Sales Director, Government Payments

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Sales Director, Government Payments based in the United States.

This role offers the opportunity to build and lead a new market vertical at the intersection of payments, fintech, and government services.
You will define go-to-market strategies, develop strategic partnerships, and create new distribution opportunities for innovative payment solutions.
The position requires a strong commercial mindset, deep ecosystem knowledge, and the ability to navigate complex stakeholder environments.
You will work with technology platforms, payment providers, and software companies to transform government-related payment experiences.
This is a high-impact opportunity for a sales leader who thrives on building markets from the ground up and driving meaningful business growth.
You will collaborate cross-functionally with product, legal, compliance, finance, and revenue teams to scale a critical business initiative.

• Define and execute the go-to-market strategy for the government payments ecosystem, identifying priority markets, opportunities, and strategic entry points.
• Build and manage a pipeline of partnerships with payment processors, fintech providers, software platforms, technology companies, and organizations supporting government-related payment workflows.
• Own the complete sales cycle, from prospecting and relationship development to negotiations, contract execution, and partner launch.
• Establish relationships with executive stakeholders and key decision-makers across government-adjacent industries and technology ecosystems.
• Identify opportunities to embed payment solutions into existing experiences related to taxes, licensing, registrations, permits, compliance, and other government services.
• Represent the organization at industry events, conferences, partner meetings, and relevant networking opportunities.
• Act as an internal subject matter expert by sharing market intelligence, competitive insights, and partner feedback with leadership and internal teams.
• Collaborate with Product, Compliance, Legal, Marketing, Finance, and Revenue Operations teams to support integrations, remove blockers, and scale the business vertical.

Requirements:

• 5+ years of experience in sales, business development, partnerships, payments, fintech, govtech, or a related commercial field.
• Strong understanding of government payment ecosystems, including payment providers, technology platforms, software vendors, and intermediaries involved in government-related payment experiences.
• Experience selling into government agencies, public-sector organizations, regulated industries, or government contract environments.
• Proven track record of sourcing, negotiating, and closing strategic partnerships or complex enterprise sales opportunities.
• Experience building new markets, channels, or business initiatives from the ground up.
• Strong executive relationship management, communication, and negotiation skills.
• Ability to operate independently, prioritize effectively, and succeed in a fast-paced environment without an established playbook.
• Strong analytical mindset and ability to leverage sales technology, data insights, and AI tools to improve commercial execution and decision-making.
• Active use of AI tools to accelerate research, enhance productivity, and improve communication workflows is expected.
• Existing relationships with payment processors, fintech providers, software platforms, or government-adjacent technology companies are a plus.
• Experience launching integrations or scaling initiatives in complex or regulated environments is highly valued.

Benefits:

• Competitive total compensation package with an OTE range of $165,000–$300,000, including base salary and variable compensation.
• Compensation is tailored based on experience, qualifications, skills, and alignment with market expectations.
• Opportunity to build and lead a strategic new market category within the payments ecosystem.
• High-impact role with direct influence on business strategy, partnerships, and growth initiatives.
• Collaborative environment working with cross-functional teams across product, technology, compliance, finance, and operations.
• Flexible remote work environment with support for employees working across locations.
• Opportunity to contribute to modernizing essential payment experiences used by millions of consumers and businesses.