Multi Country Payroll US Sales Manager / Business Development Manager

About the Role

The MCP US Sales Manager / Business Development Manager (BDM) is a player-coach who combines hands-on deal execution with team leadership. You will lead, mentor, and drive the performance of the US sales team while personally owning and closing high-value mid-market and enterprise Multi-Country Payroll (MCP) opportunities. This role is responsible for both individual revenue contribution and the collective performance of your team — building a winning culture, coaching your BDMs to exceed their targets, and acting as the commercial spearhead for Vistra's growth in the US market.

Responsibilities

• Team Leadership & Management
  • Lead, coach, and develop the US BDM team to consistently achieve and exceed revenue targets
  • Set clear individual and team KPIs; conduct regular 1:1s, pipeline reviews, and performance coaching
  • Recruit, onboard, and retain top sales talent for the US MCP team
  • Foster a high-performance, accountable, and collaborative team culture
  • Act as an escalation point for complex deal strategy, pricing negotiations, and senior stakeholder engagement
  • Report team performance, pipeline health, and forecasts to Sales Leadership
• Personal Business Development (Individual Contribution)
  • Personally identify, qualify, and close mid-market and enterprise MCP opportunities
  • Own a personal Annual Contract Value (ACV) target alongside team quota responsibility
  • Conduct compelling discovery sessions and solution presentations for C-suite and senior stakeholders
  • Leverage digital channels, networking, partner ecosystems, events, and inbound leads to generate personal pipeline
  • Partner with Pre-Sales, Legal, and Commercial teams to develop tailored proposals
• Pipeline & CRM Management
  • Ensure team-wide CRM discipline with accurate, up-to-date opportunity records
  • Maintain strong pipeline coverage ratios across the team and individually
  • Forecast accurately at team and individual level; flag risks early with mitigation plans
  • Drive rigorous qualification discipline across the team
• Cross-Product & Portfolio Selling
  • Develop and close opportunities across the full iiPay / Vistra service portfolio (MCP and HR Advisory)
  • Coach the team on cross-sell triggers and portfolio selling techniques
• Market & Competitive Intelligence
  • Maintain thorough understanding of the global payroll, Employer of Record (EOR), and HR Advisory competitive landscape
  • Track regulatory, macroeconomic, and technology trends influencing buyer behaviour
  • Provide structured market feedback to Product, Marketing, and Commercial leadership
• Stakeholder & Collaboration
  • Work in close alignment with Sales Leadership to execute US revenue plans
  • Collaborate with Marketing on demand-generation campaigns and event strategies
  • Represent iiPay / Vistra at industry conferences, client forums, and networking events

Requirements

• Minimum 7 years' experience in the HRIS/HCM industry or global/multi-country payroll sector
• At least 2 years in a team leadership, sales management, or player-coach capacity
• Proven track record of selling complex B2B technology or managed services to enterprise clients
• Demonstrated success in new logo / hunter-style sales roles, consistently achieving or exceeding ACV targets
• Experience managing multi-stakeholder, long sales-cycle deals (6+ months) with senior executive buyers
• Track record of coaching and developing sales professionals to exceed their targets
• Familiarity with CRM platforms (e.g., Salesforce) and structured sales methodologies

Qualifications

• Degree-level education or equivalent professional qualification (highly desirable)

Skills

• Inspirational Leader — You lead by example, energising your team through your own performance and work ethic. Your team looks to you for direction, conviction, and ambition.
• Tenacious — You don't take "no" as final. You find another way in, another angle, another conversation. You persist where others give up.
• Driven — You set ambitious targets for yourself and your team, motivated by collective and individual success. You're energised by exceeding them.
• Coaching Mindset — You invest time in developing others, providing actionable feedback and celebrating wins. You take genuine pride in the growth of your team.
• Commercially Astute — You think in terms of value, ROI, and business impact. You construct compelling business cases that resonate with senior buyers.
• Resilient — You bounce back from setbacks quickly and help your team do the same. The highs are high, and the lows don't keep you down for long.
• Self-Starter — You see opportunity, build the plan, and execute — taking full ownership of outcomes without needing to be told what to do.
• Curious & Coachable — You're always learning, always adapting, and always looking for ways to sharpen your edge and share what you've learned.
• Collaborative — While you're a fierce individual competitor, you understand that winning as a team accelerates everyone's success.

Location & Schedule

This is a full-time, permanent position based in the Boston or Miami areas, offering regional coverage.