PayPal
Overview
Director, Account Management – Gov, Edu & Telco at PayPal PayPal is seeking a Director of Account Management for Government, Education & Telco. This leadership role drives PayPal’s growth across strategic Large Enterprise accounts while proactively managing risk and regulatory exposure. The Director sets the vertical strategy and leads execution through a team of Account Managers, reporting to the VP of Large Enterprise and aligning with Sales, Product, Operations, and external stakeholders to achieve growth objectives and expand PayPal’s presence in regulated industries. Job Description Summary
The Director of Account Management for Government, Education & Telco is a critical leadership role accountable for driving PayPal’s growth across some of the most visible and strategic Large Enterprise accounts while proactively managing risk and regulatory exposure. This leader sets the vertical strategy and leads execution both individually and through a high-performing team of Account Managers. Reporting directly to the VP of Large Enterprise, the Director serves as a cross-functional leader and trusted advisor, aligning priorities across Sales, Product, Operations, and external stakeholders to achieve aggressive growth objectives, deepen enterprise relationships, and expand PayPal’s presence in highly regulated and strategically important industries. Essential Responsibilities
Develop and influence business strategies for organizational success. Provide strategic counsel to executive leadership. Lead initiatives that drive significant business impact. Collaborate with cross-functional teams to align strategies. Monitor industry trends to inform strategic decisions. Expected Qualifications
10+ years relevant experience and a Bachelor’s degree OR Any equivalent combination of education and experience. Additional Responsibilities and Preferred Qualifications
The Director partners closely with Risk, Compliance, Legal, AML/BSA, and Data Science to ensure growth is sustainable, compliant, and resilient. Success in this role requires balancing revenue acceleration with rigorous risk management, navigating complex regulatory landscapes, and delivering innovative merchant experiences that strengthen PayPal’s brand and market leadership. Responsibilities
Own and drive growth strategy across Government, Education and Telco while ensuring alignment with PayPal’s long-term strategic objectives. Deep understanding of regulatory environments, procurement processes, and enterprise client needs in government/education/telco industries. Lead a high-performing group of first line leader(s) and senior Account Managers and Business Development professionals, setting clear priorities, coaching for excellence, and ensuring consistent execution across complex and regulated environments. Establish and maintain executive-level relationships with key merchants, positioning PayPal as a strategic partner that enables innovation while managing risk and compliance expectations. Oversee negotiation of complex commercial agreements, ensuring deals drive mutual value while adhering to internal policies and industry pricing standards. Monitor portfolio performance and ensure strong execution on revenue retention, cross-sell, and expansion opportunities, balancing aggressive growth with disciplined risk management. Champion operational excellence, ensuring smooth onboarding, integration, and support across large strategic accounts with rapid scaling needs or unique technical and legal complexities. Build and scale account strategies tailored to vertical-specific dynamics, ensuring teams proactively identify merchant pain points, product opportunities, and partnership white space. Establish portfolio pricing, sales and account practices, ensuring merchant health is continuously monitored and loss rates remain below plan through proactive interventions. Lead renewal and churn mitigation strategies for complex and often volatile accounts, ensuring high merchant satisfaction, regulatory alignment, and retention. Foster a culture of collaboration, integrating deeply with cross-functional stakeholders to ensure full transparency and alignment across deal cycles, pricing reviews, and product adoption. Encourage leveraging competitive and industry insights to refine account strategies and influence PayPal’s broader business initiatives. Advocate for merchant needs within PayPal by driving innovation and ensuring solutions align with evolving market demands. Qualifications
10+ years of experience in payments, e-commerce, or fintech, with 5+ years directly leading teams or portfolios within high-risk or highly regulated verticals. Expertise in dynamic pricing schemes, and real-time data platforms, with a strong command of the operational and technical levers required to scale responsibly. Proven track record of closing $100M+ multi-product commercial deals with C-suite stakeholders across complex, enterprise-level engagements. Proven people leader with the ability to scale a high-performing group while maintaining velocity, executional excellence, and team cohesion. Exceptional communication and negotiation skills, with a demonstrated ability to influence internal and external stakeholders and secure mutually beneficial outcomes in complex deal structures. Strategic and analytical thinker with a proven ability to identify team growth opportunities, address complex challenges, and drive measurable business results. Proficiency in CRM tools (e.g., Salesforce) to enable team pipeline management, accurate revenue forecasting, and insightful reporting of sales activities. Commitment to Diversity and Inclusion
PayPal provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state, or local law. In addition, PayPal will provide reasonable accommodations for qualified individuals with disabilities. PayPal is committed to fair and equitable compensation practices. Actual compensation is based on various factors including but not limited to work location, and relevant skills and experience. The total compensation for this role may include an annual performance bonus (or other incentive compensation, as applicable), equity, and medical, dental, vision, and other benefits. For more information, visit https://www.paypalbenefits.com. For the majority of employees, PayPal's balanced hybrid work model offers 3 days in the office for effective in-person collaboration and 2 days at your choice of either the PayPal office or your home workspace.
