Job Title: Senior Partner Sales Consultant
Experience: Proven lead procurement + owning end to end sales
Skills: Consultative, Proven Results, Accountable, Driven
Location: Austin, TX
Company: Forward
About Us:
Forward is one of the fastest growing payments and embedded finance companies in North America. Our infrastructure powers leading private equity and venture capital backed software platforms’ money movement capabilities. We typically double a partner’s revenue in 36 months.
Our ICP is a software company with $5m-$100m in software revenue with a sub-optimal existing payments relationship. We’ve run a playbook 1,500+ times that delivers proven results - shortening sponsor hold times, doubling average revenue per user (ARPU) and simplifying the technical lift.
North America (our current operating geography) represents 55,000 software companies, 7,000 sponsors and $7 Trillion in payment volume. Forward currently partners with sponsors bringing $145B in investable capital to accelerate the growth of vertical software platforms.
Our buyer personas are: Software CEO, Software CRO, Software Payments GM, Private Equity Investor, Private Equity Value Creation team member, Payments companies (that white label our technology) and Industry Consultants.
Forward is a mission driven company that is working to Pay it Forward, in an industry that extracts rents from asymmetric information. Our values (ethos, pathos, logos) are inspired by the ancient Greeks who believed the combination to be the foundation of trust. We built, scaled, and successfully exited software+payments companies for 20+ years, and built Forward to be what we were always looking for in a partner.
Job Description:
As part of the Revenue team, you will be responsible for owning the full sales cycle to include sourcing, qualifying, pitching, solutioning, and closing ICP leads. Our sales model requires every team member to be “full stack,” meaning you understand both the business and the technology behind payments. Successful candidates thrive in lean organizations, have the drive to proactively hunt for qualified leads within a large Private Equity and ISV TAM, can confidently answer solution-based questions, and are skilled at managing dozens of opportunities at once while prioritizing the right activities. We’re looking for a motivated self-starter with low ego, strong ownership, and a high level of accountability. The ideal candidate is competitive, driven to win, and shares our passion for helping software companies reach their full potential.
At Forward, we move fast, measure everything, and prioritize relentlessly. Success in this role is defined by the Net Processing Revenue generated through closing 18–24 partners within our ICP each year. Every quarter, more than 400 software companies evaluate new payments partners, yet we are currently involved in only a fraction of those opportunities. Your role will be to work closely with Growth Marketing to increase our “at-bats,” identify the right ICP deals, and help ensure our partners achieve long-term success with payments.
Key Responsibilities:
- Develop and execute targeted lead gen campaigns (target vertical lists, competitor lists, sponsors, etc. )
- Prospect and generate new business opportunities by identifying and engaging software platforms that are strong candidates for embedded payments solutions
- Own the full sales cycle from outbound prospecting and lead qualification to discovery, pitching, negotiation, and closing new partnerships
- Build and manage a strong pipeline of qualified opportunities within target verticals, private equity-backed software companies, and ISV markets
- Develop a deep understanding of embedded payments, payment processing, and software monetization strategies to effectively position solutions
- Conduct consultative discovery conversations with CEOs, CROs, Payments GMs, and Private Equity stakeholders to uncover revenue growth opportunities
- Present compelling business cases around revenue acceleration, ARPU growth, payment optimization, and improved customer retention
- Navigate complex, multi-stakeholder sales processes involving executive leadership, investors, operations teams, and technical decision-makers
- Collaborate with product, implementation, and growth marketing teams to ensure solution alignment and a seamless partner onboarding experience
- Maintain accurate pipeline forecasting, sales activity tracking, and CRM management to support revenue targets and business visibility
- Consistently achieve or exceed quota by closing high-value embedded payments partnerships and driving long-term recurring revenue growth
Qualifications:
- Proven experience in partner sales within the embedded payments space.
- Strong track record of achieving and surpassing sales targets in the embedded payments sector.
- Excellent communication and interpersonal skills, with the ability to build and maintain strong relationships.
- Strategic thinker with a deep understanding of embedded payments technology and market dynamics.
- Familiarity with CRM systems and other sales tools.
- Bachelor's degree in Business, Marketing, or a related field.
- 5+ years of experience in partner sales, with a specific focus on the embedded payments ecosystem.