Senior Sales Executive

Job description

Who are we? At Finastra, we’re a global leader in financial services software, dedicated to expanding access to financial services and shaping what’s next for the industry. Our technology powers mission‑critical solutions across Lending, Payments and Universal Banking, supporting over 7,000 customers, including 80% of the world’s top 50 banks, in more than 110 countries. Who you are and what will you contribute? Finastra is seeking a high-performing Senior Sales Executive to drive net new business growth within our Middle Market Payments business across the Northeast and Western regions of North America. This role is primarily focused on net-new customer acquisition and business development, with success measured by pipeline creation, new logo acquisition, revenue growth, and quota attainment. The ideal candidate brings experience selling payments, banking, core processing, or financial technology solutions and is energized by creating new opportunities, navigating complex sales cycles, and delivering measurable business outcomes for clients. This is a true hunter role focused on acquiring new customers, developing strategic relationships, creating qualified pipeline, and leading complex enterprise sales opportunities with banks and financial institutions. You will play a critical role in helping financial institutions modernize their payments infrastructure through Finastra's Payments To Go solution, partnering with executive stakeholders to support innovation, operational efficiency, and digital transformation. This is an opportunity to join a market leading fintech organization during a period of significant change across the payments industry. As financial institutions accelerate cloud adoption, real time payments, and payments modernization initiatives, you will help shape strategic technology decisions while contributing directly to Finastra's long term growth. Responsibilities & Deliverables: This role is primarily focused on net new customer acquisition with success measured by pipeline creation, new logo wins, revenue growth, and quota attainment. Drive new logo acquisition and revenue growth for Finastra's Payments To Go solution across the assigned territory. Develop and execute strategic territory and account plans focused on identifying, engaging, and winning new banking relationships. Build and maintain a robust sales pipeline through targeted prospecting, executive outreach, industry networking, partner engagement, and relationship development. Develop trusted relationships with C-level executives, business leaders, operations teams, and technology stakeholders within prospective customer organizations. Lead consultative sales engagements to uncover strategic priorities, business challenges, growth objectives, and modernization initiatives. Position Finastra's payments solutions by articulating business value, operational benefits, competitive differentiation, and measurable return on investment. Manage complex enterprise sales opportunities from qualification through proposal development, contract negotiation, and closure. Collaborate closely with Solution Consulting, Product Management, Marketing, Professional Services, and executive leadership to develop and execute winning sales strategies. Maintain accurate pipeline, opportunity, and forecast information within CRM systems while demonstrating strong forecast discipline. Stay informed on payments industry trends, regulatory developments, payment modernization initiatives, real-time payments, ISO 20022 adoption, and competitive market dynamics. Consistently achieve or exceed assigned sales targets while contributing to Finastra's long-term growth strategy. Required Skills & Experience: Direct experience selling core banking, core processing, payments, payment processing, or related financial technology solutions with a proven track record of achieving and exceeding quota across software, SaaS, fintech, payments, or banking technology. Demonstrated success generating net new business opportunities and building sustainable sales pipelines. Strong understanding of banking operations, payment ecosystems, and digital transformation initiatives within financial institutions. Experience managing complex, multi stakeholder enterprise sales opportunities with multiple decision makers and buying centers. Demonstrated ability to engage executive level buyers and lead strategic business discussions focused on business outcomes and value creation. Strong consultative selling, negotiation, presentation, and relationship management skills. Ability to translate technical capabilities into compelling business value and measurable ROI. Experience utilizing structured enterprise sales methodologies such as MEDDICC, Challenger, Command of the Message, or similar frameworks. Strong communication, organizational, territory planning, and account management skills. Collaborative mindset with the ability to work effectively across cross functional teams. Bachelor's degree or equivalent professional experience. Ability to travel as the role requires (sometimes up to 50%). Required Qualifications: Tenured experience selling payments modernization, payment processing, payment hubs, ACH, wire transfer, FedNow, RTP, ISO 20022, or related payments technology solutions. Knowledge of core banking and core processing platforms commonly used by financial institutions. Established relationships within the banking and payments industry. Experience selling to regional banks, super-regional banks, large financial institutions, and credit unions. Understanding of cloud-based payment processing, embedded finance, fraud mitigation, and emerging payments technologies. We are proud to offer a range of incentives to our employees worldwide. These benefits are available to everyone, regardless of grade, and reflect the values we stand for: Flexibility: Enjoy unlimited vacation, subject to local regulations and business priorities. Benefit from hybrid working arrangements and inclusive policies such as paid time off for voting, bereavement, and sick leave. Well‑being: Access confidential one‑to‑one support through our Employee Assistance Program, connect with our network of Wellbeing Champions and Gather Groups, and take part in monthly events and initiatives designed to help you thrive—inside and outside of work. Health & Financial Security: Medical, life and disability insurance, retirement plans, lifestyle, and other benefits.* Sustainability: Paid time off for volunteering and donation‑matching opportunities to support causes that matter to you. Inclusion: Get involved in our inclusion communities, such as Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, and Women@Finastra—open to everyone who wants to participate and contribute. Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool. Recognition: Take part in our global recognition program, Finastra Celebrates, and share your voice through regular employee surveys that help shape our culture and ways of working. *Specific benefits may vary by location. At Finastra, each individual is unique—bringing their own ideas, perspectives, cultural backgrounds, and experiences. We learn from one another, value what makes us different, and create an environment where everyone feels included, supported, and able to be their authentic selves. Be unique. Be exceptional. Help us make a difference at Finastra. Applicants for this position need to be located in posted location or their immediate surrounding areas. Due to the requirements of this position, this job posting is not available for, and Finastra will not be considering any applicants who currently reside in New York City or California.