Payments Sales Representative I

It's fun to work in a company where people truly BELIEVE in what they're doing!

Fullsteam is a leading provider of vertical software and embedded payments technology dedicated to helping businesses flourish by providing their customers with seamless experiences. With a dynamic and growing team of over 1,900 employees, we are committed to driving innovation and delivering best-in-class software and payment solutions that empower small and medium-sized businesses across numerous industries. Our purpose is to help our customers grow their businesses and delight their customers. Join us and be a part of a forward-thinking company that values growth, excellence, and the success of our clients.

The Payments Sales Representative is a business-essential role that will drive the conversion effort of Fullsteam SaaS Business Unit (BU) clients from existing payment processing vendors to the Fullsteam payments platform. This is an important role as converting existing software clients to Fullsteam payment processing is one of the company’s leading objectives. As Fullsteam continues to grow, there is considerable opportunity for succession planning and professional growth within the company.

This position is located in the Fullsteam corporate office in Auburn, AL or in Atlanta, GA, but remote candidates will be considered based on sales experience, payments industry knowledge, and geographic proximity to key client and prospect markets. 

Primary Responsibilities:

Sales Execution:

• Responsible for selling payments solutions (card processing and associated products) and contribute to company aggregate volume goals selling to:
  • Existing clients of company SaaS Business Units eligible for payments conversion.
  • New Business Unit prospects
• Builds strong relationships with key stakeholders, existing software merchants, and prospects to influence conversion to Fullsteam payments by phone, email, or in-person.
• Models strong negotiation skills and value-selling techniques to close sales and overcome objections as they arise.
• Conduct in-depth discovery sessions to understand client business models and pain points, and present tailored data-driven payments solutions accordingly.
  • Existing merchant intelligence
  • Review of processing rates
  • Non-compliance processing environments and risk
• Collaborates with sales resources at Fullsteam-business units and the payments portfolio sales management team to develop and execute sales strategies maximizing the payments attachment of new and existing software sales.
• Collaborate with Business Analysts to create compelling sales proposals and visual presentations.
• Demonstrate products and solutions through demos supported by BU staff and Payments and Support staff.
• Consultative outside selling role requiring travel in and out of local markets to conduct in person client discovery and proposals onsite with clients at their operating locations, trade events, and at company required sales gatherings.

Sales Data Management:

• Builds and maintains a pipeline within CRM (Salesforce.com) in accordance with Fullsteam and BU procedures to manage opportunities, pipeline stages and contact activity.
  • Forecasts future business revenue with close time accuracy.
  • Maintains detailed sales and operational records within CRM across multiple business units.

Sales Support:

• Provides subject matter expertise in the domain of Payments Solutions including debit/credit card acceptance; security and fraud prevention products; gift cards; payment tokens, and general trends in the integrated software and payments industry.
• Assist merchants with application submissions, onboarding support, and activation follow-up for payment processing accounts.
• Provides best practice training on the Customer Relationship Management System to other employees as needed (Business unit sales and Payments Sales Team).

Skills & Competencies:

• Proven success in consultative or solution-based sales roles, preferably in fintech, SaaS, or payments processing.
• Strong understanding of integrated payment solutions, merchant acquiring, and point-of-sale (POS) environments.
• Ability to build rapport quickly and foster trusted advisor relationships.
• Effective communicator with excellent presentation, negotiation, and objection-handling skills.
• Data-driven decision-maker able to analyze complex business needs and develop strategic solutions.
• High attention to detail and ability to manage multiple accounts, timelines, and deliverables in a CRM (Salesforce).
• Self-starter with the ability to work independently and collaboratively in a cross-functional environment.
• Comfortable with travel to meet clients on-site or attend industry events.

Minimum Qualifications:

Required:

• 3+ years of B2B sales experience, ideally in payments, financial technology, SaaS, or related software/services industry with experience in pipeline management.
• Demonstrated success in achieving or exceeding sales targets with ability to work in quota and results-oriented environment.
• Proficiency in Salesforce CRM, Microsoft Office and Adobe Acrobat.
• Understanding of merchant services, card payment infrastructure, and compliance concepts (PCI-DSS, tokenization, fraud mitigation tools).

Preferred:

• Bachelor’s degree in Business, Sales and Marketing, Communications, or a related field—or equivalent professional experience.
• Prior experience working with or selling to small-to-medium businesses (SMBs) in industries such as insurance, marketing services, or healthcare.
• Familiarity with integrated software providers or ISVs in the fintech space.
• Experience in presenting at trade shows, client workshops, or business development events.
• Knowledge of payment processing rate structures and merchant statement analysis.

Fullsteam supports an inclusive workplace that values diversity of thought, experience, and background. Fullsteam is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state, or local law.