Sr New Business Developer, Tier 1 Retail

Senior New Business Developer, Tier 1 Retail 

Job Summary

The Senior New Business Developer is responsible for driving net-new business by establishing relationships and creating selling opportunities within Tier 1 national and global retailers. 

This role is focused on building trust with new prospects and generating high-value opportunities that expand ACI Worldwide’s in-store and on-channel solutions footprints.  
 
Success in this role requires a self-starter mindset, strong business development skills, and the ability to create opportunities from the ground up. The Senior New Business Developer owns quota attainment for net-new logos within their territory and reports to the SVP of North American Sales. 
 
This individual must deeply understand customer needs, partner with cross-functional ACI resources, and position ACI’s value proposition effectively to close deals. Expertise in selling complex payment solutions is essential.

Key Responsibilities

• Drive net-new logo acquisition in assigned territory and achieve individual sales quota. 
• Own prospect relationships, identifying and engaging key stakeholders and decision-makers at national and global retailers. 
• Act as the primary orchestrator of the sales process, coordinating internal resources to deliver compelling customer conversations. 
• Maintain expert-level knowledge of customer needs in POS, payment orchestration, and fraud solutions, aligning ACI’s offerings to address the business challenges of enterprise retailers.
• Identify and develop opportunities to further establish ACI’s omni-channel footprint covering both in-store and secure eCommerce solutions. 
• Maintain and update master account plans, ensuring alignment with ACI’s strategy and bringing in technical specialists as needed. 
• Conduct regular customer due diligence (news, financials, competitive landscape, organizational changes). 
• Provide timely updates to leadership on key developments and next steps to advance opportunities. 
• Develop short- and long-term selling strategies, mapping stakeholder structures to ACI’s agenda. 
• Manage the end-to-end sales cycle, from proposal through contract and post-sales support, maintaining accurate CRM records and pipeline hygiene. 
• Stay current on ACI products, enhancements, and industry trends, addressing competitive pressures with informed customer conversations. 
• Ensure compliance with corporate policies and risk management requirements. 

Required Knowledge, Skills & Experience 

• Bachelor’s degree or global equivalent. 
• 10+ years of experience in enterprise sales, with a proven track record of selling complex payment solutions to Tier 1 retailers. 
• Strong leadership and relationship-building skills. 
• Excellent verbal and written communication skills. 
• Deep understanding of payment industry trends, competitive offerings, and market drivers. 
• Ability to manage complex sales cycles and orchestrate cross-functional teams. 

Preferred Qualifications 

• MBA preferred. 
• Strong presentation and PowerPoint skills. 
• Experience in product management or technical solution selling a plus. 

Work Environment 

• Standard telecommuting home office environment 
• Majority of time spent on PC. 
• Travel required, including potential international. 

Core Capabilities: 

We seek colleagues who embody our core capabilities — these shape our culture and enable us to make a meaningful impact together: 

• Ensure Accountability: holding self and others accountable to meet commitments. 
• Drives Results: consistently