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Business Development Manager (Payment)

City:  Milan
Job area:  Sales
Job field:  Sales
Seniority Level:  Mid-Senior level
Date:  Jan 14, 2023


HRS is reinventing the way businesses and governments work, stay and pay in today’s dynamic global marketplace. HRS’ advanced platform technology is extending its reach beyond hospitality to meetings, office space management, payment efficiency and crisis recovery.

Beyond cost savings in the global post-pandemic economy, HRS clients gain from an unrivaled focus on essential aspects including safety, security and satisfaction.

HRS is also recognized for its award-winning Green Stay Initiative, technology that helps corporate hotel programs achieve their NetZero targets, and its groundbreaking Crew & Passengers Solution, which leverages automation to elevate experiences for air and rail operations.

Founded in 1972, HRS works with 35 percent of the global Fortune 500, as well as the world’s leading hotel chains, regional hospitality groups and payment providers.


The PAY Growth business unit is focused on driving the commercial framework and all go-to-market activities for PAY. This includes sales/business development, contracts and engagement models, partnerships, payment consulting and product marketing (with matrix support from Global Product Marketing). We are hyper-focused on driving not only the HRS “flywheel” via the powerful combination of STAY and PAY, but also our own PAY flywheel whereby both corporate clients and third-party partners benefit from leveraging HRS PAY’s technology and capabilities. The more corporate clients use PAY, the more third-party partners such as banks, card issuers, ERPs, booking platforms and other financial service providers want to partner and collaborate with us, and this drives further commercial growth for PAY by monetizing those partnership streams.


We are looking for an Europe-based "Business Development Manager – Payment Solutions (m/f/d)", which is tasked with seeking out, prioritizing, strategizing and engaging with existing customers and prospects to expand the penetration of Invisible Pay throughout the travel and B2B payment ecosystems. As a “hunter” the Senior BDM will always be looking to uncovering and executing winning business development strategies for both our customers and the Payment Solutions P&L.

Working closely with the Payment Solutions Consultants, the Senior BDM identifies the Invisible Pay solution set via consultative selling, and via a deep knowledge of how smart payment technology and processes can transform the corporate payment end-to-end workflow. The Senior BDM also is accountable to drive the customer engagement and value generation process from initial pitch phase through to implementation and ongoing customer satisfaction.


  • Seek out and execute on high-potential payment solution sales opportunities focused mainly on high-end, large-scale, multi-national clients.
  • Utilizing existing CRM data, strong internal relationships with the Enterprise Solutions and Global Accounts teams, as well as leveraging strong external networking and prospecting skills, the Senior BDM will always be on the hunt for new opportunities to deliver Invisible Pay solutions throughout the market. 
  • Following the identification of priority business development opportunities, engage directly with customers/prospects and leveraging HRS Payment Consultants to help diagnose payment pain points and opportunities within corporate travel and payment processes, bringing in expertise in best practice, efficiency, technology applications and multi-party integrations to achieve outstanding customer outcomes.
  • Collaborate closely with product marketing on developing sales/marketing materials, pitch presentations, and thought leadership content to continuously promote the value and capabilities of Invisible Pay out into the market.
  • Prepare and deliver presentations directly to clients and prospects, maintain diligent follow up and sales funnel management skills to ensure consistent progression towards closing sales opportunities.
  • Develop, deliver and monitor OKRs and sales outcomes for Invisible Pay solutions and services. Own the success metrics for business development including sales volume, revenue potential, and client profitability.
  • During the sales process as well as via ongoing customer engagement, work closely with the Channel Partnerships Manager to engage with key third-party partners (banks, credit card issuing entities, financial services providers, enterprise platforms, online booking tools and accounting systems) during client engagements to ensure a consistent solution set and help identify future prospecting and upselling opportunities.
  • Collaborate closely with Product Management to help identify new functionality, capability and product set(s) to continually expand Invisible Pay’s share of customer wallet and increase market share.
  • Maintain a strong and deep knowledge of both the broader payment landscape/marketplace as well as competitive differentiators.


  • 5+ years’ experience in the B2B payments sector, preferably with a card issuer, financial institution, fintech, enterprise software/SaaS platform or global travel agency.
  • Proven track record in prospecting for, closing and delivering successful customer outcomes on major technical/financial service deployments and implementations.
  • Background and experience utilizing a solution selling or consultative approach to clients on a multi-national basis.
  • Extremely confident in front of customers, including C-level presentation and selling experience.
  • Ability to work in a cross-functional, multi-company/partnership environment and have a track record in outstanding business development successes with highly complex sales cycles and working with multiple stakeholders.
  • A passion for payments and process efficiencies, coupled with an entrepreneurial mindset and a willingness to get highly engaged in all projects.
  • Ability to work across the globe, with multiple cultures, business environments and time zones.


Access to a global network of a globally united and mutually responsible “Tribe of Intrapreneurs” that is passionately dedicated to renew the travel industry and while doing so reinvent the ways how businesses stay, work and pay.

Our entrepreneurial driven environment of full ownership and execution focus offers you the playground to contribute to a greater mission, while growing personally and professionally throughout this unique journey. You will continuously learn from a radical culture of retrospectives and continuous improvement and actively contribute to making business life better, smarter and more sustainable.


The attractive remuneration is in line with the market and, in addition to a fixed monthly salary, all necessary work equipment and mobility, will also include an annual or multi-year bonus.

Req ID:  15645

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