VP, Head of GTM

At PayPal (NASDAQ: PYPL), we believe that every person has the right to participate fully in the global economy. Our mission is to democratize financial services to ensure that everyone, regardless of background or economic standing, has access to affordable, convenient, and secure products and services to take control of their financial lives.

Job Description Summary:

Reporting directly to PayPal’s EVP & General Manager for Small Business, the VP of GTM for SMB and Financial services will build, lead, and manage a high-performing team that bridges SMB product, Financial services products like Cards, Working capital and BNPL, sales, marketing, developers, partners and customer success operations to drive the SMB & Financial Services strategy.

This is a key executive leadership role that will inspire sales teams, improve sales productivity, and create a culture of excellence. The executive in this role will serve as the owner of PayPal’s SMB & Financial Services GTM journey and will quarterback various initiatives across product and marketing teams. These initiatives will leverage qualitative and quantitative insights to define product value propositions, develop programs that drive products quickly from production to market, shorten product onboarding ramps, increase sales effectiveness in the field, and streamline after-market product support.

Job Description:

• Lead PayPal’s SMB & Financial services GTM organization which is responsible for the end-to-end product value proposition development, product onboarding, and sales enablement for all roles across SMB Product, Sales, Marketing, and Customer Success 

• Define messaging for new product launches. Refining how we tell our story at every touch point. 

• Market benchmarking: Build market segmentation, TAM, competitive differentiation, product bundles and packages. 

• Help develop new channels like Developers and System Integrators to drive at scale growth 

• Partner with cross functional partners to identify new verticals and strategies for profitable and scaled growth 

• Release and Launch plans – work with teams to plan Alpha, beta and GA launches at global scale to drive product buzz & demand 

• Continuously define and refine the key sales processes that can be consistently operationalized globally and create a clear execution plan that allows PayPal to exceed SMB business targets and scale 

• Collaborate with sales leaders to develop a comprehensive sales coverage approach that provides the right levels of support to PayPal’s top SMB customers 

• Establish and cultivate a culture for high performance teams 

• Provide leadership for the day-to-day operations of Global GTM to execute the charter, achieve key performance indicators while maintaining alignment on PayPal’s longer-term strategic goals for SMB 

• Execute on the design, delivery, effectiveness, measurement, and continuous improvement of a broad portfolio of enablement programs including onboarding, product and messaging, tools and process, manager effectiveness, and skill building. 

• Design, implement, and optimize a global revenue enablement strategy that integrates all GTM functions including Product, Sales, Marketing, Sales Engineering, Customer Success, Solution Architects and Professional Services. 

• Build continuous alignment across the SMB / FS leadership team, developing a global enablement strategy aligned with overall business objectives and organizational goals. 

• Develop, maintain, and iterate on enablement roadmaps and training materials for a diverse set of global stakeholders across sales skills/best practices, technical/product enablement, and customer engagement soft skills 

• Partner closely with the leadership team to understand business needs and translate these into comprehensive, multi-faceted enablement programs 

• Roadmap global enablement content and program development, tailoring to the needs of team members in each geography and segment and aligning with our product development plan and key GTM strategic initiatives (e.g. companywide GTM marketing and sales campaigns). 

• Develop enablement plans for product, messaging, and industry launches, in partnership with marketing and product leadership, to ensure GTM roles can effectively engage across the customer lifecycle 

• Provide thought leadership and strategy development in the domain of enablement methods and delivery systems to drive innovation, process improvement, and operational excellence 

 

Requirements 

• 15+ years of GTM leadership experience in fintech, payments, or financial services companies that cater to SMB customers. 

• 8+ years of experience in SMB product, mark