Payoneer

• Manage and grow large pool of existing client relationships, building long-term partnerships with top and mid-tail customers to identify emerging business needs and opportunities. • Proactively strengthen and expand relationships to maximize retention, cross-sell, and upsell across the portfolio, increasing customer value and revenue through tailored engagement strategies • Perform outbound outreach, including cold calls, identify opportunities, activate customers, and drive commercial outcomes • Design and execute multi-channel strategies to reach large customer segments at the right moment in their lifecycle, creating and qualifying opportunities effectively. • Drive retention, and cross-selling initiatives. Identify business opportunities and define go-to-market strategies, leveraging customer insights and market learnings. • Build success stories, case studies, and business reports to showcase impact and support internal and external alignment. • Lead educational initiatives, including webinars and workshops, to drive ongoing engagement within the portfolio. • Own the end-to-end commercial process, including demos, proposals, negotiations, and closing long-term agreements.

• Develop and own the global sales operating model, including playbooks, sales methodologies, coaching frameworks, and best practices. • Partner with regional sales managers to drive execution and strengthen leadership capabilities. • Build and optimize the global sales infrastructure, including CRM processes and reporting. • Design and manage global compensation, incentive, and recognition programs. • Foster a high-performance coaching culture with established global standards for training and talent development. • Lead cross-functional collaboration with various teams for improved customer journey and sales effectiveness. • Monitor global sales performance, pipeline health, and strategic initiatives providing actionable insights.

• Deliver on company’s KPIs for managed accounts which include annual retention objectives and growth objectives • Develop and nurture relationships with key client stakeholders including C-Suite and senior management while understanding client’s strategic initiatives and decision-making process. • Maintain and grow revenue through strategic business plan creation, consultative selling, and development of upsell and cross-sell opportunities • Negotiate contract extensions, pricing, and work collaboratively with internal stakeholders to execute on revenue goals and objectives • Interpret data (market data, competitive data, proprietary data, and client supplied data) to include in data-driven decision-making process and to create a clear view on status of client • Conduct business reviews with clients to track against both Payoneer and clients KPIs and prioritize plans to achieve objectives. • Identify potential new products/services and supply inputs to product and R&D teams to place on roadmap to serve clients with a long-term view • Support close collaboration between Enterprise Client Success, Sales, Legal, Finance, Marketing, Innovation and Product Managers to develop solutions and advice (e.g. legal/regulatory) • Be a steward to resolve operational issues that may be affecting the client by working with technical teams to drive resolution on behalf of client.

• Support the onboarding and activation of new affiliates and partners, ensuring all documentation, compliance requirements, and system setups are completed on time • Coordinate partner enablement activities, including training sessions, access to tools and marketing resources, and ongoing operational support • Maintain accurate partner records and updates across platforms and internal systems to ensure data integrity and operational excellence • Monitor partner and lead lifecycle performance, proactively identifying issues, bottlenecks, and opportunities for process improvement • Track, maintain, and analyse key partnership performance metrics, dashboards, and reports to support business reviews and data-driven decision making • Partner closely with Affiliate & Partnership Managers to support day-to-day program execution and drive partner success across the lifecycle • Collaborate with cross-functional teams including Sales, Compliance, Operations, Growth, and Product to resolve operational challenges and improve partner experiences • Serve as a trusted operational point of contact for affiliates and partners, ensuring timely responses, issue resolution, and seamless program participation • Contribute to the development and scaling of processes, playbooks, and best practices that support the growth of Payoneer's global Affiliates & Partnerships program

• Maintain the integrated plan across product, GTM, regulatory, and bank stand-up workstreams • Establish and run the program's governance model — steering committees, working groups, decision logs, risk registers, and reporting cadences • Translate strategy into milestones and milestones into weekly action across a cross-functional team • Drive disciplined prioritization across competing demands on a small, senior team • Partner with Product and Engineering leadership to maintain an integrated roadmap for stablecoin and bank capabilities, including wallet functionality, issuance, custody, reserve management, and cross-border payments use cases. • Track milestones, dependencies, and launch readiness across discovery, build, pilot, and general availability. • Run program rituals that keep product delivery synchronized with commercial commitments and regulatory constraints • Drive the program plan for stablecoin GTM including segmentation, pricing, packaging, partnership pipeline, sales enablement, and launch sequencing • Coordinate across Marketing, Sales, Partnerships, and Product Marketing to ensure messaging, collateral, training, and commercial readiness are in place ahead of each launch • Maintain visibility into pipeline, pilots, and early commercial KPIs — surface what is working, what is not, and what needs leadership attention • Own the integrated plan for PDB across the path to charter approval and opening • Coordinate workstreams spanning executive hiring, governance and policy buildout, technology and operations readiness, risk and compliance program design, and external advisor management • Ensure commercial and product plans are sequenced realistically against charter and regulatory dependencies • Own the operating cadence and content pipeline for PDB board and committee engagement • Manage agendas, pre-reads, and follow-ups; partner with executive leadership to shape narrative and decisions sought • Track board commitments and ensure timely, high-quality close-out • Produce executive-grade communications for CCO, CEO, board, and partner audiences, translating technical, regulatory, and commercial complexity into clear narratives on progress, risk, and decisions needed

• Own the full-funnel lifecycle of Payments and Workforce Management partnerships. • Identify and build target lists of WFM platforms and payment providers. • Own the 'SDR-to-Close' workflow leveraging LinkedIn, email, and cold calls. • Tailor the Payoneer pitch to solve specific pain points for WFM and Payment stakeholders. • Lead the transition from 'Signed' to 'Active' by creating bespoke enablement materials. • Guide partners through operational hurdles, including KYC requirements. • Equip regional account managers with the tools and data they need. • Own the relationship health via MBRs and QBRs, tracking performance against growth targets. • Design and deliver webinars, workshops, and training sessions for partners' teams.

