Director, Business Development, Sales

Job Details

Job Location:

Nationwide Remote - Remote, CA 92121

Salary Range: $ - $ Salary

CARET brings the latest in technology and automation to over 10,000 legal and accounting firms, empowering highly skilled professionals to refocus their expertise on what truly matters. We harness powerful, secure practice management, document automation, and payment processing to take firms, professionals, and their clients further.

We succeed together.

We embrace progress.

We care big.

We create space.

Location:

Remote
·

Reports to:

CFO
· Travel: occasional

We’re looking for aDirector, Paymentsto own and scale the go to market strategy, operating model, and revenue performance of CARET Pay, our integrated payments product embedded in the legal practice management (LPM) software our customers run their firms on. This is a highly cross functional role at the intersection of payments, sales, customer success, implementation, product, finance, and legal.

CARET Pay is one of our fastest growing revenue lines, and the next phase of growth depends on attaching and activating new customers as well as the installed base. Unlock that growth by working cross functionally to ensure customers adopt invoicing capabilities within our LPM solution and displace incumbent payment processors. This role owns the full attach, boarding, activation, expansion, and retention journey.

This is a hands on role: you should be as comfortable setting strategy as working directly with prospects and customers to board, activate, and grow specific accounts.

B2B experience is essential.

You have spent your career in B2B payments, SaaS, or fintech, primarily card not present, where success requires navigating enterprise customers, long sales cycles, cross functional stakeholders, and complex implementations.

Experience in the legal technology vertical is a significant plus — particularly familiarity with how law firms bill and get paid, and with trust and IOLTA account requirements. Commercial fluency with contracts, payment agreements, and regulatory considerations is also valuable.

• Own the payments operating model and P&L
  • Develop and own the strategy and operating cadence for our payments business, including weekly boarding and activation reviews, monthly cross functional business reviews, and quarterly executive updates.
  • Own end to end payments performance and the CARET Pay P&L: net revenue, processed volume, net spread, merchant activation, and merchant retention.
  • Establish clear accountability, documented SOPs, and rules of engagement across Sales, Payments, Implementation, Training, and Customer Success.
• Scale boarding and activation
  • Own merchant boarding end to end and carry a boarding rate target for both new logo and migration deals.
  • Reduce merchant application friction: fewer fields, CRM pre-fill, modern bank connection, and fast resolution of underwriting stipulations.
  • Qualify fit at the point of sale so attach reflects a customer’s genuine intention to process rather than an order form default, and ensure payments sellers engage prospects during the LPM sale.
  • Own account-level strategies for complex customers with Sales, CSMs, and Migration, identifying blockers, sequencing work, and coordinating internal stakeholders, and getting personally involved where hands on leadership is required.
  • Drive adoption of the invoicing and accounting workflows inside our practice management products.
  • Segment the installed base into a payments ICP and priority tiers, then build named account plays and concierge onboarding for the largest activation opportunities while protecting the top volume generating merchants.
  • Stand up structured post go live follow ups — 30 and 60 day first transaction checkpoints with alerts when a merchant is not processing.
• Win the processor switch
  • Build the switching toolkit with Marketing, including competitor comparisons and savings calculators, customer proof points, in app prompts, and outbound campaigns timed to product releases, and test switching incentives with Finance.
  • Diagnose why merchants revert to a competing processor and turn those reasons into a prioritized product backlog with…