VP of Business Development

ABOUT THE ROLE

REPAY Clearing & Settlement is building a complete end-to-end payment processing stack - combining Visa/VPC's industry-agnostic front end (CyberSource gateway, POS, virtual terminal, authorization center), automated operational infrastructure, and RCS's backend clearing & settlement with four sponsor bank relationships. We're hiring a VP of Sales to build the book of business for our Shared BIN Program from the ground up, targeting ISVs and retail ISOs who need a full financial service provider solution.

This is a builder role. You'll be the first dedicated sales hire for this program, responsible for identifying, qualifying, and closing new partners who need BIN sponsorship, payment gateway access, and end-to-end processing infrastructure. You'll have full solutions engineering support, executive sponsorship, and a differentiated product - what we need is someone who knows the space, has the relationships, and can open doors.

WHAT YOU'LL DO

New Business Acquisition (90%)

• Identify and pursue ISVs, retail ISOs, and payment facilitators who need BIN sponsorship and full-stack payment processing
• Develop and execute a territory plan targeting the fragmented ISO/ISV market displaced by industry consolidation
• Leverage existing industry relationships to build a qualified pipeline from day one
• Lead the full sales cycle from prospecting through contract execution - discovery, solution design, pricing, negotiation, close
• Partner with Solutions Engineering to articulate integration points across the VPC gateway, processing backend, and sponsor bank infrastructure
• Represent REPAY at 5-6 industry conferences annually (ETA, SEAA, payments/fintech events) to generate leads and build market presence
• Collaborate with Visa/VPC on joint go-to-market opportunities and co-selling motions
• Work with channel partners to develop referral pipelines into the ISV market

Account Growth (10%)

• Identify upsell and cross-sell opportunities within the Shared BIN portfolio (additional BINs, VPC capabilities, volume tier optimization)
• Monitor client health and transaction growth to proactively position expanded services
• Serve as executive sponsor for strategic Shared BIN relationships

WHAT YOU BRING

Required

• 8+ years in payments sales, business development, or partnership roles - with direct experience selling to ISOs, ISVs, or payment facilitators
• Deep understanding of the payments ecosystem: BIN sponsorship, acquiring, processing, settlement, card brand compliance, and the ISO/ISV value chain
• Existing network of relationships in the ISO, ISV, and/or PayFac space - able to generate pipeline from your rolodex on day one
• Demonstrated track record of building a book of business from scratch (not inheriting an existing portfolio)
• Understanding of where integration points exist in a full-service payment solution (gateway, authorization, boarding, clearing, settlement, funding) - enough to lead technical discovery conversations with ISV engineering teams
• Experience navigating complex deal structures with multiple stakeholders (ISV, sponsor bank, processor, card brands)
• Self-starter mentality - comfortable operating with autonomy in a remote environment while building something new

Preferred

• Experience with Payment Facilitation as a Service (PFaaS), payment facilitation models, or BIN sponsorship programs
• Familiarity with CyberSource / Visa payment products
• Understanding of merchant underwriting, risk management, and compliance requirements in a BIN sponsor context
• Prior experience at a processor, acquirer, or payment infrastructure company (not just a reseller)
• Track record selling into software companies (ISVs) seeking embedded or integrated payments

WHAT YOU'LL GET

• Ground-floor opportunity to build a business line within an established, profitable processing company
• A differentiated product: end-to-end stack (Visa Platform Connect + 4 sponsor banks + clearing & settlement) that competitors cannot easily replicate
• Full Solutions Engineering support - you sell, they build the technical narrative
• Executive visibility - reporting directly to the President of RCS
• Multiple go-to-market channels already in motion (Visa shared GTM, channel partnerships, direct)
• Remote flexibility with meaningful in-person engagement at industry events and client sites