Account Manager, Large Enterprise

The Company

PayPal has been revolutionizing commerce globally for more than 25 years. Creating innovative experiences that make moving money, selling, and shopping simple, personalized, and secure, PayPal empowers consumers and businesses in approximately 200 markets to join and thrive in the global economy.

We operate a global, two-sided network at scale that connects hundreds of millions of merchants and consumers. We help merchants and consumers connect, transact, and complete payments, whether they are online or in person. PayPal is more than a connection to third-party payment networks. We provide proprietary payment solutions accepted by merchants that enable the completion of payments on our platform on behalf of our customers.

We offer our customers the flexibility to use their accounts to purchase and receive payments for goods and services, as well as the ability to transfer and withdraw funds. We enable consumers to exchange funds more safely with merchants using a variety of funding sources, which may include a bank account, a PayPal or Venmo account balance, PayPal and Venmo branded credit products, a credit card, a debit card, certain cryptocurrencies, or other stored value products such as gift cards, and eligible credit card rewards. Our PayPal, Venmo, and Xoom products also make it safer and simpler for friends and family to transfer funds to each other. We offer merchants an end-to-end payments solution that provides authorization and settlement capabilities, as well as instant access to funds and payouts. We also help merchants connect with their customers, process exchanges and returns, and manage risk. We enable consumers to engage in cross-border shopping and merchants to extend their global reach while reducing the complexity and friction involved in enabling cross-border trade.

Our beliefs are the foundation for how we conduct business every day. We live each day guided by our core values of Inclusion, Innovation, Collaboration, and Wellness. Together, our values ensure that we work together as one global team with our customers at the center of everything we do – and they push us to ensure we take care of ourselves, each other, and our communities.

Job Summary:

The Large Enterprise Merchant Acquisition (Travel) role drives new business growth by identifying, engaging, and closing large enterprise travel merchants — OTAs, airlines, hotel groups, travel marketplaces, and travel-tech platforms — to adopt PayPal's payments platform. This is a hunter-focused sales role responsible for building pipeline from scratch, running complex enterprise sales cycles specific to the travel vertical, and structuring commercial agreements that win net-new logos.

Job Description:

Essential Responsibilities:

Identify and recommend best practices for business improvement.

Lead functional projects and programs.

Analyze business trends to inform decision-making.

Collaborate with internal teams to drive improvements.

Monitor and report on account health and performance.

Minimum Qualifications:

5+ years relevant experience and a Bachelor’s degree OR Any equivalent combination of education and experience.

Additional Responsibilities & Preferred Qualifications :

Responsibilities:

• •Prospect and build a qualified pipeline of large enterprise travel merchants (OTAs, airlines, hotel/accommodation groups, cruise lines, travel marketplaces, Destination Management Companies) meeting large enterprise volume and revenue thresholds for the assigned market.
• •Own the full sales cycle end-to-end: discovery, solution design, commercial negotiation, contracting, and handoff to onboarding/implementation teams.
• •Develop deep fluency in travel-specific payment challenges — high-value/deferred-settlement transactions, multi-currency and cross-border acceptance, chargeback and fraud exposure unique to travel, split payments, agency vs. merchant-of-record models, and marketplace payout flows.
• •Position PayPal's product suite (Checkout, Braintree, PayPal Complete Payments, Pay Later, currency conversion, and payout solutions) against competitors serving the travel space.
• •Build and manage relationships with C-level and VP-level stakeholders (Finance, Payments, eCommerce, Treasury) at target travel accounts.
• •Partner with Solutions Engineering, Legal, Risk, Pricing, and Onboarding teams to structure deals that account for travel-specific risk (bookings vs. fulfillment lag, cancellations/refunds volume, seasonality).
• •Maintain accurate, current pipeline data in Salesforce, including deal stage, next steps, and forecasted close dates.
• •Deliver against new business volume and revenue acquisition targets on a quarterly/annual basis.
• •Represent PayPal at travel industry events and conferences (e.g., ATM, WTM, ITB) to build market presence and generate leads.
• •Track competitive and regulatory trends affecting travel payments (cross-border rules, airline settlement systems, package travel regulations) to refine targeting and positioning.

Qualifications:

• •Relevant experience in the Southeast Asia, India, Middle East and Africa and beyond in account management, client success, or sales, ideally within travel, payments, technology, or financial services industries, with a focus on driving merchant acquisition.
• •Strong knowledge of the Southeast Asia, India, Middle East and Africa travel industry, including competitive landscape, market trends, and merchant needs, to shape and refine strategic account initiatives.
• •Proven success record acquiring new business, managing and growing accounts, delivering strategic account plans, and achieving sales quotas upsell.
• •Expertise in building and maintaining strategic relationships including with senior executives, acting as a trusted advisor to align merchant goals with organizational solutions.
• •Demonstrated ability to collaborate across cross-functional teams, including product, engineering, and operations, to deliver seamless and innovative customer experiences.
• •Exceptional communication and negotiation skills, with a track record of influencing stakeholders and securing mutually beneficial outcomes in complex deal structures.
• •Analytical and strategic thinker with a proven ability to identify growth opportunities, address complex challenges, and deliver measurable business results.
• •Proficient in using CRM tools (e.g., Salesforce) to manage pipelines, forecast revenue, and report on sales activities with accuracy.
• •Collaborative and adaptable, thriving in a fast-paced, dynamic environment while managing multiple priorities and delivering exceptional outcomes.
• •Ideally 10+ years of relevant enterprise or strategic B2B sales experience, with direct exposure to travel, e-commerce, or fintech/payments preferred.
• •Proven track record of sourcing and closing net-new, complex, multi-stakeholder deals with large travel merchants or marketplaces.
• •Familiarity with travel-specific payment mechanics (deferred settlement, chargebacks, multi-party payouts, cross-border FX) is a strong plus.
• •Strong commercial acumen — comfortable negotiating pricing, contract terms, and integration scope with senior finance and legal stakeholders.
• •Experience selling technical or platform products, with ability to work closely with solutions engineers on integration feasibility.
• •Excellent pipeline management discipline and CRM hygiene (Salesforce).
• •Strong executive presence and consultative selling skills.
• •Bachelor's degree or equivalent experience; MBA a plus.

Subsidiary:

PayPal

Travel Percent:

0

PayPal does not charge candidates any fees for courses, applications, resume reviews, interviews, background checks, or onboarding. When making an application directly, we will never ask you to share passwords, one-time passcodes (OTP), or verification codes. Any such request is a red flag and likely part of a scam. All communication regarding your application will come from official PayPal email domains.