Job Overview
PingPong is seeking a B2B Senior Sales Manager to own and grow a portfolio of strategic regional & global client relationships. In this role, you will sit at the intersection of client strategy and commercial growth — directly shaping the performance and direction of one of PingPong's newly created products.
Responsibilities
- Serve as the relationship owner for a portfolio of key global clients, acting as their primary advocate and ensuring consistent satisfaction, retention, and commercial growth.
- Work with Global Partners to identify revenue expansion opportunities and execute cross-sell strategies across the APAC region.
- Work closely with functional groups including (but not limited to) Product, Operations, Finance, Legal and Risk Management
- Manage the full contract lifecycle for renewals and incremental deals, including building pricing models, leading client negotiations, and finalizing agreements.
- Monitor and ensure deal ramp in accordance with booked deal values.
- Conduct regular customer reviews and revenue forecasting for assigned accounts, to ensure profitability is accurately tracked and reported.
- Ensure CRM documentation, and client programs remain fully aligned with PingPong's governance, risk, and compliance standards — including KYC and AML requirements.
- Prepare and present portfolio performance reports and strategic updates for senior leadership, translating client and market insights into actionable business recommendations.
Required Qualifications & Skills
- Familiarity with card scheme economics (interchange, rebate structures) and how these translate into partner/client commercial terms.
- Understand how to leverage commercial card credit lines to improve cash flow, and the impact this has on Days Payable Outstanding (DPO), working capital ratios, and broader treasury objectives.
- Ability to manage long, multi-stakeholder sales cycles (typically 6–12+ months), maintaining momentum through procurement, treasury, and IT sign-off stages.
- Experience navigating complex buying committees, identifying and influencing economic buyers (CFO/Treasurer), technical buyers (IT/Finance systems), and end users (AP/Procurement teams).
- Experience selling into mid-market or enterprise accounts, with a track record of managing a structured sales pipeline and forecasting accurately.
- Strong negotiation and commercial acumen, with experience leading end-to-end contract and pricing processes.
- 3-5 years of experience in business development within commercial cards, commercial payments, or a closely related financial services environment.
- Knowledge of the competitive commercial card landscape (e.g. Visa/Mastercard-issued programmes, fintech BPSPs) and ability to articulate differentiation.
- Bachelor's degree or equivalent professional experience in a relevant commercial environment.
- 10%-20% travel will be required.
Beneficial Skills & Qualifications
- Master's degree in a relevant business or financial discipline.
- Strong understanding of the BPSP/Card to account value proposition versus traditional B2B payment methods (ACH, wire, cheque), including rebate models, float benefits, and reconciliation efficiencies.
- Experience leading cross-functional projects spanning product, technology, onboarding, or service delivery teams.
- Understanding of integration requirements with client ERP and AP automation systems (e.g. SAP, Coupa, Oracle), and ability to work with internal product/technical teams to scope solutions.
