Senior Strategic Partnerships and Enterprise Sales Manager

Viva.com · Remote · UK

Base: Not disclosed
OTE: Not disclosed
Posted: 2mo ago

Still open · checked 2h agoon Viva.com's careers page

Apply on Viva.com →

The job

What you'd do: Sell Viva.com's payments and banking platform in the UK by recruiting strategic partners (software, ISVs, ISOs, banks) and closing enterprise deals through them. Heavy outbound partner prospecting required.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 73 days. Ask why it's been hard to fill.
Company hiring: 2 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Viva.com? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Viva.com is looking for a commercially sharp, high-impact Senior Strategic Partnerships and Enterprise Sales Manager to help accelerate Viva.com’s growth in the UK. This is a senior individual contributor role for someone who knows how to open doors, build high-value strategic partnerships with software platforms, ISVs, vertical SaaS providers, ISOs, marketplaces, banks and technology partners and convert opportunities into commercial wins. You will identify and secure the right partner relationships, then lead complex customer conversations with senior stakeholders to close large, high-potential deals. You will likely be a strong fit if you have built strategic partnerships, led enterprise sales wins and understand the payments landscape, ideally operating within payments, acquiring, PSP, EMI, fintech or adjacent enterprise SaaS verticals. Why VIVA.COM Viva.com is the first Tech Bank in Europe for businesses, serving 29 countries through its pan-European critical infrastructure for payments & banking services. Viva.com’s offering spans across omnichannel payment acceptance, deposit accounts, card issuing, and a broad suite of financing solutions - including working capital and advance booking financing - alongside fiscalisation services, giving businesses across all verticals access to the tools they need to run their operations efficiently, on a single integrated platform. Viva.com pioneered and leads in Tap on Any Device technology, enabling acceptance on any Android device or iPhone, while connecting directly to all major international and local card schemes, local payment systems, and alternative payment methods across Europe. Viva Wallet.com Limited -Viva.com's UK subsidiary- is an Electronic-money institution licensed by the Financial Conduct Authority (FCA FRN 989273) for the provision of E-money and related services within the United Kingdom. Learn more at viva.com About the role: In this role, you will: - Identify, qualify and secure strategic partners across software, technology, banking, vertical SaaS, ISVs, ISOs, marketplaces and related ecosystems. - Own the full partner lifecycle from initial outreach and commercial assessment through to signed agreement and first live merchant opportunity. - Lead enterprise sales conversations generated through partners, managing discovery, solution design, commercial structuring, negotiation and close. - Build strong relationships with senior decision-makers including founders, C-level executives, General Managers and operational leaders. - Work cross-functionally with Legal, Compliance, Finance, Product, Marketing and Operations to bring complex deals to life. - Maintain a strong pipeline, accurate forecasting and clear market insight on where Viva.com can win in the UK. - Represent Viva.com in the market through events, networking and partner-facing activity that builds credibility and opportunity flow. Requirements - A proven record of building and closing strategic partnerships in the UK, ideally within payments, acquiring, fintech, enterprise SaaS or a related commercial environment. - Strong experience winning enterprise direct sales opportunities and navigating complex, multi-stakeholder sales cycles. - Confidence engaging senior decision-makers and presenting compelling commercial cases at executive level. - Good commercial understanding of partnership models, pricing structures and the broader acquiring or payments ecosystem. - Knowledge of the regulated payments environment, including the importance of compliant, responsible selling. - Excellent pipeline discipline, forecasting habits and the ability to work with a high degree of ownership. - A self-starting, commercially driven approach with the energy to create opportunities rather than wait for them. You will stand out if you also bring: - Experience shaping route-to-market or partner strategies, not just executing pre-defined plans. - Credibility across both partnership development and enterprise sales, with the ability to move comfortably between strategic thinking and hands-on execution. - A strong network in the UK payments or adjacent software verticals and commercial ecosystem. Benefits - Performance-related bonus scheme. - Private medical insurance. - Car and mobile phone allowances. - Pension. - 25 days holiday. - Open and transparent working environment. - Full training and ongoing support. - Opportunity to work in an international fintech business with a culturally diverse team. - Fast-paced environment with access to modern payments acquiring technology.

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