Business Development Manager, Mid Market

Job Description
Your Mission

You will own new business development for mid-market Payouts in North America, managing 30+ named accounts from initial conversation through to signature.

The majority of your pipeline will be self-generated. You will focus on high-impact sectors including content licensing, royalties, the creator economy, and gig-economy platforms—businesses that process significant cross-border payments and are currently underserved by traditional financial infrastructure. While you will receive inbound leads from our SMB channel, your success will be driven by your ability to hunt and secure new opportunities.

You will manage the full sales cycle:

Technical Discovery: Lead discovery on API-led deals, bringing in pre-sales resources when necessary while maintaining technical credibility throughout.

Consultative Selling: Build business cases alongside the customer by quantifying their current costs in FX, fees, and manual processing versus the value Wise provides.

Closure: Drive contracting and signature across complex, two-to-five-month cycles, coordinating with finance and product stakeholders.

What You'll Do

Own 30+ Named Accounts: Manage the end-to-end cycle: discovery, technical qualification, business case development, commercial negotiation, and contracting.

Drive Pipeline Generation: Proactively build your own pipeline. You will be responsible for defining and working your account list to create new opportunities.

Lead Technical Discovery: Execute discovery for API-led payouts deals, effectively utilizing pre-sales support while staying closely aligned with client needs.

Develop Value-Driven Business Cases: Quantify the impact of moving to Wise by contrasting current inefficiencies against our infrastructure solutions.

Ensure Compliance Alignment: Qualify prospects against compliance requirements from the first meeting to ensure operational feasibility.

Shape the Playbook: Contribute to the development of our pricing, messaging, pitch, and demo strategy based on real-world field insights.

Qualifications
5+ Years in B2B Sales: Proven experience in payments, fintech, or infrastructure, specifically selling to finance, treasury, or product teams.

Pipeline Builder: A track record of building and managing a pipeline from scratch; you can demonstrate how you source and cultivate opportunities.

Commercially and Technically Fluent: Comfortable navigating deal structures (tiers, minimums, terms) and articulating API integration value at a high level.

Consultative Mindset: You win on quantified value, not just features, navigating multi-stakeholder cycles effectively.

Resilience & Agility: You thrive in ambiguity and are eager to build processes from the ground up.