Sr New Business Developer, Tier 1 Retail

We are looking for a Senior New Business Developer to drive net-new business by establishing relationships and creating selling opportunities within Tier 1 national and global retailers. This role focuses on building trust with new prospects and generating high-value opportunities that expand ACI Worldwide’s in-store and on-channel solutions footprints.

About the role

As the Senior New Business Developer, you will own quota attainment for net-new logos within your territory and report to the SVP of North American Sales. You must deeply understand customer needs, partner with cross-functional ACI resources, and position ACI’s value proposition effectively to close deals. Expertise in selling complex payment solutions is essential.

Responsibilities

• Drive net-new logo acquisition in assigned territory and achieve individual sales quota.
• Own prospect relationships, identifying and engaging key stakeholders and decision-makers at national and global retailers.
• Act as the primary orchestrator of the sales process, coordinating internal resources to deliver compelling customer conversations.
• Maintain expert-level knowledge of customer needs in POS, payment orchestration, and fraud solutions, aligning ACI’s offerings to address the business challenges of enterprise retailers.
• Identify and develop opportunities to further establish ACI’s omni-channel footprint covering both in-store and secure eCommerce solutions.
• Maintain and update master account plans, ensuring alignment with ACI’s strategy and bringing in technical specialists as needed.
• Conduct regular customer due diligence (news, financials, competitive landscape, organizational changes).
• Provide timely updates to leadership on key developments and next steps to advance opportunities.
• Develop short- and long-term selling strategies, mapping stakeholder structures to ACI’s agenda.
• Manage the end-to-end sales cycle, from proposal through contract and post-sales support, maintaining accurate CRM records and pipeline hygiene.
• Stay current on ACI products, enhancements, and industry trends, addressing competitive pressures with informed customer conversations.
• Ensure compliance with corporate policies and risk management requirements.

Requirements

• Bachelor’s degree or global equivalent.
• 10+ years of experience in enterprise sales, with a proven track record of selling complex payment solutions to Tier 1 retailers.
• Strong leadership and relationship-building skills.
• Excellent verbal and written communication skills.
• Deep understanding of payment industry trends, competitive offerings, and market drivers.
• Ability to manage complex sales cycles and orchestrate cross-functional teams.

Preferred Qualifications

• MBA preferred.
• Strong presentation and PowerPoint skills.
• Experience in product management or technical solution selling a plus.

Work Environment

• Standard telecommuting home office environment.
• Majority of time spent on PC.
• Travel required, including potential international.

Core Capabilities

We seek colleagues who embody our core capabilities — these shape our culture and enable us to make a meaningful impact together:

• Ensure Accountability: holding self and others accountable to meet commitments.
• Drives Results: consistently achieving results, even under tough circumstances.
• Customer Focus: building strong customer relationships and delivering customer-centric solutions.
• Cultivate Innovation: creating new and better ways for the organization to be successful.
• Collaborates: building partnerships and working collaboratively with others.
• Courage: stepping up to address difficult issues, saying what needs to be said.

Benefits

In return for your expertise, we offer opportunities for growth, career development, and a competitive compensation package including no-cap commission and benefits—all within an innovative and collaborative work environment.

Applicants must be currently authorized to work in the United States on a full-time basis.