Senior Manager, Enterprise Account Executives
At a glance
Senior Account Executive role at Checkout.com. San Francisco · full-time · $165,000–$200,000 base.
growthroles summary, based on the employer's posting.
What you'll do
- Build long-range account plans for a focused group of major global enterprises, finding weaknesses in their payment systems
- Develop trusted ties across executive, treasury, technology, product and procurement stakeholders inside each account
- Bring specialists and senior sponsors together to shape proposals, workshops and executive presentations for each pursuit
- Turn payment, regulatory and financial details into ROI models and business cases for senior decision-makers
- Keep lengthy evaluations moving, then lead contract terms, pricing, service commitments and risk discussions
What you bring
- A strong record of quota delivery in enterprise software, fintech or payments, including large platform or multi-million-dollar deals
- Experience closing year-plus enterprise sales cycles with Fortune 100 or other top-tier global digital companies
- Confidence engaging C-suite, treasury and technical leaders, while explaining complex payment infrastructure in business terms
- Skill in enterprise account planning and methods such as MEDDPICC, Challenger or an equivalent approach
Who this fits
This is a senior individual-contributor sales role focused on a small portfolio of strategic enterprise pursuits, not high-volume territory management or people leadership. It suits a seller comfortable coordinating teams without direct authority and sustaining complex deals over long cycles. The position is based in San Francisco, with three office days per week.
From the employer
Company Description
We’re Checkout.com. You might not know our name, but companies like eBay, Spotify, Klarna, Uber, and Sony do, because we’re behind many of the digital experiences you use every day.
We are where the world checks out, enabling over 10 billion transactions yearly for more than one billion global shoppers.
Whether you want to book a holiday, order food, renew a subscription, or check out online, there’s a good chance our tech powers the payments behind the scenes. Our platform helps the most ambitious businesses deliver effortless digital experiences, at scale.
If you want to do career-defining work, you’ve come to the right place. We move fast, think globally, and believe great teams are built by hiring exceptional people with conviction, curiosity, and the desire to make an impact.
With 20 offices across six continents and London as our HQ, we’re shaping the future of fintech – and we’re just getting started.
The Role
We are seeking an exceptional Senior Manager Account Executive to lead our pursuits into the largest and most complex global enterprises. This is a senior Individual Contributor (IC) role designed for an elite enterprise seller who excels at high-stakes, multi-year deal campaigns.
Rather than managing high-velocity pipeline across a wide territory, you will hold deep ownership of a curated portfolio of Checkout’s most strategic targets (e.g., Fortune 50 / global tier-one accounts). Deal cycles on these accounts are transformative, measured in quarters and years rather than weeks, with contract values spanning tens of millions in revenue and billions in processed volume.
You will act as the "CEO of the Pursuit," orchestrating cross-functional deal squads—spanning Solutions Engineering, Product, Treasury, Legal, Regulatory, and Executive Leadership—to architect bespoke, mission-critical infrastructure solutions for sophisticated global buyers.
Key Responsibilities
Strategic Account Orchestration: Develop and execute comprehensive, multi-year account penetration strategies for a select target list of mega-cap enterprises. Map complex, matrixed global organizations to uncover systemic inefficiencies in their existing payment stacks.
Multi-Threaded Stakeholder Alignment: Build sustained, credible relationships across diverse buying centers within the enterprise—including C-suite executives, Global Heads of Treasury, Chief Technology Officers, Product Leaders, and Enterprise Procurement.
Deal Team Leadership (Virtual GM): Mobilize, lead, and coordinate a dedicated cross-functional pursuit team (Solutions Engineers, Product Managers, Legal, Commercial Strategy, Integration Specialists, and C-level sponsors) to deliver high-impact proposals, deep-dive workshops, and executive briefings.
Complex Commercial & Technical Architecture: Translate complex technical, regulatory, and financial mechanics (e.g., cross-border interchange, scheme routing optimization, local acquiring, unified commerce) into quantifiable ROI models and long-term business cases tailored to board-level evaluation.
Multi-Year Pursuit Governance: Drive sustained momentum through complex, 12- to 24-plus month procurement, evaluation, and proof-of-concept cycles. Maintain discipline, milestone progression, and executive-level alignment despite organizational shifts, market changes, and competitive pressures.
High-Stakes Contract Negotiation: Lead master services agreement (MSA) negotiations, complex pricing frameworks, service-level commitments, and risk/regulatory alignments in direct coordination with top-tier corporate legal and procurement teams.
Qualifications & Competencies
Proven Track Record in Mega-Deals: Substantial history of quota attainment within enterprise software, fintech, or payments, specifically characterized by multi-million-dollar ACV or platform-scale commercial contracts.
Multi-Year Cycle Mastery: Demonstrated ability to originate, navigate, and close 12- to 24-plus month enterprise procurement cycles with Fortune 100 or global top-tier digital enterprises.
Executive Gravitas & Technical Acumen: Comfortable commanding the room with C-level stakeholders, corporate treasurers, and technical architects; able to synthesize complex payment infrastructure nuances into clear business outcomes.
Internal Leadership Without Authority: Exceptional ability to align internal executive stakeholders, prioritize cross-functional resources, and influence product roadmaps to win tier-one logos.
Strategic Endurance & Analytical Rigor: High intellectual curiosity, strategic patience, and structured account planning skills (e.g., MEDDPICC, Challenger, or equivalent enterprise methodologies).
Domain Knowledge: Prior experience in enterprise payments, financial infrastructure, cloud platforms, or complex transaction processing is strongly preferred.
Additional Information
Bring all of you to work
We create the conditions for high performers to thrive, through real ownership, fewer blockers, and work that makes a difference from day one.
Here, you’ll move fast, take on meaningful challenges, and be recognized for the impact you deliver. It’s a place where ambition gets met with opportunity, and where your growth is in your hands.
We work as one team, and we back each other to succeed. So whatever your background or identity, if you’re ready to grow and make a difference, you’ll be right at home here.
It’s important we set you up for success and make our process as accessible as possible. So let us know in your application, or tell your recruiter directly, if you need anything to make your experience or working environment more comfortable.
Life at Checkout.com
We understand that work is just one part of your life. Our hybrid working model offers flexibility, with three days per week in the office to support collaboration and connection.
Curious about what it’s like to be part of our team? Visit our Careers Page to learn more about our culture, open roles, and what drives us.
For a closer look at daily life at Checkout.com, follow us on LinkedIn and Instagram
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