JOB  SUMMARY

What you’ll do

Go-to-Market Strategy & Targets

• Own the payments GTM plan including targets, segmentation, territory design and quarterly priorities.
• Set and deliver on payments revenue, attach rate and adoption KPIs across the existing customer base and new logos.
• Build the sales playbook for payments – discovery, value proposition, objection handling, commercial framing and competitive positioning.

Customer Base Expansion

• Drive attach and expansion across Compass’s existing school base – moving schools from awareness to activation to full adoption of payments.
• Design and execute adoption programs that get more parents transacting, more use cases live and more volume flowing through Compass payments.
• Identify and prioritise the segments, regions and customer profiles where payments will land hardest.

New-School Sales Partnership

• Partner with the core Compass sales team to ensure payments is positioned, scoped and sold as part of every new-school deal where it fits.
• Equip new-business Account Executives with the tools, training and deal support they need to close payments alongside the core platform.

Team Leadership

• Lead, hire and develop a high-performing team of payments sales reps and adoption specialists.
• Set the operating cadence – pipeline reviews, forecasting, deal inspection and adoption reporting.
• Coach the team on consultative selling, business case development and navigating school decision-makers.

Cross-Team Partnership

• Work with the CRO and wider revenue org to align payments with broader GTM strategy and forecasting.
• Partner with Marketing on campaigns, content and demand generation specific to payments.
• Feed customer signal back to Product on what is blocking adoption and what would unlock the next wave of growth.

Requirements

About You

This is an ownership-oriented role suited to a commercially sharp sales leader who thrives in a scale-up environment, is energised by building from the ground up and knows how to drive adoption as well as net-new revenue.

You will bring:

• 7+ years in B2B SaaS or payments sales, with at least 3 years leading a sales and/or adoption team carrying revenue targets.
• Proven track record of driving product attach and adoption inside an existing customer base – not just net-new logo sales.
• Strong commercial instincts: comfortable with pricing, deal construction and building business cases for customers.
• Experience selling payments, fintech or a financial product – particularly if it involved getting customers to switch payment providers or activate new payment flows.
• Demonstrated ability to build and run a GTM playbook from the ground up: segmentation, messaging, enablement and measurement.
• Strong forecasting discipline and comfort operating in a metrics-driven revenue organisation.

Highly regarded:

• Experience selling into schools, education or other community/membership-driven verticals.
• Experience with payments products in Australia, cards, direct debit, BPAY, PayTo, and the commercial dynamics involved.
• Background partnering with a broader sales org to land embedded or attached products.

Are you interested in this position?

Apply by clicking on the “Apply Now” button below!

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