Director Strategic Sales - Payables

Director, Strategic Sales — Corporate Payments

The Opportunity

Corpay is seeking an accomplished Director of Strategic Sales to join our Corporate Payments organization and help businesses modernize how they manage supplier payments, working capital, payment risk, and finance operations.

This is not a transactional sales role. It is a strategic, consultative enterprise sales opportunity for a seller who knows how to earn credibility with senior finance leaders, uncover complex operational challenges, quantify business impact, and build a compelling case for change.

Our customers are navigating staffing constraints, fragmented payment processes, check and ACH exposure, reconciliation burden, cash-flow visibility, compliance requirements, and increasing pressure to operate more efficiently.

As a Director of Strategic Sales, you will develop your assigned territory and account portfolio, create qualified pipeline, lead complex enterprise sales cycles, and position Corpay’s payment automation, commercial card, vendor enablement, and corporate payment solutions with organizations looking to build a more efficient, controlled, and scalable finance operation.

What You Will Do

• Build and execute a strategic territory and account plan designed to create qualified pipeline and predictable revenue.

• Prospect into and develop executive-level relationships with CFOs, Controllers, VPs of Finance, AP leaders, Treasury, Procurement, IT, and other key stakeholders.

• Lead insight-driven discovery conversations that uncover how payments are managed today and identify the associated cost, risk, manual effort, control gaps, and missed economic value.

• Quantify customer impact across labor, exception handling, payment risk, supplier engagement, working capital, rebate opportunity, implementation effort, and measurable business outcomes.

• Develop compelling “why change” and “why now” business cases rather than relying solely on product demonstrations.

• Manage sophisticated, multi-stakeholder enterprise sales cycles from initial engagement through negotiation, contracting, implementation handoff, and expansion.

• Apply disciplined MEDDPICC methodology across meaningful opportunities, including Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Pain, Champion, and Competition.

• Develop mutual action plans that align customer stakeholders, decision timelines, approvals, commercial requirements, and implementation expectations.

• Multi-thread accounts early and intentionally across Finance, AP, Procurement, Treasury, IT, Security, and executive leadership.

• Partner cross-functionally with Sales Development, Solution Consulting, Implementation, Customer Success, Legal, Finance, and senior leadership.

• Deliver accurate forecasts based on customer-validated information, documented next steps, identified risks, and demonstrated buyer commitment.

• Maintain exceptional CRM hygiene, opportunity strategy, account planning, and sales-process discipline.

• Position Corpay effectively against competitive alternatives and the status quo by demonstrating measurable business outcomes, payment expertise, and execution capabilities.

What Success Looks Like

Within your first 90 days, you will have developed a focused territory and account strategy, established relationships with key prospects and executive stakeholders, built meaningful enterprise pipeline, demonstrated strong discovery and qualification discipline, and created a credible path toward near-term revenue.

Long-term success means consistently creating and advancing qualified enterprise opportunities, translating operational pain into customer-validated fiscal impact, building durable executive relationships and internal champions, navigating complex decision, and contracting processes, and producing reliable forecasts and predictable revenue performance.

What We Are Looking For

• 5+ years of successful B2B enterprise sales experience, ideally within payments, fintech, SaaS, finance automation, treasury, ERP, procurement, AP automation, commercial card, or related technology.

• Demonstrated success selling sophisticated solutions to CFOs, Controllers, finance executives, and cross-functional buying committees.

• Proven experience navigating longer-cycle, multi-stakeholder enterprise opportunities.

• Exceptional discovery and consultative selling skills with the ability to move from a stated challenge to quantified impact, consequence, priority, and an executive-level reason to act.

• Strong executive presence and financial acumen, with the ability to discuss cash flow, operating efficiency, controls, risk, working capital, payment economics, and change management.

• Strong working knowledge of MEDDPICC or comparable enterprise sales methodologies.

• Experience developing ROI analyses, business cases, executive presentations, and customer-specific points of view.

• Strong negotiation, commercial judgment, and contract-management capabilities.

• High personal accountability, resilience, organization, and comfort operating within a performance-driven sales environment.

• Experience selling into higher education, public sector, healthcare, hospitality, or other complex and matrixed organizations is a plus.

The Seller Who Will Thrive Here

• Enter customer conversations with a relevant hypothesis and thoughtful questions rather than a generic pitch.

• Know how to distinguish between a payment process that simply “works” and one that is truly efficient, controlled, scalable, and economically optimized.

• Understand that a product demonstration should reinforce a strong business case, not replace discovery.

• Can uncover the hidden cost and effort surrounding payments, including exceptions, vendor maintenance, fraud controls, reconciliation, check handling, supplier follow-up, payment-method management, and manual work between ERP and banking systems.

• Build champions who can advocate for the solution internally when you are not in the room.

• Know how to respectfully challenge the status quo and create legitimate business urgency.

• Leave customer meetings with a mutually agreed-upon next step, owner, timeline, and objective.

• View forecast accuracy, CRM discipline, and account planning as essential components of professional enterprise selling.

Why Corpay

Corpay brings meaningful scale, payment expertise, technology, and operational support to organizations looking to improve how money moves. We help finance teams reduce administrative burden, strengthen control, optimize payment mix, improve visibility, and unlock value from processes that are often accepted as simply “good enough.”

Benefits & What Corpay Offers

Eligible employees have access to a comprehensive benefits package designed to support their health, financial well-being, and overall quality of life. Benefits may include:

• Medical and prescription drug coverage

• Dental and Vision insurance

• 401(k) retirement plan

• HSA and FSA options

• Life insurance

• Short-term and long-term disability coverage

• Paid time off and company holidays, subject to applicable plans and policies

• Wellness and employee assistance resources

• Professional development and career-growth opportunities

• Employee resource groups and opportunities to connect across Corpay

• Paid volunteer opportunities

Specific eligibility, coverage, and benefit provisions are governed by applicable Corpay plans and policies.