• Deliver on company’s KPIs for managed accounts which include annual retention objectives and growth objectives • Develop and nurture relationships with key client stakeholders including C-Suite and senior management while understanding client’s strategic initiatives and decision-making process. • Maintain and grow revenue through strategic business plan creation, consultative selling, and development of upsell and cross-sell opportunities • Negotiate contract extensions, pricing, and work collaboratively with internal stakeholders to execute on revenue goals and objectives • Interpret data (market data, competitive data, proprietary data, and client supplied data) to include in data-driven decision-making process and to create a clear view on status of client • Conduct business reviews with clients to track against both Payoneer and clients KPIs and prioritize plans to achieve objectives. • Identify potential new products/services and supply inputs to product and R&D teams to place on roadmap to serve clients with a long-term view • Support close collaboration between Enterprise Client Success, Sales, Legal, Finance, Marketing, Innovation and Product Managers to develop solutions and advice (e.g. legal/regulatory) • Be a steward to resolve operational issues that may be affecting the client by working with technical teams to drive resolution on behalf of client.

• Manage and engage a large portfolio of SMB customers using a scaled, programmatic approach. • Drive product adoption and early lifecycle engagement through playbooks, campaigns, and trigger-based outreach. • Identify growth opportunities and expansion signals, including cross-sell and increased product usage. • Partner closely with CSMs by identifying and qualifying high-potential accounts for transition into high-touch portfolios. • Execute data-driven engagement strategies using customer behavior, lifecycle stage, and usage insights. • Maintain accurate and up-to-date customer data and engagement tracking in CRM systems. • Collaborate with Marketing, Ops, and Product teams to refine messaging, campaigns, and engagement strategies. • Support inbound customer needs and respond to key signals with timely, relevant outreach. • Contribute to continuous improvement of playbooks, workflows, and scaled engagement strategies.

• Oversee and manage existing client relationships and play an active role in developing and building long-term relationships with clients to identify business opportunities, collaboratively develop value propositions that address client needs. • Be proactive in strengthening existing relationships and creating new ones, build solid engagements with clients, develop comprehensive solutions to maximize retention, up-selling and cross-selling. • Maintain and exceed revenue and upselling targets from our direct business. • Maintaining all information of customers’ activity within CRM platform. • Build business success stories and case studies. • Review and propose process improvement that drive client business and market penetration.

Sales Development Representative Buenos Aires, Argentina Growth (Sales, Customer Success, Marketing, and Partnerships) Hybrid Full-time Role Summary: As a Sales Development Representative (SDR), you’ll be on the frontlines of our expansion across Latin America—helping businesses of all sizes solve key financial and operational challenges through Payoneer’s portfolio of global payment and financial services. You’ll identify and engage high-potential prospects, collaborate with Account Executives and Marketing to grow pipeline, and play a key role in expanding our reach across the region. What You’ll Do Pipeline Creation & Market Engagement - Research and identify ideal customer profiles (ICPs) by industry, geography, and financial needs. - Launch and optimize multi-channel outbound campaigns (calls, LinkedIn, email, video) based on intent signals, regional insights, and buyer personas. - Tailor messaging for different use cases—cross-border payments, Workforce Management, FX management, capital solutions, cards, and beyond. Qualify & Educate Prospects - Conduct discovery calls to explore business models, payment challenges, cash flow needs, and growth goals. - Position Payoneer’s value proposition based on regional context and competitor landscape. - Surface opportunities, handle objections, and book qualified meetings for Business Development Managers -BDs- and/or Partnership Managers. Cross-Functional Collaboration - Work closely with Marketing to align campaigns with local trends and lead sources. - Partner with Sales, Customer Success and Marketing to ensure seamless lead handoff, messaging consistency and nurturing. - Share prospect feedback with Product, Legal, and Operations to inform roadmap and go-to-market priorities. What Predicts Success in This Role - You’re insight-driven: You don’t just pitch—you uncover real needs and connect the dots. - You’re resilient: Rejection doesn’t slow you down; it motivates you to improve. - You’re strategic: You tailor outreach by buyer role, region, and product interest. - You’re curious and coachable: You seek to master our solutions and customer use cases. - You’re collaborative: You thrive in a team-focused, fast-moving environment. Success Metrics - Weekly/monthly qualified pipeline generated - Conversion rate from outbound efforts to qualified meetings - Ramp time to full productivity (quota attainment) - Call/email effectiveness (reply, connect, and booking rates) - Account insights shared with Sales and Marketing Who you are - 2–4 years in an SDR/BDR role (preferably in fintech, SaaS, or B2B financial services). - Track record of exceeding KPIs for outbound pipeline generation and qualified meetings booked. - Experience working with SMBs, exporters, digital platforms, or financial decision-makers. - Proficiency with outbound tools (Salesloft/Outreach, LinkedIn Navigator, Aircall, Salesforce). - Native or fluent Portuguese or Spanish. Strong English required for internal communication.