Head of Payout Sales

Wise Platform is the infrastructure that powers fast, low-cost international money movement — and we’re now scaling our SME Corporate FX & Payouts sales motion across EMEA. Today, many international SMEs and mid-market businesses are still relying on banks for cross-border payments and FX — and paying for it in slow settlement times, poor FX rates, limited visibility, rigid processes, and fragmented payout rails. That friction becomes a growth blocker when companies need to pay suppliers, contractors, creators, affiliates, or customers across borders — reliably and at scale. This role exists to change that. You’ll help companies modernise how they move money globally by adopting Wise’s payout and FX capabilities (via API integrations, integrated payouts, and batch payments) . It’s a builder + leader role: you’ll be hands-on winning deals, shaping the go-to-market, and scaling a small team into a repeatable revenue engine What you’ll do You’ll own the commercial outcomes for Payouts in EMEA combining hands-on selling with leadership and GTM building. Lead & scale the team - Manage and coach a team of 2 sellers , raising the bar on execution, pipeline discipline, and deal quality. - Create a high-performance culture with clear expectations, strong feedback loops, and practical enablement. Build the GTM and the playbook - Define ICPs, vertical focus, messaging, and the repeatable sales process for payouts (the vertical is early-stage and still being defined). - Partner closely with Product and Marketing to sharpen positioning, build the right collateral, and create a scalable demand engine. Own pipeline, revenue, and forecasting - Drive a “prospect-to-close” motion across 2–6 month sales cycles, typically £50–100k deal sizes (sometimes larger). - Own revenue targets and run rigorous forecasting, pipeline hygiene, and reporting. Execute complex partner deals: - Sell Wise Platform payouts capabilities (API / integrations / batch payments) to mid-market partners and platforms. - Lead discovery, solutioning, commercials, and negotiation - Ensure clean handover to AM/implementation for technical onboarding and go-live. Build a partner ecosystem - Build out a payouts partner ecosystem in close collaboration with global channel management, prioritising partners that accelerate reach and repeatable wins. What success looks like (12–18 months) - A clear, testable ICP + vertical strategy (e.g., freelancer/creator, workforce, royalties, travel—plus additional validated segments). - A repeatable sales motion with strong pipeline coverage, predictable conversion, and reliable forecasting. - A growing book of payouts partners beyond the current base with momentum toward a high double‑digit % growth trajectory. - A stronger org: process, playbooks, stakeholder rhythms, and a team that can scale. What we’re looking for Must-haves: - Proven experience selling in FX / payouts / fintech / payments (deep understanding of how these products are bought, implemented, and governed). - Hands-on sales leadership: you’ve carried a number, closed deals yourself, and led a small team with high standards. - Strong GTM “builder” capability: you can create structure where none exists—ICP, messaging, process, and cadence. - Excellent stakeholder management across product, compliance, legal, and commercial teams; confident negotiating commercials and terms. - High tolerance for ambiguity, paired with the ability to simplify and execute. Nice-to-haves: - Experience in segments like influencer/creator economies, marketing networks, consultancies, royalties, travel, or workforce platforms. - Exposure to EMEA multi-market selling