Senior Director of Business Development

Job Summary:

The Director of Business Development is a senior hunter role responsible for recruiting, identifying, pursuing, and closing new ISV partnerships. This role sources and develops partners through multiple channels, including trade shows, inbound leads generated by company digital marketing campaigns, professional networking, and personal industry relationships, while focusing on prospecting, consultative relationship development with software leadership, and driving new revenue through embedded payments partnerships.

Duties and Responsibilities:

• Manage the sales plan for generating new strategic ISV partnerships by proactively reaching out to and engaging the ISV community

• Identify and target qualified ISVs aligned with the ideal partner profile, including vertical SaaS platforms with recurring revenue and strong merchant volume potential

• Execute outbound prospecting through email, phone, LinkedIn, tradeshows, referrals, and personal industry networks

• Perform daily outbound efforts needed to generate new lead sources and build a robust pipeline of net-new ISV opportunities

• Facilitate discovery conversations and prepare timely and profitable proposals for prospective strategic partners

• Manage inbound lead flow and overall pipeline via Salesforce to exceed production and revenue expectations

• Maintain strong consultative relationships with key decision makers within the sales pipeline and partner portfolio

• Present new products and services designed to increase each partner’s merchant application count and processing revenue

• Conduct onsite partner visits, as needed, to finalize partnerships, support ongoing partner needs, and drive new merchant applications

• Act as a knowledge center resource on products, services, regulatory changes, internal processes, and operational capabilities

• Identify additional opportunities to generate new strategic partnerships and expand merchant application volume

• Attend and represent the company at vertical focused tradeshows and industry events

Requirements and Qualifications:

• Track record of success in business development, ISV sales, or new-logo acquisition roles

• 2+ years of experience in an ISV sales, hunter, or new-logo role; experience selling into software companies, SaaS, fintech, or payments strongly preferred

• Demonstrated success in outbound prospecting and closing complex, consultative deals.

• Experience managing to a revenue quota with a track record of growing revenue and meeting or exceeding performance goals

• Strong executive-level communication, discovery, and presentation skills; excellent written and oral communication abilities

• Ability to explain product features, benefits, and technical concepts to both technical and non-technical stakeholders

• Strong financial acumen with an understanding of merchant services metrics and payments economics

• Experience using CRM tools (Salesforce preferred) and maintaining strong pipeline hygiene.

• ISV, embedded payments, or API-based platform sales experience a strong plus

• Background in the payments industry a plus

• Ability and willingness to travel

About Sola

Sola is a leading payments provider offering a full suite of merchant services, including payment processing, gateway solutions, and PayFac capabilities. With strong partnerships across key verticals and a deep integration with ISV platforms, we deliver innovative and scalable solutions that help businesses of all sizes manage their payments efficiently. Headquartered in New York, our company is known for its customer-first approach, cutting-edge technology, and commitment to driving seamless transactions.

Equal Employment Opportunity Policy

Sola provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.