Head of Payroll EOR Sales

Job description

Location: UK / Ireland · Reports to: President and Chief Commercial Officer (CCO) About TransferMate TransferMate – a subsidiary of CluneTech – was established in 2010 when we began working with regulators around the world to secure licenses to operate as a global payment’s provider. With a global payments network covering 200+ countries and territories, TransferMate have established partnerships with some of the largest banks, fintechs and software providers in the world. The combination of our regulated network, award winning technology and strategic partnerships culminated in 2022 when the business achieved Unicorn status. Our team is dedicated to delivering the best possible experience for our partners and their customers. We know that a happy team is one that performs at the highest level and our #OneTeam ethos encourages mutual support, respect, recognition, and rewards. In Ireland, we have been recognised as a Great Place to Work for 11 consecutive years, with 35 offices worldwide, we do business across 100+ countries on a daily basis. The Role Global Payroll and Employer of Record (EOR) is already one of TransferMate's most significant revenue streams, and we are investing significantly to make it our fastest-growing business line. As Head of Global Payroll & EOR Payments Sales, you will own the revenue, the strategy and the commercial team for this vertical worldwide. You will be responsible for winning new customers and growing existing relationships across the full payroll payments lifecycle including salary payments, tax remittances and statutory payments, delivered through TransferMate's licensed global network. Reporting to the President and the Chief Commercial Officer, this is a high impact senior leadership role for a commercially driven leader who wants to build and scale a global business. You will shape the go-to-market strategy, identify and develop the highest-value opportunities, hire and develop a high-performing sales team, personally lead strategic deals and partnerships, and ultimately be accountable for the number. Key Responsibilities Revenue & Growth Own the global revenue target for the Payroll & EOR vertical, covering both net-new revenue and growth from existing customers. Drive acquisition of new customers across EOR platforms, global payroll providers, payroll aggregators, in-country payroll partners, PEOs and HCM software providers. Grow existing accounts through expanded corridors, currencies, payment types and volumes, maximising lifetime value and net revenue retention. Deliver accurate forecasting, pipeline management and performance reporting to the President, CCO and executive leadership team. Identify and prioritise the highest-value opportunities and ensure the organisation is focused on delivering against commercial objectives. Strategy Define and execute the global go-to-market strategy for salary, tax and statutory payments, including target segments, priority markets, pricing and routes to market. Identify new market segments, strategic partnerships and product opportunities that can accelerate growth. Bring market intelligence and customer insight to Product and executive leadership to influence investment and product priorities. Position TransferMate's regulated network, local payment rails, FX and reconciliation capability against competitors in the payroll payments space. Commercial Leadership Lead complex, high-value negotiations, including pricing, FX, service levels, funding models and commercial contract terms. Act as executive sponsor for strategic customers and partners, building trusted C-suite relationships with CFOs, Heads of Payroll, Treasury, Product, and other senior stakeholders. Work with Legal, Compliance and Treasury to structure deals that are commercially attractive and compliant. Team Building Build, lead and scale a high-performing team of Business Development Managers and Account Managers across key regions. Set clear targets, coaching standards and sales processes, creating a culture of accountability, performance and #OneTeam collaboration. Recruit, develop and retain top talent, building a scalable commercial capability for the vertical. Cross-Functional Collaboration Partner with Product, Technology, Onboarding, Operations, Treasury and Compliance to ensure a seamless customer experience from initial sale through implementation and ongoing delivery. Champion customer requirements internally, shaping the product roadmap for payroll use cases such as API integration, bulk payments, payment timing and statutory remittance coverage. Represent TransferMate at industry events, conferences and partner forums across the global payroll and HR tech ecosystem. Skills & Experience 10+ years' experience in payments, fintech, FX, treasury or enterprise sales, including at least 3–5 years leading and scaling sales teams. Deep knowledge of the global payroll and EOR ecosystem, including how payroll providers, EOR platforms and HCM software fund and distribute salary, tax and statutory payments. A proven track record of owning and exceeding significant revenue targets, both new business and account growth. Strong experience negotiating complex enterprise and partnership agreements across multiple jurisdictions. An established network across payroll, EOR, PEO and HR tech providers is highly desirable. Understanding of cross-border payment infrastructure, FX, local payment rails and the regulatory landscape for payments. Strategic thinker who can turn a vision into an actionable plan and execute with discipline. Excellent communication, presentation and stakeholder management skills, with credibility at C-suite level. Comfortable in a fast-paced, high-growth environment with a high degree of ambiguity. High levels of drive, resilience and accountability, with a strong focus on results. What We Offer Competitive base salary with an attractive incentive and commission structure. Excellent benefits. The opportunity to lead and shape one of TransferMate's highest-growth business lines, with direct access to the President and CCO. A collaborative culture with real influence over strategy and product direction. Flexible working model and ongoing professional development support. Recognised as a both a Great Place to Work and Deloitte Best Managed Company, we believe that recognition goes much deeper than just financial rewards. Therefore, in addition to a competitive salary, we also offer an exclusive benefits package that includes: Competitive pension Flexible Working Policy with a combination of remote and office working and a flexible approach to working hours Competitive annual leave and a number of other leaves including IVF, compassion, marriage, maternity and paternity leave Employee-led CSR Programme, CluneTech Cares, with one paid Volunteer Day per year Death in Service Benefit Milestone Recognition Programme Professional & Personal Development Rewards & Recognition Employee Wellbeing Programme, CluneTech Life Transfermate is an Equal Opportunity Employer and is committed to the principle of equal employment opportunity for all employees. We are committed to building and maintaining a culture which is free from discrimination and harassment and where all employees can bring their best selves to work.