Account Executive - Payments

About Fat Zebra

At Fat Zebra, we simplify payments so merchants and platforms can scale with confidence. Our flexible, secure, and scalable payments platform supports over 100,000 merchants across Australia and New Zealand, helping them navigate the complexity of the payments ecosystem so they can focus on what matters most: growing their business.

Our customers include Macquarie Bank, PayPal, MYOB, Sportsbet, Zip and Aussie Broadband, just to name a few. Join us to shape the future of payments in Australia, New Zealand and beyond.

About The Role

This is a strategic, relationship-led sales role for someone who enjoys building trusted partnerships, winning new business and helping customers solve complex payments challenges. As an Account Executive (New Zealand), you'll own one of Fat Zebra's most important strategic banking relationships while also driving new customer acquisition across the New Zealand market.

You'll spend your time developing executive relationships, uncovering commercial opportunities and guiding merchants, platforms and partners through a consultative sales process. You'll become a trusted advisor to customers, understanding their business goals and demonstrating how Fat Zebra's payments platform can help them grow.

You'll work closely with Product, Solutions Engineering, Customer Success and Engineering, bringing the right people together to solve customer problems and deliver outstanding outcomes. Rather than simply selling products, you'll help shape solutions, influence product direction through customer feedback, and represent Fat Zebra within the New Zealand payments ecosystem.

This is a fully remote role based in New Zealand (ideally Auckland) and is ideal for someone who thrives with autonomy, enjoys building long-term relationships and wants to make a genuine impact in a growing fintech business.

Key Responsibilities

Your responsibilities will include:

• Own and grow one of Fat Zebra's strategic banking partnerships, building trusted relationships across sales and executive stakeholders.
• Identify, qualify and close new business opportunities across the New Zealand market.
• Develop strong relationships with merchants, platforms and partners, becoming a trusted advisor throughout the sales process.
• Lead consultative sales conversations, understanding customer challenges and positioning Fat Zebra's products and services to deliver value.
• Partner closely with Solutions Engineering, Product and Customer Success teams to develop tailored solutions for prospective customers.
• Support partner-led opportunities through both commercial and technical discussions.
• Build and maintain a healthy sales pipeline, accurately forecasting opportunities and managing activity through CRM.
• Represent Fat Zebra at customer meetings, networking events and industry forums across New Zealand.
• Share customer insights with internal teams to influence product improvements and future opportunities.

How You'll Know You're Succeeding

As an Account Executive, you'll create impact by:

• Growing revenue through both direct customer acquisition and strategic partner opportunities.
• Building trusted relationships with executive stakeholders across our banking partner and customer base.
• Developing a strong pipeline of high-quality opportunities across New Zealand.
• Successfully converting prospects into long-term Fat Zebra customers.
• Collaborating effectively across internal teams to deliver exceptional customer outcomes.
• Helping establish Fat Zebra as one of New Zealand's leading payments partners.

Skills & Experience

To hit the ground running, you'll bring capability in the following areas:

• Experience selling within the New Zealand payments, fintech or financial services industry.
• Strong understanding of the New Zealand payments ecosystem.
• Proven success in an Account Executive, Business Development or Enterprise Sales role.
• Excellent relationship-building skills with senior stakeholders and executive decision-makers.
• A consultative sales approach with the ability to navigate complex commercial conversations.
• Confidence engaging with both commercial and technical stakeholders.
• Strong commercial acumen with the ability to identify opportunities and build compelling business cases.
• A self-motivated mindset and the ability to thrive in a remote, autonomous environment.
• Excellent communication, negotiation and presentation skills.

Experience that will support you could include:

• Experience working with payment gateways, acquiring banks or payment infrastructure providers.
• Experience managing strategic partnerships or financial services relationships.
• A strong network within the New Zealand payments, fintech or ecommerce ecosystem.
• Experience selling enterprise SaaS or technology solutions into mid-market or enterprise organisations.