Director, Merchant Services North America

Company Overview

Paystone is a leading payments company focused on delivering innovative and scalable solutions to merchants across North America. With an established and mature ISO channel in Canada, we are expanding our footprint into the United States. As part of this growth, we are seeking a dynamic and results-driven Director to lead our growing  Canadian ISO channel and the development and expansion of our US-based ISO channel. 

Role Summary

The Director, Merchant Services North America will play a pivotal role in driving Paystone’s strategic expansion into the US market, with a primary focus on identifying, recruiting, and onboarding Independent Sales Organizations (ISOs) in the US. You will be responsible for ensuring the success of Paystone's payment solutions in this key market, collaborating with ISOs to create growth programs, and providing operational support to drive scalable revenue targets.

In addition to your focus on US expansion, you will also provide leadership and oversight to Paystone's Canadian external sales channel. This includes managing a team consisting of a Sales Manager and a network of outstanding ISOs. You will work to ensure alignment with overall company objectives, providing guidance and support to foster continued success and growth within the Canadian market.

As a key member of the leadership team, you will work closely with cross-functional teams to align efforts, support strategic initiatives, and exceed performance goals across both markets.
 

Role Responsibilities

• Leadership of the Canadian Business:
  • Lead the Canadian business unit, fostering a high-performance team culture while driving the achievement of organizational targets and KPIs.
  • Manage a direct report and collaborate effectively with third-party Independent Sales Organizations (ISOs) to enhance market reach, optimize sales performance, and ensure alignment with strategic goals.
  • Develop and execute a strategic plan to expand market share, strengthen client relationships, and ensure consistent growth in the Canadian market.
• Lead US Expansion Efforts:
  • Identify and recruit new US-based ISOs to expand Paystone’s presence in the market.
  • Cultivate and maintain strong, long-term relationships with new and existing ISO partners, aligning business objectives to ensure mutual success and growth.
  • Develop a deep understanding of the needs and challenges of ISOs in the US payments landscape to tailor solutions that drive partner success.
• Program and Initiative Development:
  • Design and implement strategic programs, marketing initiatives, and sales enablement tools to accelerate revenue growth and scale the ISO channel.
  • Collaborate with ISOs to identify co-marketing, training, and sales opportunities that enhance partner performance and deepen engagement.
• Onboarding and Training:
  • Lead the onboarding process for existing and new ISO partners, ensuring they are fully trained and equipped to sell and support Paystone’s payment solutions.
  • Develop training materials, tools, and resources to enable ISOs to become self-sufficient and productive quickly.
• Quota Management:
  • Own and manage a revenue quota for your assigned Canadian and US ISO partners, developing detailed plans to exceed quota targets and achieve sustainable growth.
  • Track ISO performance, analyze results, and provide insights to optimize sales strategies and improve performance.
• Market and Competitive Intelligence:
  • Monitor market trends, competitor activity, and industry developments in the US payments space.
  • Share insights with internal teams to adjust strategies, adapt to changing market conditions, and optimize partner offerings.
• Cross-functional Collaboration:
  • Collaborate with internal teams (Sales, Marketing, Product, Support) to ensure alignment of efforts and resources in support of the ISO channel objectives.
  • Coordinate with teams to create customized solutions for key ISO partners and ensure smooth execution of strategic initiatives.
• Reporting and Analysis:
  • Track performance against targets, providing regular reports and analysis to leadership and key stakeholders.
  • Use data to assess performance, identify opportunities for improvement, and recommend adjustments to strategies and tactics.

Required Qualifications & Experience

• Bachelor’s degree in Business Administration, Finance, Sales, Marketing, or a related field (MBA is a plus).
• 5+ years of experience in the payments industry, fintech, or a related field, focusing on Independent Sales Organizations (ISOs), merchant services, or channel sales.
• Proven experience in ISO recruitment, relationship management, and channel development, particularly in the US market.
• Strong understanding of the US and Canada payments landscape, market trends, and competitor insights.
• Strong leadership experience, with a track record of managing teams and external partners to drive business growth.
• Experience managing sales quotas and revenue targets, with a history of exceeding expectations.
• Ability to work cross-functionally with Sales, Marketing, Product, and Support teams to drive strategic initiatives.
• Strong analytical and problem-solving skills, with the ability to leverage data to drive decision-making and optimize sales strategies.
• Excellent communication skills, both verbal and written, to effectively engage stakeholders at all levels.
• Willingness to travel as needed to build and maintain relationships with ISOs across North America.

Perks & Benefits

• Compensation tied to market data
• We reward for contribution
• Everyone gets equity
• Flexible Time-off
• We’re committed to career development
• Work from home

Our Mission

By joining Paystone, you are joining a team that is future-focused and driven by our mission of creating Customer Driven Growth.

By helping our clients create better experiences for their customers, and in turn, motivating their happy customers to share their experiences with others, our platform creates the momentum for our clients to gain more happy customers. In other words, we win when our customers do.

Curious?
Good! We want all the curiosity we can muster. Innovation stems from observation and questioning, so be eager, be innovative, and be ready to raise the bar.

Come check us out!!
paystone.com
datacandy.com
get.nicejob.com

About Us
Paystone is a leading North American payment and software company redefining the way merchants engage their customers and grow their businesses. The company's seamlessly integrated suite of automated payment processing, customer loyalty, gift card solutions, and now reputation marketing, is used by brands such as Irving Oil, The Source, Global Pet Foods, Kernels Popcorn, and many of the MTY Food Group's restaurant brands. Paystone's solutions