the core value proposition of Discover Network Acceptance and its commercial value to create a consistent cardmember experience.
• Develop, grow, and execute against a pipeline of new opportunities within the commerce landscape for Issuing clients across key markets and segments in the USA.
• Meet quarterly sales commitments by signing new merchants for acceptance.
• Drive deep client engagement and growth of new services through C-Suite level partnership with the client, overcoming objections to deliver results.
• Accountable for prospecting, cultivating, and closing opportunities, including successfully navigating contracts through rigorous legal and financial review processes. Collaborate with Acquiring, Issuing, and Merchant sales teams to drive cross-functional wins.
• Build business cases, develop go-to-market strategies, secure cross-functional buy-in (e.g., pricing, product, marketing, finance and legal teams), drive execution, and manage executive communication around strategic initiatives.

How You'll Do It:

• Manage and build relationships with new and existing partners
• Develop proposals and negotiate agreements to maximize acceptance growth.
• Maintain knowledge of partners, industry trends, and competitive environment.
• Perform market analysis and maintain a sales pipeline to recommend actions to close gaps.
• Ensure all internal functions effectively support the delivery of the account objectives, including Salesforce data integrity, training, and education.
• Document, monitor, and report on the performance and status of acceptance.

All About You:

• The ability to flex from strategy to execution, with intellectual curiosity and industry knowledge adapt to change and focus on forward progress.
• Entrepreneurial spirit. Growth mindset. Relentless ability to persevere; can-do spirit and positive attitude a must.
• Strong commercial acumen with creative problem-solving skills. Demonstrated ability to develop strategic plans and build data-driven business cases.
• Proven strength in navigating complex organizational matrixes, capable of building cross-functional buy-in. Ability to influence and motivate others to achieve objectives.
• Strong executive presence with sound judgment under pressure and in high visibility/rapidly evolving environments.
• Strong people leader with the ability to build highly motivated and successful teams.
• Acts with a sense of urgency and a strong track record of delivering results.
• Strong understanding of the US payment model. Acquiring experience is a plus.
• History of achieving sales targets, building pipelines, and winning new customers.
• Ability to quickly learn offerings outside of own historical exposure/domain across issuing, acquiring, and services businesses.
• Strong analytical skills and experience managing P&Ls to successful outcomes, including navigating the market and regulatory dynamics.
• Strong written, presentation, and verbal communication skills.

Qualifications You'll Need
The Basics

• Bachelors Business Administration and Management, Finance, Marketing or related
• 8+ years Payments industry Sales/business development experience, relationship management, strategy, operations, project