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Director, Account Management – Gov, Edu & Telco at PayPal PayPal is seeking a Director of Account Management for Government, Education & Telco. This leadership role drives PayPal’s growth across strategic Large Enterprise accounts while proactively managing risk and regulatory exposure. The Director sets the vertical strategy and leads execution through a team of Account Managers, reporting to the VP of Large Enterprise and aligning with Sales, Product, Operations, and external stakeholders to achieve growth objectives and expand PayPal’s presence in regulated industries. Job Description Summary
The Director of Account Management for Government, Education & Telco is a critical leadership role accountable for driving PayPal’s growth across some of the most visible and strategic Large Enterprise accounts while proactively managing risk and regulatory exposure. This leader sets the vertical strategy and leads execution both individually and through a high-performing team of Account Managers. Reporting directly to the VP of Large Enterprise, the Director serves as a cross-functional leader and trusted advisor, aligning priorities across Sales, Product, Operations, and external stakeholders to achieve aggressive growth objectives, deepen enterprise relationships, and expand PayPal’s presence in highly regulated and strategically important industries. Essential Responsibilities
Develop and influence business strategies for organizational success. Provide strategic counsel to executive leadership. Lead initiatives that drive significant business impact. Collaborate with cross-functional teams to align strategies. Monitor industry trends to inform strategic decisions. Expected Qualifications
10+ years relevant experience and a Bachelor’s degree OR Any equivalent combination of education and experience. Additional Responsibilities and Preferred Qualifications
The Director partners closely with Risk, Compliance, Legal, AML/BSA, and Data Science to ensure growth is sustainable, compliant, and resilient. Success in this role requires balancing revenue acceleration with rigorous risk management, navigating complex regulatory landscapes, and delivering innovative merchant experiences that strengthen PayPal’s brand and market leadership. Responsibilities
Own and drive growth strategy across Government, Education and Telco while ensuring alignment with PayPal’s long-term strategic objectives. Deep understanding of regulatory environments, procurement processes, and enterprise client needs in government/education/telco industries. Lead a high-performing group of first line leader(s) and senior Account Managers and Business Development professionals, setting clear priorities, coaching for excellence, and ensuring consistent execution across complex and regulated environments. Establish and maintain executive-level relationships with key merchants, positioning PayPal as a strategic partner that enables innovation while managing risk and compliance expectations. Oversee negotiation of complex commercial agreements, ensuring deals drive mutual value while adhering to internal policies and industry pricing standards. Monitor portfolio performance and ensure strong execution on revenue retention, cross-sell, and expansion opportunities, balancing aggressive growth with disciplined risk management. Champion operational excellence, ensuring smooth onboarding, integration, and support across large strategic accounts with rapid scaling needs or unique technical and legal complexities. Build and scale account strategies tailored to vertical-specific dynamics, ensuring teams proactively identify merchant pain points, product opportunities, and partnership white space. Establish portfolio pricing, sales and account practices, ensuring merchant health is continuously monitored and loss rates remain below plan through proactive interventions. Lead renewal and churn mitigation strategies for complex and often volatile accounts, ensuring high merchant satisfaction, regulatory alignment, and retention. Foster a culture of collaboration, integrating deeply with cross-functional stakeholders to ensure full transparency and alignment across deal cycles, pricing reviews, and product adoption. Encourage leveraging competitive and industry insights to refine account strategies and influence PayPal’s broader business initiatives. Advocate for merchant needs within PayPal by driving innovation and ensuring solutions align with evolving market demands. Qualifications
10+ years of experience in payments, e-commerce, or fintech, with 5+ years directly leading teams or portfolios within high-risk or highly regulated verticals. Expertise in dynamic pricing schemes, and real-time data platforms, with a strong command of the operational and technical levers required to scale responsibly. Proven track record of closing $100M+ multi-product commercial deals with C-suite stakeholders across complex, enterprise-level engagements. Proven people leader with the ability to scale a high-performing group while maintaining velocity, executional excellence, and team cohesion. Exceptional communication and negotiation skills, with a demonstrated ability to influence internal and external stakeholders and secure mutually beneficial outcomes in complex deal structures. Strategic and analytical thinker with a proven ability to identify team growth opportunities, address complex challenges, and drive measurable business results. Proficiency in CRM tools (e.g., Salesforce) to enable team pipeline management, accurate revenue forecasting, and insightful reporting of sales activities. Commitment to Diversity and Inclusion
PayPal provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state, or local law. In addition, PayPal will provide reasonable accommodations for qualified individuals with disabilities. PayPal is committed to fair and equitable compensation practices. Actual compensation is based on various factors including but not limited to work location, and relevant skills and experience. The total compensation for this role may include an annual performance bonus (or other incentive compensation, as applicable), equity, and medical, dental, vision, and other benefits. For more information, visit https://www.paypalbenefits.com. For the majority of employees, PayPal's balanced hybrid work model offers 3 days in the office for effective in-person collaboration and 2 days at your choice of either the PayPal office or your home workspace.
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