Sales Manager

Responsibilities

• Team Leadership & Coaching
• Lead, coach, and develop a team of 4-6 Account Executives through structured 1:1s, live deal reviews, call shadowing, and targeted skill-building sessions focused on CFO-level
• sales.
• Set clear performance expectations for each AE, monitor individual progress against quota, and implement improvement plans when needed - while keeping the team
• motivated and engaged.
• Foster a high-performance, learning-oriented team culture where feedback is direct, results are celebrated, and commercial growth is a shared goal.
• Onboard and ramp new AEs efficiently, ensuring they reach productivity benchmarks in the expected timeframe.
• Revenue Ownership
• Own the team's monthly and quarterly revenue targets, actively managing pipeline coverage, deal quality, and closing cadence to ensure consistent quota attainment.
• Carry and meet a personal sales quota in addition to the team's target - engaging directly in the full sales cycle for strategic or high-complexity opportunities.
• Conduct in-person client visits as needed to build executive-level relationships, accelerate deal cycles, and reinforce Paystand's presence in the market.
• Strategy, Reporting & Forecasting
• Deliver accurate weekly and monthly revenue forecasts to leadership, with clear pipeline analysis, risk flags, and supporting data from HubSpot.
• Identify patterns in wins and losses, translate them into strategic recommendations, and continuously refine the team's go-to-market approach for the LatAm market.
• Develop and maintain key commercial materials (pitches, scripts, proposal templates, objection-handling guides) aligned with Paystand's CFO stack value proposition.
• Drive active adoption of AI tools across the team (for outreach, call prep, coaching, and reporting) and lead by example in their use.

Requirements

• Professional Background:
• 2-4 years of experience in a Sales Manager or Team Leader role within a high-growth B2B SaaS or fintech company, with direct responsibility for an AE team's quota.
• Alternatively: 5+ years as a high-performing Account Executive with demonstrated mentorship, deal complexity, and readiness for a leadership transition.
• Experience selling to finance decision-makers (CFO, VP Finance, Controller, Treasurer) - ideally solutions in digital payme

Additional Information

At Paystand, we're not just another fintech company-we're trailblazers in decentralized finance (DeFi), transforming how businesses manage their finances. With thriving hubs in Santa Cruz, San Francisco, Austin, Minneapolis, Mexico City, Hermosillo, and Guadalajara, we're leading a global revolution in financial systems. Recognized on the Inc. 5000 list for five consecutive years, we're among the fastest-growing companies reshaping the future of finance. Our Expanding Ecosystem: Paystand isn't just a company-it's a growing global network. With the strategic acquisitions of Teampay, a leader in spend management, and Yaydoo, a top AR and AP platform in Latin America, we're building an expansive ecosystem designed to revolutionize financial operations and fuel business growth worldwide. Why Paystand? What We Do: By harnessing the power of blockchain technology, we digitize receivables, automate financial processes, reduce time-to-cash, lower transaction costs, and unlock new revenue streams for businesses. Why We Do It: We're driven by a mission to revolutionize digital payments and decentralize finance, creating a more open, inclusive, and transparent financial ecosystem, starting with B2B payments. How We Do It: As change-makers in the DeFi movement, we don't just follow trends-we set them. If you're passionate about shaping the future of fintech and eager to redefine what financial technology should look like, Paystand is the place where you can make a significant impact. Join Us: Be part of something bigger. Join Paystand and help us lead the financial revolution. Role at a Glance The Sales Manager is Paystand's front-line commercial leader for LatAm - the person responsible for building a high-performing sales team, driving consistent revenue results, and personally closing complex deals. This is not a purely managerial role: the Sales Manager leads from the front, carrying their own quota while owning the collective performance of a team of 4-6 Account Executives. The team sells Paystand's CFO stack to finance decision-makers (CFOs, VPs of Finance, Controllers, Treasurers) at mid-size and enterprise companies across LatAm, with an initial focus on Mexico. The Sales Manager is expected to combine sharp commercial instincts with strong coaching ability - setting the standard for what great looks like in a discovery call, a demo, a negotiation, and a forecast review. Reporting directly to the VP of Revenue LatAm, the Sales Manager is also a key voice in strategy: translating market signals into commercial decisions, presenting results and roadmaps to leadership, and helping shape how Paystand grows in the region.

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