About the role
We are looking for a Founding Sales team to help build and scale our go-to-market engine from the ground up. In this role, you will work directly with the founders to win enterprise and mid-market customers, shape our sales strategy, and influence how xPay goes to market. Beyond closing deals, you'll play a critical role in defining our ideal customer profile, sales processes, pricing strategy, and customer engagement model. This is a unique opportunity to join at an inflexion point and become one of the key builders of a category-defining fintech company.
The candidate will have responsibilities across the following functions:
Own the End-to-End Sales Cycle:
- Manage the complete sales process from prospecting and qualification to negotiation and closure.
- Drive new business across enterprise and mid-market B2B SaaS accounts.
- Build and maintain a strong pipeline of high-value opportunities.
Become a Trusted Advisor:
- Understand customers' international payment workflows, challenges, and growth objectives.
- Conduct consultative discovery to uncover inefficiencies, payment costs, operational bottlenecks, and conversion challenges.
- Position xPay's solutions in terms of measurable business outcomes and ROI.
Lead Complex Enterprise Deals:
- Manage multiple stakeholders across Finance, Operations, Product, Legal, and Leadership teams.
- Own commercial discussions, pricing negotiations, procurement processes, and contract execution.
- Successfully navigate long and complex sales cycles.
Shape Product and GTM Strategy:
- Act as the voice of the customer internally.
- Partner closely with Product and Engineering teams to influence roadmap priorities.
- Contribute to refining messaging, sales playbooks, pricing models, and customer acquisition strategies.
Help Build the Sales Organisation:
- Establish scalable sales processes and best practices.
- Contribute to hiring, onboarding, and mentoring future sales team members as the company grows.
Requirements:
- 4-6 years of experience in B2B sales, with a strong track record of closing enterprise and mid-market deals.
- Experience selling complex technology products or solutions to business stakeholders.
- Proven ability to independently manage the full sales cycle.
- Strong consultative selling and stakeholder management skills.
- Ability to thrive in fast-paced startup environments with ambiguity and ownership.
Preferred:
- Experience as an early sales hire or part of a founding GTM team.
- Background in FinTech, Payments, Banking Infrastructure, API-based products, or SaaS platforms.
- Strong technical aptitude and ability to engage with technical buyers and product teams.
- Existing network within the B2B SaaS ecosystem.
Expectations:
- Consistently exceed revenue and customer acquisition targets.
- Build a repeatable sales motion that scales.
- Establish xPay as a trusted payments partner for global SaaS businesses.
- Help shape the foundation of a world-class sales organisation.