Senior Manager, Solution Sales, Risk-as-a-Service

The Company PayPal has been revolutionizing commerce globally for more than 25 years. Creating innovative experiences that make moving money, selling, and shopping simple, personalized, and secure, PayPal empowers consumers and businesses in approximately 200 markets to join and thrive in the global economy.  We operate a global, two-sided network at scale that connects hundreds of millions of merchants and consumers. We help merchants and consumers connect, transact, and complete payments, whether they are online or in person. PayPal is more than a connection to third-party payment networks. We provide proprietary payment solutions accepted by merchants that enable the completion of payments on our platform on behalf of our customers. We offer our customers the flexibility to use their accounts to purchase and receive payments for goods and services, as well as the ability to transfer and withdraw funds. We enable consumers to exchange funds more safely with merchants using a variety of funding sources, which may include a bank account, a PayPal or Venmo account balance, PayPal and Venmo branded credit products, a credit card, a debit card, certain cryptocurrencies, or other stored value products such as gift cards, and eligible credit card rewards.  Our PayPal, Venmo, and Xoom products also make it safer and simpler for friends and family to transfer funds to each other. We offer merchants an end-to-end payments solution that provides authorization and settlement capabilities, as well as instant access to funds and payouts. We also help merchants connect with their customers, process exchanges and returns, and manage risk. We enable consumers to engage in cross-border shopping and merchants to extend their global reach while reducing the complexity and friction involved in enabling cross-border trade.  Our beliefs are the foundation for how we conduct business every day.  We live each day guided by our core values of Inclusion, Innovation, Collaboration, and Wellness. Together, our values ensure that we work together as one global team with our customers at the center of everything we do – and they push us to ensure we take care of ourselves, each other, and our communities. Job Summary: The Sr. Manager, Solution Sales, Risk-as-a-Service is part of the North America sales team, partnering with Account Management to grow adoption & transaction margin for PayPal's RaaS solutions across new and existing accounts. These solutions apply AI-driven risk models, built on transaction data from across PayPal's global network, to help merchants protect revenue while preserving approval rates. Fraud Protection Advanced puts fraud decisioning directly in the merchant's hands with expert support, Chargeback Protection has PayPal assume that risk on eligible transactions, and Dispute Automation centralizes how merchants manage and contest disputes across payment providers. This is a consultative sales role. The Specialist lead with discovery, diagnosing each merchant's specific needs before designing the right solution & positioning differentiated value against competitors, from opportunity through activation. Success is measured by profitable volume within assigned verticals. Job Description: Essential Responsibilities: Lead complex projects of diverse scope requiring an understanding of current business trends. Participate in complex problem resolution and determine methods for new assignments. Implement initiatives that result in global process improvements. Collaborate with cross-functional teams to drive product sales strategies. Provide expertise in product knowledge and market insights to enhance sales efforts. Minimum Qualifications: 8+ years relevant experience and a Bachelor’s degree OR Any equivalent combination of education and experience. Additional Responsibilities & Preferred Qualifications : Additional Required Qualifications   Extensive experience with transactional risk and fraud tools across the transaction lifecycle, and the ability to deploy the right combination of solutions to optimize for a merchant's unique needs; experience with Fraud Protection Advanced (FPA), Chargeback Protection (CBP), and Dispute Automation (DA) specifically is a bonus.  A consistent track record of exceeding quota targets.  A strong analytical mind, with the ability to build ROI-based business cases and evidence-based sales narratives.  Strong negotiation skills, with the ability to collaborate across teams to structure win-win commercial outcomes.  Strong communication and interpersonal skills, with the ability to influence and engage stakeholders informally.  Skilled storyteller, with the ability to communicate a compelling, value-based narrative to executive audiences.  Expert in PowerPoint, Excel, and the Microsoft suite.  Preferred Qualifications   Ability to position FPA, CBP, and DA against competitive and in-house alternatives, and translate risk and dispute economics, including chargeback ratios and dispute volume, into a quantified, merchant-specific business case.  5+ years of experience solution selling to senior executives at Fortune 1000 companies, including experience engaging C-level decision makers across Product, Sales, and Finance.  Experience selling or knowledge of omni-channel and in-store payments solutions.  Expertise in getting the most out of AI, using AI tools to accelerate discovery, research, solutioning, and pipeline analysis, not just familiarity with them.  Familiarity with Salesforce CRM.  Financial analysis experience.  MBA or other advanced degree in Finance, Business, or a related field.  Additional Responsibilities   Partner with Account Managers to identify, shape, and advance product-specific opportunities for new and existing accounts.  Lead deeper discovery, solution design, competitive positioning, and pricing construction on qualified opportunities.  Lead complex, multi-stakeholder opportunities that require sound judgment and an understanding of current market and business trends.  Carry the target for the opportunities you develop or advance.  Leverage internal and external data to identify growth opportunities and build pipeline.  Own and evolve the specialist team's playbook and selling process.  Collect feedback and recommendations from Account Managers and customers, and channel them back to Product and GTM teams to help shape future product roadmaps.  Designs and positions the right combination of PayPal capabilities, not a single product in isolation, and translates that combination into a client-specific business case and quantified value against competitive alternatives.  Uses sales pipeline, back-book portfolio data, and product and merchant performance data to prioritize opportunities, build the commercial case, and support pricing decisions, treating data as the basis for prioritization, not a supporting exhibit.  Builds credibility with and mobilizes Account Management, Solution Engineering, Integration Engineers, Finance, Legal, and Product without formal authority over those teams.  Acts as a resource and force multiplier for other sellers, sharing knowledge of RaaS systems and operations, and ushering merchants from lead to live with a focus on discovery and solutioning. Subsidiary: PayPal Travel Percent: 0 - The pay for this role will depend on where you work and the relevant experience and expertise you bring. The expected range of pay, including base pay and total target cash (base pay plus sales incentive compensation), for this role by location is: Primary Location | Pay Range: New York City, New York: Base Pay: ($152,400.00 - $226,380.00 Annually) Total Target Cash: ($254,000.00 - $377,300.00 Annually) Additional Location(s) | Pay Range: Chicago, Illinois: Base Pay: ($138,600.00 - $205,920.00 Annually) Total Target Cash: ($231,000.00 - $343,200.00 Annually) Austin, Texas: Base Pay: ($138,600.00 - $205,920.00 Annually) Total Targe