VP of Business Development

Location: Remote - US

Time Type: Full time

Job Description

ABOUT REPAY
REPAY (“Realtime Electronic Payments” / NASDAQ TICKER: RPAY) is an established and fast-growing publicly traded financial technology and payment processing company headquartered in Atlanta, Georgia, with offices across the country. REPAY enables its customers to accept payments anytime, anywhere, and through any channel while providing a secure, seamless, and enjoyable payment experience for the end consumers. REPAY offers a comprehensive suite of electronic payment and funding solutions, including debit and credit card processing, ACH processing, Instant Funding, and electronic bill payment systems with full IVR, text, and mobile capabilities. The scalability of its products allows merchants of all sizes to add an instant arsenal of intelligent payment technology solutions to their businesses without significant development costs or infrastructure investments.

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 

WHY JOIN REPAY.… BECAUSE CULTURE IS EVERYTHING

GROWTH & PEOPLE-CENTERED LEADERSHIP
As the industry-leading financial technology provider in the Consumer Finance and Business to Business spaces, we continue to set the standard for application development and delivery. In 2019, REPAY became a public company listed on the Nasdaq Stock Market (RPAY). For the past three consecutive years, we have placed on the ACG® Atlanta Georgia Fast 40, a list recognizing the top 40 fastest-growing middle-market companies in Georgia. REPAY’s leadership empowers each team member to make a difference and stretch to their fullest potential. Our dedication to frequent, transparent communication is shown with companywide meetings where our leaders share company vision and encourage employees to ask questions. 

FUN WORK ENVIRONMENT & GREAT TEAMS
We offer it all: business to casual dress, great snacks & beverages, and open-air collaborative team settings. REPAY has been certified as a Great Place to Work® company for 2017, 2018, 2019, 2020, 2021, and 2022. The REPAY team is fun, smart, collaborative, and truly enjoys working together. Making a difference in our local communities – we support several philanthropic initiatives every year to give back to our local communities. We are self-driven, motivated professionals who do not require micro-management to ensure we produce high quality and timely work.

INNOVATION & EDUCATION
We create highly sophisticated payment processing applications and are always pushing the boundaries of what is possible. We are constantly revolutionizing the industry by building on new ideas from clients and employees. We provide the resources necessary to ensure new innovations can develop quickly and with quality. We encourage continuing education, including professional conferences and events.

PUTTING OUR PEOPLE FIRST
We believe our people are the best, and we care immensely about their success. We offer a comprehensive benefits package which includes 100% coverage of employee healthcare premiums and several free benefits, including life insurance, disability insurance, and work-life balance resources. All benefits go into effect day one. Our employees’ futures are important to us, which is why we have a 401(k)-employer match and and an Employee Stock Purchase Plan. REPAY employees are eligible to participate in our Annual Bonus Program. This bonus award reflects excellent performance of individual contributions and goals achieved during the past year.

REPAY’s core values are Excellence, Passion, Innovation, Respect, and Integrity.

REPAY is an Equal Opportunity Employer and we promote a company culture where diversity, equity and inclusion are central. We are committed to build our teams and grow a company in which employees can succeed, regardless of race, color, national origin, sex, sexual orientation, gender identity or expression, transgender status, pregnancy, religion, age (40 and over), disability, service in the uniformed services, protected veteran status, genetic information, or any other classification protected by federal, state or local law. Celebrating our diverse backgrounds, views and beliefs allows us to embrace what makes us unique and continue to innovate and push the boundaries of what is possible.

We are interested in every qualified candidate who is eligible to work in the United States. This position is not eligible for hire in California. Additionally, we are not able to sponsor visas.