Senior Director, Merchant Services

About team / role

The Senior Director of Merchant Services is a high-impact leadership role responsible for driving strategy, revenue growth and expanding WEX acceptance for fuel and non-fuel products. By modernizing existing infrastructure and streamlining technical onboarding, this role accelerates "speed-to-revenue". The Director serves as a strategic architect, leveraging WEX’s massive commercial fleet portfolio to create frictionless payment ecosystems and maximize the business potential of new and existing merchants

This role is flexible to be remote within the United States.

How you'll make an impact

• Strategic Revenue Growth: Identify and capture incremental revenue opportunities by expanding fuel and non-fuel product acceptance among underutilized merchant sites

• Infrastructure Modernization: Drive the evolution of technical integration standards, including APIs, network configurations, and non-persistent port setups, to ensure high-performance system connectivity

• Onboarding Acceleration: Oversee the end-to-end merchant journey—from initial sales engagement, agreement creation to technical certification—to minimize time-to-revenue

• Cross-Functional Leadership: Act as the primary liaison between Sales, Engineering, Legal, Operations, Authorization Gateway, Network Operations and Finance to integrate new distribution sites into the order-to-cash ecosystem seamlessly

• Compliance & Data Standards: Shape compliance standards for card sales, ensuring frictionless authorization and data validation in collaboration with POS providers and Networks

• Technical Oversight: Direct the management of SSVR settings, firewall/VPN configurations (Aviatrix), and error-handling protocols to maintain network integrity

• Merchant Relationship Management: Serve as a trusted advisor, presenting WEX’s value proposition to executive-level stakeholders and resolving complex customer inquiries

• Team Development: Hire, train, and equip business development and technical onboarding professionals with tools like Jira to manage complex project pipelines

Experience you'll bring

• Education: Bachelor of Business, Technical or Equivalent Management Degree

• 10+ Years of Technical Experience

• 10+ Years of Contract Negotiation Experience

• 10+ Years of Leadership Experience

• 10+ Years of Technical Proficiency: Demonstrated experience in payments/fintech environments, specifically with merchant onboarding, APIs, and network configurations

Additional Qualifications

Job Administration/Management:

• Setting realistic goals/objectives: Align merchant acquisition targets with organizational capacity

• Developing practical workable plans: Create "Go Live" plans for complex technical certifications

• Planning work detail: Define the total scope of projects and manage active project pipelines

• Originating new concepts: Implement improved methods for technical documentation and product code management

• Internal & External Compliance: Ensure adherence to WEX policies and external legal/regulatory requirements

• Personnel Utilization: Effectively delegate tasks and organize personnel across technical and sales support teams

• Economic Resource Use: Exercise economy in the use of human and capital available resources

• Problem Solving: Analyze complex technical integration hurdles and develop logical, scalable solutions

Communication:

• Negotiation Excellence: Strong formal and informal skills for contract negotiations and stakeholder management

• Expression & Clarity: Effectively translate complex technical concepts (e.g., API queries, network routes) into clear language for non-technical stakeholders

• Organization: Ensure all project communications and reporting are logical, complete, and concise

• Strategic Listening: Effectively gather competitive intelligence and merchant needs to refine WEX strategy

• Leadership & Confidence: Win respect through demonstrated initiative and decisive action

• Resilience: Perform under pressure while managing multiple complex projects concurrently

• Adaptability: Swiftly adapt to required changes in the fintech work environment an