Payments Sales Consultant (Charlotte, US)

Payments Sales Consultant (Charlotte, US)

About the Role

The Payments Sales Consultant is responsible for generating payments-related revenue and supporting Passport’s Sales and Business Development teams. This role primarily partners with the Sales, Business Development and Client Success teams to provide payments-specific expertise as an integrated service across all Passport products. Examples of key responsibilities are joining sales calls upon request, working RFPs and client presentations, pricing payments deals, and following up on payments-specific inquiries. The Payments Sales Consultant reports directly to the Director of Product Sales and dotted line to the Head of Payments, and acts as the primary liaison to assigned Sales, Business Development personnel, and the Client Success team, in representing Passport Payments’ product & service to prospects and clients.  

The Payments Sales Consultant’s primary responsibility is payments revenue generation. To accomplish this, the Payments Sales Consultant must be well-rounded in understanding Passport’s parking & transit solutions, Passport’s competitors (and their payment solutions), the payments industry and Passport Payments’ features and benefits.  In addition, this role must be proficient in payments pricing and modeling, writing RFP responses, presentation skills, payments contracts/sub-merchant agreements, client/sub-merchant onboarding requirements and implementation approach. 

This role is a great opportunity to expand your knowledge & expertise of integrated payment solutions and contribute to a fast-growing company in a dynamic work environment.


This position works in the Product Sales Consulting group, but works under the product/program direction of the Head of Payments, and works cross-functionally supporting Passport’s Sales, Business Development and Client Success teams selling efforts.  Being able to work effectively as a partner and as an owner is a requirement of this role.

Revenue Goals

  • Payments Sales Consultants are aligned to the annual Payments revenue goals 
  • Payments Sales Consultants accountabilities are aligned to the annual Payments Strategy Plan (supporting revenue goals)

Sales/Revenue Support 

  • Attends and participates in all Sales and Business Development staff meetings
  • Models payments pricing & performance.  Partners:  Finance; Sales; CS
  • Provides RFP research and written responses.  Partners:  Marketing; Product
  • Participates on ‘deal teams’ in selling/closing clients. Provides Payments demos and product/service presentations.  Partner:  Sales; Business Development
  • ‘On call’ sales support in researching payments-related issues.  Partner:  Sales (owner) 
  • Leads payment product demonstrations alongside the Sales Team.  Partner: Sales, CS

Passport Payments Expertise

  • Reports dotted line to the Head of Payments to work within Passport Payments strategy and to become an expert across Passport Payments tools
  • Provides expertise across Passport’s payments solution to Passport Sales & Business Development teams
  • Works closely with the payments product manager, payments marketing, payments engineers, and payments operational staff
  • Understands Passport’s payments ecosystem - can diagram it, present it, and breakdown the process flows and roles across the key participants:  issuers, acquirers/gateways, merchant processors, card networks, ACH networks, and banks/flow of funds
  • Has expertise across all Passport Payments contractual and onboarding requirements: merchant agreement, merchant application process and related onboarding activities, pricing elements, settlement structures and reporting requirements

Passport Product Knowledge & Competitors

  • Develops proficiency across all of Passport’s mobile and web app products and services
  • Actively researches and develops proficiency of Passport competitors with an expertise on each competitors’ payments solutions


  • Bachelor’s Degree required
  • Excellent written and verbal communication skills
  • Strong presentation skills
  • Good project management skills
  • Proficient in MS Office/G-Suite
  • 3+ years payments experience required, preferably with a merchant acquirer/processor, payment network, issuer or fintech
  • 5+  years selling experience required, preferably with a fintech, a merchant acquirer/processor or payment network
  • Working knowledge of the credit/debit card and ACH ecosystems
  • Problem solver and takes initiative 

About You

You are an innovative, creative, analytical and strategic thinker - developing strategies to simplify, position and sell Passport’s payments program. You are passionate about Passport and the future of our business. You enjoy finding solutions and improvements, work effectively with cross-functional teams, and thrive in a fast-paced setting that is constantly evolving. You constantly set the bar high with your daily work, your partners and your sales portfolio. You always hit your deadlines.  You thrive in a constantly changing, fast-paced environment. You love working with teams. You listen, collaborate, take note of alternate viewpoints, and implement the best solutions.

You obsess over the details.  You blend selling abilities with business acumen. You are effective at identifying the unique selling propositions by opportunity and articulating them. You will have the opportunity to wear several hats, and you should be comfortable learning new things and taking on new responsibilities.

You are incredibly organized. Nothing slips through the cracks when you’re on a deal team or managing a partner sales opportunity. You are inquisitive, and you know how to listen and incorporate new knowledge into your selling strategy. You have a knack for connecting the dots across multiple things and ensuring they are in sync. Above all else, you are also an excellent communicator, both written and verbal, and you understand how to effectively convey ideas to various stakeholders across the organization.

**Willingness to travel up to 40%.

About Us

Passport is transforming mobility management for cities, empowering them to create more livable and equitable communities. Passport enables clients to facilitate digital payments and control their curbsides through a mobility software platform. Trusted by 1,000 cities, universities and agencies, including Chicago, Toronto, London, Los Angeles, and Miami, Passport is one of the fastest-growing companies on the Inc. 5000 and Deloitte Technology Fast 500 lists. Passport is backed by Rho Capital Partners, H.I.G. Growth Partners, ThornTree Capital Partners, Bain Capital Ventures, Grotech Ventures, MK Capital, and Relevance Capital.

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End date
Monday, June 22, 2020 12:00 AM
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