Director, Enterprise Sales

Position: Director, Enterprise Sales - Payments

Overview

👋 Hi, I'm Nicole, Dwolla's Chief Revenue Officer, and I'm looking for a seasoned enterprise sales hunter to join our fast-growing fintech startup. In this senior-level individual contributor role, you’ll lead the charge on securing net-new enterprise clients by selling our API-first payments and open banking solutions directly to C-level decision-makers.

The Real Deal About This Role

You’ll be at the forefront of Dwolla’s growth and a key driver in hitting 7-figure revenue targets and opening up new markets. This is a true hunter role for someone who thrives on building pipelines, navigating complex sales cycles, and landing big wins.

A Day in the Life

At Dwolla, you own your time and your outcomes, no micromanagement here. We expect your time to break down roughly like this:

50% – Direct sales, active prospecting, and channel partner engagement

20% – Pipeline management, forecasting, and reporting

20% – Collaborating with Marketing, Product, and CX teams

10% – Market research, industry trendspotting, and sharpening your edge

You’ll Thrive Here If You’re…

🤝 A relationship builder:
You earn trust and are known for your follow through. You work well across departments and know how to bring people along for the ride.

📊 Detail-obsessed and data-driven:
Salesforce isn’t just a checkbox tool to you, it’s how you guide strategy and spot your next big deal.

🔥 An autonomous hunter:
You love the chase. You’re self-motivated, quota-driven, and energized by complex deals with 7-figure potential.

✨ Adaptable and tech-forward:
You roll with change, think creatively, and love using modern tools (including AI) to do more with less.

What You’ll Be Doing

• Identify, target, and manage high-potential enterprise prospects across industries
• Own the full-cycle, net-new logo acquisition for mid-market & enterprise (companies with $50M+ in Estimated Annual Revenue)
• Strategically partner with channel teams to expand reach and accelerate deal velocity
• Deliver compelling ROI narratives for our payments platform and APIs
• Collaborate closely with Product and Engineering to surface insights from the field
• Keep leadership in the loop with pipeline transparency and clear forecasting

What We’re Looking For

• Required:
  
  5+ years of outbound enterprise sales experience
• Proven success selling B2B SaaS or API-first payments solutions
• Consistent performance hitting or exceeding 7-figure quotas
• Strong understanding of payments flows (ACH, Same-Day ACH, RTP, Fed Now, Visa Direct, Mastercard Move, Open-Banking APIs) and fintech landscape

Bonus Points For

• A degree in Business or related field
• Power-user experience with Salesforce and sales analytics tools
• You’ve helped shape sales playbooks or contributed to GTM strategies
• You thrive in fast-paced environments where change is constant

Salary: $140,000 - $160,000 a year

Salary Transparency & Travel Expectations

Dwolla anticipates the base salary range for this position is between $140,000 - $160,000 and will include an unlimited incentive compensation package and stock options. Compensation decisions depend on factors such as relevant work experience, education, licensure/certifications, geographic location, etc., and the salary awarded will be finalized at the time of offer. Dwolla offers a comprehensive benefits package.

Some travel (up to 50%) may be required for prospect meetings, key events, and industry conferences.

Please note:

We’re a remote-first team, but we can only hire candidates who live and work in the United States.

What You’ll Get at Dwolla

At Dwolla, we move money, lots of it, through simple, elegant API solutions. We’re a team of smart, driven people building the future of embedded finance.

As a remote-first team, we support your autonomy while providing tools, flexibility, and a culture rooted in ownership and inclusion.

Perks

Unlimited Paid Time Off, 12 weeks paid parental leave, medical/dental/vision insurance, stock options, 401k with 4% company match, long-term disability, life insurance, Summer Fridays, remote-first stipend, and more.

Our Remote-First Workspace

Employees can work from anywhere in the US or from our Des Moines office. You can move anywhere in the US and your compensation won’t…