Head of Sales Card Present (Tap to Pay / Tap to Phone)

Job description

# **About MONEI** MONEI is revolutionizing omnichannel payments for top brands across Southern Europe. Our award-winning serverless architecture even earned recognition as the AWS Startup Architecture of the Year (Iberia region). With rapid global expansion underway, we're building the future of payment processing—and we want you on our team. ## **About the role** MONEI is launching **Tap to Pay on iPhone** in Spain — Apple's contactless acceptance technology that turns any compatible iPhone into a payment terminal, with zero additional hardware. No dongle. No card reader. No PIN pad. This unlocks a massive new TAM for us: every small merchant, mobile service provider, pop-up shop, taxi, hospitality team, and field sales rep that today struggles with traditional POS hardware can now accept contactless cards, Apple Pay, Google Pay and digital wallets — directly on the iPhone they already have. We need someone to **build the Card Present sales motion from zero**: define the playbook, hire the team, sign the merchants, and prove the unit economics fast. This is not a strategy consultant role. We need an operator who has built a sales team before, knows merchant acquiring economics cold, and can walk into a café in Málaga, a peluquería in Sevilla and a market stall in Mercat de Sant Antoni and pitch them on equal terms. ## **What you'll do** - **Build the sales team from zero.** Define the org (BDRs, AEs, field reps, channel managers), the hiring profile, the comp plan, and the ramp model. Hire the first 5–10 people personally. - **Define the ICP and the playbook.** Which verticals first (food service, beauty, retail, mobile services, hospitality)? Which segment (micro-merchant, SMB, mid-market)? What's the pitch, the proof points, the objection handling? - **Own the number.** Set the quarterly revenue and merchant-count targets, and hit them. Build the forecast that the board will trust. - **Design the channel strategy.** Direct sales + partner network (resellers, accountants, ISOs, vertical SaaS platforms) + Apple ecosystem leverage. Identify which channels drive efficient CAC at scale. - **Pricing and unit economics with Finance and Product.** What's the right MDR by segment? Where do volume tiers kick in? How do we keep the contribution margin healthy as we scale? - **Marketing alignment.** Work with the Marketing team on demand generation, content, events, and customer stories. Field sales feedback into the inbound machine. - **Product feedback loop.** Tap to Pay is new in Spain. You'll be the loudest voice on what merchants actually want — and what's blocking conversion. - **Coach and ship.** Spend time in the field with reps. Run pipeline reviews that find the truth, not the comfortable story. Promote internal talent. ## **What you'll need (MUST-HAVE)** - **5+ years in B2B sales leadership** at a high-growth scale-up, with at least one tenure where you built or substantially rebuilt a sales team from a small base. - **Direct experience selling payments, POS, merchant services, or SMB-focused fintech** in Spain or Southern Europe. - **Track record of carrying and hitting a quarterly revenue number**, with the data to prove it (quota attainment, ramp times, team productivity). - **Operator, not just strategist** — you walk merchant floors, run demos yourself, and know your top-of-funnel metrics by heart. - **Genuinely data-fluent** — you live in your CRM (HubSpot/Salesforce), build your own funnel reports, and don't need ops to tell you where the pipeline is leaking. - **Professional Spanish and English (C1+).** ## **Bonus points** - Experience selling **Tap to Pay on iPhone, SoftPOS, mPOS** or any tap-to-mobile acceptance product. - Network in the **Spanish/Iberian SMB merchant segment**: food service, beauty, retail, hospitality, services. - **Channel sales** experience: ISOs, vertical SaaS resellers, accountant networks, hardware integrators. - Familiarity with **Bizum, Redsys, Servired, scheme rules (Visa/Mastercard)** and the Spanish acquiring landscape. - Built sales teams that **doubled or tripled merchant count** year over year. - Comfortable with AI-first workflows (Claude, Cursor, Apollo, Clay) for prospecting, enrichment, and pipeline operations. ## **What we offer** - Competitive salary + commission plan - Meaningful stock options. - Hybrid work between Málaga and Barcelona offices. - AI tools on us (Claude, Cursor, Apollo, etc.). **Ready to join the team?** If you're excited to bring data-driven finance to one of Southern Europe's most ambitious payments companies—and do it from the senior table, not the back office—we want to hear from you. Click the "**Apply**" button to send us your application.