Business Development Director - Checkout / Payments (MoR)

New Business Development

• Identify, target, and win new mid-market and enterprise clients looking to expand internationally through D2C channels.
• Develop and execute strategic outbound plans to build a strong pipeline for MoR opportunities.
• Own the full sales cycle from prospecting through to negotiation and close.
Consultative Sales
• Act as a trusted advisor to prospective clients, deeply understanding their international growth ambitions and operational challenges.
• Position THG Fulfil's Merchant of Record solution as a way to simplify cross-border commerce (tax, compliance, payments, and logistics).
• Deliver compelling, value-led pitches tailored to senior stakeholders (C-suite, eCommerce, Finance, and Operations leaders).
Solution Selling & Collaboration
• Work closely with product, legal, finance, and solution engineering teams to structure complex MoR deals.
• Build tailored commercial proposals that align with client needs and drive long-term value.
• Ensure a seamless handover to onboarding and customer success teams post-sale.
Pipeline Management & Forecasting
• Maintain accurate CRM records of all sales activity and pipeline progression.
• Provide reliable forecasting and regular updates on pipeline health and deal status.
• Consistently achieve and exceed new business revenue targets.
Market & Product Insight
• Gather feedback from prospects and clients to inform ongoing development of the MoR proposition.
• Stay informed on trends in cross-border eCommerce, payments, and compliance to strengthen sales positioning.
  
  Proven track record in a new business / hunter sales role, ideally within eCommerce, cross-border, payments, or fulfilment/logistics solutions.
• Strong understanding of Merchant of Record, international expansion, or cross-border commerce (highly desirable).
• Demonstrated success selling into mid-market and enterprise clients.
• Exceptional consultative selling skills, with the ability to translate complex solutions into clear commercial value.
• Strong stakeholder management experience, engaging with senior decision-makers across multiple functions.
• Excellent communication, negotiation, and presentation skills.
• Experience using CRM platforms (e.g., Salesforce, HubSpot) and managing pipeline effectively.
• Highly driven, proactive, and comfortable operating in a fast-paced, high-growth environment.
• Collaborative mindset with a strong client-first approach.
  
  This is a critical growth area for the business, enabling brands to seamlessly expand into new international markets while THG takes on the complexity of payments, tax, compliance, and local regulations.
This is a true hunter role, owning the full end-to-end sales cycle. You will target mid-market and enterprise brands looking to scale globally via D2C channels, positioning THG Fulfil's MoR solution as a key enabler of frictionless international growth. You will be equipped with a market-leading proposition that combines fulfilment, cross-border expertise, and MoR capabilities-allowing clients to unlock new revenue streams quickly and compliantly. You can find more about our THG Fulfil proposition here: https://www.thgingenuity.com/fulfilment, THG Ingenuity is proud to be a Disability Confident Committed employer. If you are invited to interview, please let us know if there are any reasonable adjustments we can make to the recruitment process that will enable you to perform to the best of your ability.