Senior Key Account Manager – Large Enterprise Merchants (DACH)

The Company

PayPal has been revolutionizing commerce globally for more than 25 years. Creating innovative experiences that make moving money, selling, and shopping simple, personalized, and secure, PayPal empowers consumers and businesses in approximately 200 markets to join and thrive in the global economy.

We operate a global, two-sided network at scale that connects hundreds of millions of merchants and consumers. We help merchants and consumers connect, transact, and complete payments, whether they are online or in person. PayPal is more than a connection to third-party payment networks. We provide proprietary payment solutions accepted by merchants that enable the completion of payments on our platform on behalf of our customers.

We offer our customers the flexibility to use their accounts to purchase and receive payments for goods and services, as well as the ability to transfer and withdraw funds. We enable consumers to exchange funds more safely with merchants using a variety of funding sources, which may include a bank account, a PayPal or Venmo account balance, PayPal and Venmo branded credit products, a credit card, a debit card, certain cryptocurrencies, or other stored value products such as gift cards, and eligible credit card rewards. Our PayPal, Venmo, and Xoom products also make it safer and simpler for friends and family to transfer funds to each other. We offer merchants an end-to-end payments solution that provides authorization and settlement capabilities, as well as instant access to funds and payouts. We also help merchants connect with their customers, process exchanges and returns, and manage risk. We enable consumers to engage in cross-border shopping and merchants to extend their global reach while reducing the complexity and friction involved in enabling cross-border trade.

Our beliefs are the foundation for how we conduct business every day. We live each day guided by our core values of Inclusion, Innovation, Collaboration, and Wellness. Together, our values ensure that we work together as one global team with our customers at the center of everything we do – and they push us to ensure we take care of ourselves, each other, and our communities.

Job Summary:

You will own the long-term relationship with a small, named portfolio of up to 10 of the largest online merchants in Germany, Austria and Switzerland. This is a strategic key account role built on depth: You plan multi-year growth with each merchant, work directly with their C-level/ senior executives and are accountable for the results.

Job Description:

Essential Responsibilities:

• Identify and recommend best practices for business improvement.
• Lead functional projects and programs.
• Analyze business trends to inform decision-making.
• Collaborate with internal teams to drive improvements.
• Monitor and report on account health and performance.

Minimum Qualifications:

• 5+ years relevant experience and a Bachelor’s degree OR Any equivalent combination of education and experience.

Additional Responsibilities & Preferred Qualifications :

Essential Responsibilities:

• Own the end-to-end relationship with a named portfolio of up to 10 large enterprise merchants in DACH and act as their trusted advisor on payments.
• Develop and execute account strategies aligned with PayPal's vision to deliver sustainable, long-term value for merchants and PayPal, set out in multi-year account plans with clear growth targets.
• Build and maintain strategic relationships with C-level and senior executives at your merchants and plan the right executive touchpoints across PayPal, driving alignment with merchant goals and PayPal's solutions.
• Drive revenue retention, upsell, and cross-sell opportunities, consistently achieving sales quotas and exceeding KPIs. Identify growth opportunities such as new markets, payment methods and value-adding products, and build the business case together with the merchant.
• Negotiate and manage complex commercial terms, contracts, and agreements at executive level to achieve mutually beneficial outcomes.
• Analyze business trends and merchant payment performance data to inform decision-making and to advise merchants on how to improve conversion and growth.
• Lead functional projects and programs with your merchants, such as product launches, market expansions and migrations, from planning to rollout.
• Coordinate cross-functional teams (Product, Engineering, Risk, Legal, Finance, Operations) to deliver results in line with account plans and merchant expectations, ensuring operational excellence.
• Advocate for merchant needs within PayPal, driving innovation and ensuring solutions align with evolving market demands.
• Monitor and report on account health and performance, proactively identify and mitigate risks to merchant success, manage your pipeline and forecast revenue accurately.
• Leverage competitive and industry insights to refine account strategies and influence PayPal's broader business initiatives.

Preferred Qualifications

• Relevant experience in key account management or sales, ideally within payments, e-commerce, technology, or financial services (experience from adjacent industries such as e-commerce platforms, enterprise software, or retail is equally welcome), with a focus on driving merchant growth and retention.
• Good knowledge of the payments industry, including competitive landscape, market trends, and merchant needs, or the drive to build it quickly, to shape and refine strategic account initiatives.
• A deep understanding of e-commerce, merchant services, and payment solutions, with familiarity in fintech products and digital platforms as a strong advantage.
• Proven success managing and growing large enterprise accounts, delivering strategic account plans, and achieving sales quotas through retention, upsell, and cross-sell efforts.
• Expertise in building and maintaining strategic relationships including with C-level and senior executives, acting as a trusted advisor to align merchant goals with organizational solutions.
• Demonstrated ability to collaborate across cross-functional teams, including product, engineering, and operations, to deliver seamless and innovative customer experiences.
• Exceptional communication and negotiation skills, with a track record of influencing stakeholders and securing mutually beneficial outcomes in complex deal structures.
• Analytical and strategic thinker with a proven ability to identify growth opportunities, address complex challenges, and deliver measurable business results, including building business cases with financial analysis.
• Proficient in using CRM tools (e.g., Salesforce) to manage pipelines, forecast revenue, and report on sales activities with accuracy.

Minimum Qualifications:

• 7+ years relevant experience, of which at least 3 years in key or strategic account management with large enterprise customers, and a Bachelor's degree OR Any equivalent combination of education and experience.
• Proven experience building and executing account plans for a small number of large, complex B2B customers, with responsibility for revenue growth.
• Experience building trusted relationships with C-level and senior executives and leading complex commercial and contractual negotiations.
• Fluent German and English, written and spoken.

Subsidiary:

PayPal

Travel Percent:

0

PayPal does not charge candidates any fees for courses, applications, resume reviews, interviews, background checks, or onboarding. When making an application directly, we will never ask you to share passwords, one-time passcodes (OTP), or verification codes. Any such request is a red flag and likely part of a scam. All communication regarding your application will come from official PayPal email domains. If you suspect fraudulent activity, please report it immediately. To learn more about how to identify and avoid recruitment fraud please visit https://careers.pypl.com/contact-us .

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, ensuring that you equally have the benefits and conveniences of both locations.

Our Benefits:

At PayPal, we’re committed to building an equitable and inclusive global economy. And we can’t do this without our most important asset-you. That’s why we offer comprehensive, choice-based programs, to support all aspects of personal wellbeing—physical, emotional, and financial—delivering meaningful value where it matters most. We strive to create a flexible, balanced work culture with a holistic approach to benefits, including generous paid time off, healthcare coverage for you and your family, and resources to create financial security and support your mental health.

Who We Are:

Click Here to learn more about our culture and community.

Commitment to Diversity and Inclusion

Belonging at PayPal:

Our employees are central to advancing our mission, and we strive to create an environment where everyone can do their best work with a sense of purpose and belonging. Belonging at PayPal means creating a workplace with a sense of acceptance and security where all employees feel included and valued. We are proud to have a diverse workforce reflective of the merchants, consumers, and communities that we serve, and we continue to take tangible actions to cultivate inclusivity and belonging at PayPal.

Any general requests for consideration of your skills, please Join our Talent Community .

We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates. Please don’t hesitate to apply.