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About the Role

The Business Development Director – New Issuer Partnerships leads the sales strategy for Paze across the nation’s top 30+ financial institutions. This role is accountable for winning new issuer partners—from identifying and prioritizing opportunities through consultative discovery, executive alignment, solution development, negotiation, and contract execution. The Director builds trusted relationships with senior leaders across product, digital, payments, marketing, technology, operations, and risk to establish the value of Paze, secure enterprise commitment, and achieve business growth objectives.

Responsibilities

Develop and execute the issuer sales strategy for targeted top 30+ financial institutions, including market segmentation, account prioritization, opportunity qualification, pipeline development, and sales objectives.
Build trusted relationships with senior executives and key decision-makers while developing a deep understanding of each institution’s strategy, organizational structure, technology environment, customer priorities, and decision-making process.
Lead consultative discovery and translate institutional needs into a differentiated Paze value proposition, tailored solution, and compelling business case.
Deliver high-impact executive presentations and conversations that build confidence in Paze, create urgency, and secure the sponsorship and cross-functional alignment required to advance opportunities.
Own complex enterprise sales cycles from initial engagement through due diligence, solution alignment, commercial negotiation, and contract execution.
Coordinate closely with the Issuer Channel Partnership team, which manages the reseller and technical platform partners essential to issuers’ Paze enablement.
Develop disciplined pursuit plans, pipeline forecasts, and executive updates that clearly communicate opportunity value, progress, competitive dynamics, risks, decision points, and required actions.
Orchestrate internal stakeholders across Product, Marketing, Technology, Operations, Finance, Legal, Risk, and senior leadership to develop strong proposals, resolve barriers, and maintain momentum throughout the sales process.
Capture and communicate market intelligence, prospect feedback, and competitive insights to strengthen Paze’s product strategy, positioning, and go-to-market priorities.
Establish a clear transition plan and coordinate the handoff of signed partners to the teams responsible for implementation and ongoing account management.
Represent Paze and EWS with credibility in executive meetings, industry forums, conferences, and other external engagements while supporting the company’s commitment to risk management and safeguarding the integrity and confidentiality of systems and data.

Requirements

Bachelor’s degree in business, finance, marketing, or a related field, or equivalent professional experience.
Typically 15+ years of experience in financial services, payments, enterprise sales, or business development.
Demonstrated success selling complex technology or payment solutions to large financial institutions, including top-tier banks and credit unions.
Proven ability to develop enterprise sales strategies, build qualified pipelines, navigate long and complex buying cycles, negotiate agreements, and close high-value partnerships.
Strong understanding of the issuer landscape, card and payment products, digital banking experiences, digital wallets and tokenization, and enterprise technology considerations.
Exceptional consultative and strategic selling skills, with the ability to connect institutional priorities to a differentiated value proposition and compelling business case.
Established success building relationships with senior executives and influencing decisions across complex stakeholder groups.
Strong commercial and negotiation capabilities, including experience navigating procurement, legal, technology, operational, and risk requirements.
Excellent executive communication skills, including the ability to lead high-impact meetings, deliver persuasive presentations, communicate clearly in writing, and listen for both stated and unstated needs.
Experience developing market strategies, account pursuit plans, competitive analyses, financial assessments, pipeline forecasts, and executive-level opportunity updates.
Demonstrated ability to mobilize and influence cross-functional teams throughout complex sales pursuits.
Self-directed, analytical, and commercially minded, with the ability to navigate ambiguity, maintain momentum, and deliver results in a high-growth environment.
Successful completion of a background and drug screening.
Candidates responding to this posting must independently possess the eligibility to work in the United States, for any employer, at the date of hire.
This position is ineligible for employment Visa sponsorship.

Skills

Financial services
Payments
Enterprise sales
Business development
Complex technology sales
Payment solutions sales
Enterprise sales strategy development
Pipeline building
Complex buying cycle navigation
Agreement negotiation
High-value partnership closing
Issuer landscape understanding
Card and payment products knowledge
Digital banking experiences knowledge
Digital wallets knowledge
Tokenization knowledge
Enterprise technology considerations knowledge
Consultative selling
Strategic selling
Executive relationship building
Decision influencing
Commercial capabilities
Negotiation capabilities
Procurement navigation
Legal navigation
Technology navigation
Operational navigation
Risk requirements navigation
Executive communication
High-impact meeting leadership
Persuasive presentation delivery
Clear written communication
Active listening
Market strategy development
Account pursuit plan development
Competitive analysis
Financial assessment
Pipeline forecasting
Executive-level opportunity updating
Cross-functional team mobilization
Cross-functional team influencing
Ambiguity navigation
Momentum maintenance
Results delivery

Location

Phoenix, AZ
Chicago, IL
Washington, DC
New York, NY
San Francisco, CA

Work Type

Hybrid

Experience Level

15+ years of experience in financial services, payments, enterprise sales, or business development
Typically 15+ years of experience

Education Level

Bachelor’s degree in business, finance, marketing, or a related field, or equivalent professional experience.

Salary/Compensations

$131,000 - $164,000 (Phoenix, AZ/ Chicago, IL / Washington, DC)
$158,000 - $197,000 (New York, NY/ San Francisco, CA)

Benefits

Sales Incentive Plan (with potential annual target of 100%)
Healthcare Coverage – Competitive medical (PPO/HDHP), dental, and vision plans
Company contributions to your Health Savings Account (HSA) or pre-tax savings through flexible spending accounts (FSA) for commuting, health & dependent care expenses.
401(k) Retirement Plan – Featuring a 100% Company Safe Harbor Match on your first 6% deferral immediately upon eligibility.
Paid Time Off – Flexible Time Off for Exempt (salaried) employees, as well as generous PTO for Non-Exempt (hourly) employees
11 paid company holidays
Paid volunteer day
12 weeks of Paid Parental Leave
Maven Family Planning – provides support through your Parenting journey including egg freezing, fertility, adoption, surrogacy, pregnancy, postpartum, early pediatrics, and returning to work.

About the Company

At Early Warning, we’ve powered and protected the U.S. financial system for over thirty years with cutting-edge solutions like Zelle®, Paze®, and so much more.
As a trusted name in payments, we partner with thousands of institutions to increase access to financial services and protect transactions for hundreds of millions of consumers and small businesses.
Early Warning follows a hybrid work model to allow for a more collaborative working environment.
The Paze’s Issuer, Network and Digital Partnerships team develops and manages relationships with issuers, payment networks, and big tech/agentic partners, with a remit spanning partner strategy, business development, and sales.
Positioned at the intersection of Paze and the broader payments ecosystem, the team activates these relationships to bring Paze’s value proposition to life, translating partner capabilities, priorities, and market developments into opportunities for the business.
The team sits within EWS Partnerships and works across the organization and alongside senior leadership to optimize Paze performance and drive adoption, transaction growth, and loyalty – while helping shape what Paze builds, how it scales, and where it invests next.

Equal Opportunity

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Early Warning Services, LLC (“Early Warning”) considers for employment, hires, retains and promotes qualified candidates on the basis of ability, potential, and valid qualifications without regard to race, religious creed, religion, color, sex, sexual orientation, genetic information, gender, gender identity, gender expression, age, national origin, ancestry, citizenship, protected veteran or disability status or any factor prohibited by law, and as such affirms in policy and practice to support and promote equal employment opportunity and affirmative action, in accordance with all applicable federal, state, and municipal laws.
The company also prohibits discrimination on other bases such as medical condition, marital status or any other factor that is irrelevant to the performance of our employees.