Head of Business Development & Sales - Enterprise Retail, Europe

We are looking for an inspirational leader who will be responsible for driving the Enterprise Retail team’s new business growth by developing and executing strategies to acquire and expand customer relationships across target markets. This role ensures that the company’s payment solutions are effectively positioned to meet the evolving needs of businesses.

The role holder will lead and build a high-performing sales team with a pan-European focus, setting clear objectives, managing performance, and fostering collaboration with product, marketing, and operations teams to deliver seamless and competitive payment solutions.

They will act as the strategic link between market opportunities and the company’s commercial strategy, ensuring alignment with corporate goals.

Ultimately, the purpose of the role is to build and sustain a scalable, revenue-generating sales engine that establishes the organization as a trusted leader in digital payments, enhances customer value, and drives long-term business success.

Which jobs(s) does this Role report to?

Direct line - Head of Enterprise Retail, Europe

Which jobs(s) and the number of staff reporting to this Role?

Direct line reporting:

• 8 x Business Development Managers - Retail

Accountabilities for your role - what are you expected to do?

Strategy & Leadership

• Support the design, implementation and delivery of the Enterprise Retail strategy to provide sustainable growth for the company and to support revenue diversification and long-term revenue objectives.
• Define and execute the sales strategy to achieve short- and long-term revenue targets across key payment products and services (e.g., acquiring, gateways, value-added services)
• Lead the Retail BD team to deliver on core objectives and financial goals. Leading through a performance focused approach, to measured goals and milestone, whilst adhering to and promoting US Bank core values, behaviours and policies.
• Work closely with Head of Relationship Management and Head of Partners to drive collaboration and buddy system. Understand back book portfolio customers and relevant opportunities.
• Collaborate with the vertical management team to distribute planning and revenue targets effectively throughout each year, and to effectively report on progress of key initiatives and goals driven by the team
• Develop strong relationships with key internal stakeholders, collaborate on wider company strategies, support in making critical recommendations / decisions on prioritisation of technology and resources to deliver on the vertical strategy
• Align with shared service support teams to profile key requirements that optimise vertical opportunities.
• Support or lead and engage across the business and segment, via working groups and other adhoc teams to contribute towards achieving the Retail Enterprise team goals, and wider companies’ long-term success.
• Act as an internal and external trusted thought leader, providing segment expertise to drive innovation and change, based on industry trends and customer insight.

Business Development & revenue growth

• Drive acquisition of new merchants through strategic and tactical sales initiatives.

• Support the execution of both short-term and long-term strategies that support the company’s growth objectives through vertical diversification and value-added product attachment delivery, including Gateway execution.
• Support and align on key vertical initiatives that drive strategic growth, which may require complex matrix-management over long cycles of technical development planning.
• Negotiate commercial terms, pricing, and contracts to maximize profitability and client satisfaction.
• Leverage industry insights, market data, and competitor intelligence to refine sales approaches.
• Support with key customer engagement and act as an escalation point for key decision making and prioritization of revenue attainment

Performance Management & Reporting

• Track, analyse, and report on key sales metrics and performance indicators.
• Implement CRM best practices (e.g., Salesforce, HubSpot) to improve pipeline visibility and forecasting accuracy.
• Establish sales forecasts, budgets, and performance targets aligned with overall company objectives.
• Drive continuous development of the team through coaching, methodology and training of individual’s skillsets, in keeping with internal talent development guidance
• Actively support the continuous improvement in the efficiency and effectiveness of the revenue generation activities within the team
• Drive continuous improvement in sales processes, pipeline conversion, and sales efficiency.

Competencies for your Role - how are you expected to behave?

• Collaboration

Develop strong relationships with key internal and external stakeholders, to collaborate across the business and support strategy achievement, and in making critical recommendations, decisions and prioritisation.

• Customer Centricity

Always putting customers and partners at the heart of decision making. Engaging with key teams, individuals and partners and customers as needed to act as an escalation point.

• Drive for Results

Setting achievable yet stretching plans of how to grow the vertical over short and long term. Leading via a high-performance focused approach to deliver strong results in a measured way.

• Inclusion

Work with an inclusive approach to working across the company in a complex matrix-organization. Ensuring all individuals are treated fairly and consistently.

• Risk

Appropriately identify and manage risks, in compliance with applicable laws, rules and regulations, and with Company Policy.

• Ethics and Trust

Maintain high ethical standards; gain the confidence and trust of others through honesty, integrity and authenticity.

Technical Competencies for your Role - what are you expected to know?

• A strong understanding of Retail payment requirements across Europe, and Retail industry landscape and trends
• Ability to design, develop, implement and deliver a vertical growth strategy.
• Ability to build, lead, coach and motivate a high-performing team of sales managers in a matrix organization, across multiple diverse geographies and functional reporting lines.
• Demonstrated proven performer in managing sales teams and sales pipeline, to deliver on revenue goals consistently.
• Demonstrated proven performance of new business sales with deep understanding of the customer sales cycles, and key needs through the sales process.
• Proven ability to develop business cases and champion opportunities with quantifiable financial benefits.
• Proven experience of supporting and executing strategic plans for revenue growth and delivering to them.
• Demonstrated success in collaborating cross-functionally with Product, GTM, Operations teams to ensure alignment on go-to-market execution.
• Ability to own and strengthen relationships with key internal stakeholders.
• Ability to confidently represent the company and Retail vertical team both internally and externally to drive Exec board level influence and critical decision making.
• Ability to manage change with large and complex organizational transformations to positive outcomes.
• The ability to effectively communicate business decisions and processes.
• Compelling and persuasive communicator (oral and written) with excellent interpersonal skills.
• A track record of identifying root causes issues and opportunities and proactively problem solving to drive action to address them.
• Ability to analyze data and present insights based that drive action.
• Effectively prioritize in line with US Bank core values.
• Willingness to invest time in professional self-development.
• To act as an ambassador of US Banks core values and leading by example.

Qualifications Required to perform your Role?

• 10+ years of experience in complex B2B/SaaS sales, with at least 5 years in the payments industry.
• Experience of Leadership and matrix management.
• Proven experience in an Enterprise sales role as an individual contributor.
• Strong understanding of payment technologies (e2e solutions, gateway), value chains, and regulatory environment.
• In-depth understanding of sales techniques and methodologies.
• Exceptional negotiation, communication, and stakeholder management skills.
• Strategic thinker with strong analytical and commercial acumen.
• Frequent travel will be required for customer / colleague visits and office visibility.

Control Function Disclosure

This role has been identified as Controlled Function (“CF4/CF7”) under the CBI Regulations. Accordingly, the Company must be satisfied on reasonable grounds that the role holder complies at all times with the requirements of:

a) the CBI’s Fitness and Probity Regime and the Conduct Standards (as applicable to the role).

Applicants (and upon joining the Company, employees) agree to permit the Company (or its agents) to conduct such due diligence as it deems necessary to satisfy itself on reasonable grounds that you comply with the aforementioned requirements (as applicable to the role) and that you will provide the Company with all information and/or documentation relating to your qualifications, experience, employment history, financial soundness and other interests that the Company requests for that purpose.

It is the individual responsibility of every employee to maintain a current awareness and understanding of and to fully comply with U.S. Bank’s “Code of Ethics”. Each employee is also expected to maintain an awareness of the laws, regulations, internal policies and procedures that are appropriate for his/her position.