Business Development Manager, Mid Market

About the role

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.

Responsibilities

• 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.
• 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.

Requirements

• 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.

Benefits

• RSUs in a rapidly growing and publicly listed company.
• Annual self-development budget.
• Comprehensive medical, dental, and vision insurance – including HSA and FSA options.
• Company-paid Life Insurance, Short & Long-Term Disability, and EAP program.
• Flexible working model – a mix of remote and in-office work.
• Relocation expenses covered.
• Generous PTO, sick days, holidays, compassionate leave, and paid “Me” days.
• Paid 6-week sabbatical leave after four years.
• 401k with up to a 4% employer match.

Schedule

Approximately 20% travel to New York.