Multi Country Payroll US Sales Manager / Business Development Manager

It’s never been a more exciting time to join Vistra.   

At Vistra our purpose is progress. We believe that our clients have the power to change the world and to do great things for global progress, and we exist to remove the friction that comes from the complexity of global business – to help our clients achieve progress without friction.  

But progress only happens when people come together and take action. And we’re absolutely committed to building a culture where our people can do just that.  

We have an exciting opportunity for you to join our team as Multi Country Payroll US Sales Manager /  Business Development Manager (Team Leader). Reporting to the Executive Vice President of Sales, Payroll, this full-time, permanent position can be based in the Boston or Miami areas and offers regional coverage, allowing you to make a significant impact on our Global Payroll business and its growth. 

Purpose of Role

The MCP US Sales Manager / BDM is a player-coach who combines hands-on deal execution with team leadership. You will lead, mentor, and drive the performance of the US sales team while personally owning and closing high-value mid-market and enterprise MCP opportunities. You are responsible for both individual revenue contribution and the collective performance of your team — building a winning culture, coaching your BDMs to exceed their targets, and acting as the commercial spearhead for Vistra's growth in the US market. If you're a proven sales leader who still loves to be in the deal, this role is built for you.

Scope

You will own the complete acquisition cycle — from identifying and qualifying prospects through to commercial negotiation and contract close across mid-market and enterprise customer profiles — while simultaneously leading and developing the US BDM team to collectively drive regional revenue growth.

Key Responsibilities

Team Leadership & Management

• Lead, coach, and develop the US BDM team to consistently achieve and exceed revenue targets
• Set clear individual and team KPIs; conduct regular 1:1s, pipeline reviews, and performance coaching
• Recruit, onboard, and retain top sales talent for the US MCP team
• Foster a high-performance, accountable, and collaborative team culture
• Act as an escalation point for complex deal strategy, pricing negotiations, and senior stakeholder engagement
• Report team performance, pipeline health, and forecasts to Sales Leadership
• Personal Business Development (Individual Contribution)
• Personally identify, qualify, and close mid-market and enterprise MCP opportunities
• Own a personal ACV target alongside team quota responsibility
• Conduct compelling discovery sessions and solution presentations for C-suite and senior stakeholders
• Leverage digital channels, networking, partner ecosystems, events, and inbound leads to generate personal pipeline
• Partner with Pre-Sales, Legal, and Commercial teams to develop tailored proposals

Pipeline & CRM Management

• Ensure team-wide CRM discipline with accurate, up-to-date opportunity records
• Maintain strong pipeline coverage ratios across the team and individually
• Forecast accurately at team and individual level; flag risks early with mitigation plans
• Drive rigorous qualification discipline across the team

Cross-Product & Portfolio Selling

• Develop and close opportunities across the full iiPay / Vistra service portfolio (MCP and HR Advisory)
• Coach the team on cross-sell triggers and portfolio selling techniques

Market & Competitive Intelligence

• Maintain thorough understanding of the global payroll, EOR, and HR Advisory competitive landscape
• Track regulatory, macroeconomic, and technology trends influencing buyer behaviour
• Provide structured market feedback to Product, Marketing, and Commercial leadership

Stakeholder & Collaboration

• Work in close alignment with Sales Leadership to execute US revenue plans
• Collaborate with Marketing on demand-generation campaigns and event strategies
• Represent iiPay / Vistra at industry conferences, client forums, and networking events

Attributes and Technical skills

Inspirational Leader — You lead by example, energising your team through your own performance and work ethic. Your team looks to you for direction, conviction, and ambition.
Tenacious — You don't take "no" as final. You find another way in, another angle, another conversation. You persist where others give up.
Driven — You set ambitious targets for yourself and your team, motivated by collective and individual success. You're energised by exceeding them.
Coaching Mindset — You invest time in developing others, providing actionable feedback and celebrating wins. You take genuine pride in the growth of your team.
Commercially Astute — You think in terms of value, ROI, and business impact. You construct compelling business cases that resonate with senior buyers.
Resilient — You bounce back from setbacks quickly and help your team do the same. The highs are high, and the lows don't keep you down for long.
Self-Starter — You see opportunity, build the plan, and execute — taking full ownership of outcomes without needing to be told what to do.
Curious & Coachable — You're always learning, always adapting, and always looking for ways to sharpen your edge and share what you've learned.
Collaborative — While you're a fierce individual competitor, you understand that winning as a team accelerates everyone's success.

Relevant Experience

• Minimum 7 years' experience in the HRIS/HCM industry or global/multi-country payroll sector
• At least 2 years in a team leadership, sales management, or player-coach capacity
• Proven track record of selling complex B2B technology or managed services to enterprise clients
• Demonstrated success in new logo / hunter-style sales roles, consistently achieving or exceeding ACV targets
• Experience managing multi-stakeholder, long sales-cycle deals (6+ months) with senior executive buyers
• Track record of coaching and developing sales professionals to exceed their targets
• Familiarity with CRM platforms (e.g., Salesforce) and structured sales methodologies (Highly Desirable)

Education and Professional Qualifications

• Degree-level education or equivalent professional qualification (Highly Desirable)

If you are excited about working with us, we encourage you to apply or have a confidential chat with one of our Talent Acquisition team members. Our goal is to make this a great place to work where all our people can thrive. We hope you join us on this exciting journey!