Business Development Executive in San Diego, CA

About the role

This face-to-face role will build new business by driving new revenue, transactions, and sales growth with new accounts, agents, and customers in and around California. It is an integral part of the Western Union sales organization, focusing on discovering, signing, and activating high-revenue retail stores across the assigned territory.

The role requires regular travel within a defined territory (4-5 days per week) and residence within the assigned territory, preferably near the largest market.

Responsibilities

• Conduct in-person visits with potential accounts, traveling the assigned territory.
• Manage the end-to-end sales process, including lead generation, qualifying opportunities, selling the value proposition, signing contracts, training, merchandising, and supporting accounts through the first months of the relationship.
• Ensure a smooth transition of agents or accounts to the Account Development Sales Team.
• Scan the territory for high-potential retail stores, focusing on independently owned micro businesses such as grocery stores, check cashers, multi-service stores, and convenience stores.
• Support new accounts through onboarding, including document collection, agent training, and hardware/software installation.
• Build and maintain a high-quality agent locations pipeline driven by market insights and territory analysis.
• Generate and analyze reports to anticipate opportunities and risks during the ramp-up process.
• Sell the entire Western Union portfolio of brands and services, with a focus on Money Transfer.
• Secure structured deals and competitor takeaways to grow market presence.
• Manage existing network relationships with a focus on business and operational support to ensure continuity and growth.
• Drive new business growth by proactively prospecting, developing, and closing new customer opportunities, building strategic relationships, and executing account acquisition plans.

Requirements

• 70% travel expected within the assigned territory.
• Minimum 2-3 years of sales experience, preferably in the Money Transfer industry.
• Demonstrated ability to identify, pursue, and close new business opportunities through proactive prospecting, consultative selling, and disciplined pipeline management.
• Documented track record of meeting or exceeding sales quotas.
• High School Diploma or equivalent required.
• Bilingual in English and Spanish highly preferred; fluency in English is required.
• Bilingual and bicultural experience is highly desired.
• Valid Driver’s License and reliable vehicle required.
• Excellent communication skills with the ability to connect with internal and external stakeholders.
• Must be currently authorized to work in the United States on a full-time basis (Western Union will not sponsor work visas for this position).
• Must be based in California or willing to relocate to California within the assigned territory (relocation costs will not be assisted by Western Union).

Work Shift

This role is primarily remote due to its nature, but Western Union values in-person collaboration. The employee must align with their manager on expected in-person collaboration opportunities. There is no specific office location where the employee is expected to report.

Pay

The base salary range is $45,000 to $55,000 USD per year. Total on-target compensation combines base salary with a high-impact commission structure aligned with individual and company performance. Actual salaries will vary based on qualifications, skills, and competencies.

Benefits

• Medical, Dental, Vision, and Life Insurance.
• Tuition Assistance Program.
• Parental Leave.
• 401K Plan.
• Access to short-term incentives and best-in-class development platforms.