Business Development Director (Paris)

Mangopay is a wallet-based payment infrastructure built specifically for organisations with complex, multi-party fund flows. A pioneer in multi-party payments.

Our solution optimises fund flows on behalf of the organisations we work with using wallets as programmable, composable building blocks.

Mangopay’s regulated platform collects payments, secures transactions and holds funds, splits money between the various parties in the funds flow, and ultimately manages the payout to service providers, sellers, and consumers.

Platforms and fintechs using Mangopay regain control and transparency over multi-party payment flows , generate additional revenue, and improve operational efficiency. They can stay compliant while innovating and scaling.

Job Description

Reporting to the VP Sales, you will be responsible for driving the commercial growth of our strategic client portfolio while leading a high-performing sales organization.

As Business Development Director, you will define and execute the regional sales strategy, and personally engage in the acquisition of strategic enterprise accounts. You will play a critical role in accelerating revenue growth, optimizing sales execution, and contributing to Mangopay's ambition to become the leading payment infrastructure for marketplaces and platforms across Europe.

Working cross-functionally with Marketing, Product, Customer Success, Partnerships and Operations, you will help shape our go-to-market strategy and ensure exceptional customer outcomes throughout the sales journey.

Responsibilities

Revenue Growth & Commercial Leadership

• Own and deliver regional revenue targets through a combination of direct enterprise sales and team performance.

• Develop and execute the regional sales strategy aligned with company growth objectives.

• Lead the full sales cycle for strategic enterprise opportunities, from prospecting through contract signature and go-live.

• Build, maintain and accurately forecast a robust pipeline of qualified opportunities.

• Identify new market opportunities, verticals and strategic accounts to accelerate growth.

• Engage C-level executives and senior stakeholders to understand complex business challenges and position Mangopay as a strategic payments partner.

• Drive predictable pipeline generation in collaboration with Marketing and Business Development.

• Establish clear performance objectives, KPIs and development plans.

• Conduct regular pipeline reviews, deal coaching and forecast sessions.

• Foster a culture of accountability, collaboration and continuous improvement.

Sales Excellence & Operational Execution

• Ensure consistent execution of the sales methodology across the team.

• Maintain forecast accuracy and provide regular business updates to the VP Sales.

• Drive CRM excellence and ensure Salesforce reflects accurate pipeline and opportunity management.

• Analyze sales performance, conversion metrics and operational KPIs to identify improvement opportunities.

• Partner with Customer Success to ensure smooth customer onboarding and long-term account growth.

Cross-functional Collaboration

• Collaborate closely with Product, Marketing, Partnerships and Operations to refine go-to-market initiatives.

• Provide market feedback to influence product roadmap and commercial positioning.

• Support strategic initiatives including pricing, packaging and competitive positioning.

• Act as a senior commercial ambassador for Mangopay at industry events and customer engagements.

Market Intelligence

• Monitor industry trends, competitive landscape, emerging payment technologies and regulatory developments.

• Identify new strategic segments and expansion opportunities across European markets.

• Share market insights to inform commercial strategy and product innovation.

Qualifications

Must Have

• 8+ years of experience in B2B SaaS, Fintech or Payments sales, including significant experience selling enterprise solutions.

• Proven track record of consistently exceeding annual revenue quotas.

• Minimum 3–5 years of experience leading high-performing sales teams.

• Strong experience managing complex enterprise sales cycles (6–12 months+) involving multiple stakeholders.

• Demonstrated success selling consultative or solution-based offerings to C-level executives.

• Experience developing regional sales strategies and delivering predictable revenue growth.

• Strong commercial acumen with expertise in forecasting, pipeline management and sales operations.

• Experience using Salesforce (or equivalent CRM) and sales performance metrics.

• Excellent leadership, coaching and stakeholder management skills.

• Outstanding communication and presentation skills in English.

• Ability to thrive in a fast-paced, high-growth technology environment.

Nice to Have

• Experience in Payments, Fintech, Embedded Finance or Marketplace ecosystems.

• Existing network within ecommerce, marketplaces or platform businesses.

• Additional European language(s).

• Experience scaling commercial organizations in high-growth environments.

What We're Looking For

• Strategic thinker with a strong execution mindset.

• Inspirational leader who develops high-performing teams.

• Data-driven decision maker with excellent commercial judgment.

• Customer-obsessed and consultative in approach.

• Entrepreneurial, adaptable and comfortable operating in ambiguity.

• Collaborative leader who builds strong cross-functional relationships.

• Passionate about innovation in payments and financial technology.

Recruitment Process

• Introductory conversation with Talent Acquisition

• Interview with the VP Sales

• Leadership & Commercial Case Study and presentation

• Interview with Regional Head of Sales (if applicable)

• Interview with CCO

• Offer