The Sales Specialist - Payments is a quota-carrying overlay role embedded within the Lightspeed DMS sales process. Rather than building a standalone territory from scratch, this specialist operates as the dedicated payments closer working in tandem with two existing sales motions: 1) the outside field sales team who own deep dealer relationships and DMS platform deals and 2) the account management transactional team who handle high-volume inbound and renewal activity. The Sales Specialist's job is to convert those warm payment opportunities at pace and volume.

This is a quality-first, video/phone-primary sales role. Success is measured in closed merchants per month and not pipeline size or call counts alone. The expectation is 15-20 signed merchant accounts per month. At a strong referral-to-close rate, that requires closing qualified opportunities in motion at any time and numerous meaningful contacts per day.  The ideal candidate will be focused, consultative, and collaborative in nature rather than focused on a high-volume dialing operation.

Critically, this role must be a trusted partner within our sales organization. Outside field sales representatives will only refer payment opportunities if they're confident the Sales Specialist will close cleanly, protect the dealer relationship, and not create noise in a deal they're managing.  Account Management transactional representatives need rapid follow-up and clear feedback loops. The Sales Specialist who earns that trust unlocks a high-volume, compounding referral pipeline that grows over time.

What You'll Do

Referral Management & Rapid Follow-Up

• Receive and work payment referrals from field sales reps and transactional sales reps within defined SLA windows
• Maintain a clear, real-time view of inbound referral pipeline in Salesforce — every referral logged, staged, and actioned
• Communicate deal status back to originating rep on a regular cadence; flag stalls or issues before they become relationship problems
• Build trust with field and transactional reps through consistent follow-through, so referral volume grows rather than plateaus

High-Velocity Payment Sales Execution

• Run efficient, consultative payment sales conversations — typically 2–3 touches from referral to signed agreement
• Conduct merchant statement analyses to build savings-based proposals that make the business case for switching payment processors clear and compelling
• Deliver payment product presentations over phone and video tailored to the dealer's specific workflow — parts counter, service lane, F&I, or front-line vehicle sales
• Close an assigned number of merchant accounts per month through a combination of referral conversion and self-sourced opportunities within the existing DMS customer base
• Manage the full payment sales cycle: qualification → statement analysis → proposal → agreement → activation handoff using our tools and resources

Self-Sourced Pipeline Development

• Proactively identify DMS customers not yet processing payments through Lightspeed — mining the existing customer base for unconverted accounts
• Work with sales and payments leadership to prioritize outreach lists based on account size, dealer type, and processing volume potential
• Generate 20–25% of monthly deal volume through self-sourced activity to reduce dependency on any single referral channel

Merchant Onboarding & Activation

• Partner with the Payments Operations and Implementation teams to ensure every signed merchant activates quickly and cleanly — a signed deal that doesn't activate is not a deal
• Conduct merchant onboarding check-ins to confirm satisfaction
• Track and report activation rates monthly; identify patterns in stalled activations and work with ops to resolve systemic friction

CRM Hygiene & Reporting

• Maintain disciplined Salesforce usage — all referrals logged, all activity tracked, all deal stages current
• Provide weekly pipeline and forecast updates to sales leadership, including referral source breakdown, conversion rates by channel, and projected monthly close count
• Surface patterns in objections, competitor activity, and dealer feedback to inform product, pricing, and messaging improvements

What You'll Have

• 2–5+ years of B2B sales experience in merchant services, payment processing, fintech, or a related inside/overlay sales role
• Demonstrated history of closing a high volume of deals per month — this role rewards pace and discipline, not just relationship-building alone
• Experience working alongside or supporting a field or outside sales team in an overlay, specialist, or channel capacity
• Prior experience selling into powersports, RV, marine, trailer, heavy equipment, or dealership environments is a significant differentiator
• Experience conducting merchant statement analysis and building cost-savings proposals
• Proficiency with Salesforce CRM — disciplined pipeline management, accurate forecasting, and referral tracking are non-negotiable in this role
• Solid understanding of interchange-plus and tiered pricing models, effective rate benchmarking, and how to position payment savings clearly
• Ability to run rapid, efficient sales conversations — qualifying quickly, presenting compellingly, and closing without unnecessary cycle extension
• Strong communication and partner management skills — field reps need to trust you with their dealer relationships
• Comfort with video/phone-primary sales; high daily contact activity balanced with quality engagement
• Proficient in working with prospects during occasional in-person events
• Reliable home office setup for remote-primary work; strong internet connection and professional video presence and environment
• Ability to manage a focused pipeline with active opportunities across multiple deal stages simultaneously in CRM
• Bachelor’s degree in Business, Finance, or related field preferred; equivalent experience accepted

The Payments Operational Manager is responsible for the operational health, stability, and efficiency of the company’s integrated payments offering across powersports, RV, marine, and related industries. This role owns the processes, controls, and oversight that ensure merchants are onboarded efficiently, transactions flow correctly, funds are settled accurately, risk is managed, and performance targets are achieved.

Partnering closely with the Payment Solutions Team and other Lightspeed teams, this role translates payments strategy into day-to-day execution, serving as the cross-functional leader for payments operations across Product, Engineering, Finance, Risk/Compliance, Customer Support, and external partners.

What you'll Do:

• Own day-to-day payment operations, including transaction monitoring, exception handling, and issue escalation for in-person and card-not-present payments across the platform.
• Manage and optimize merchant onboarding workflows (KYC/KYB, underwriting, approvals, declines) in a PayFac or PayFac-as-a-Service operating model.
• Oversee settlement, funding, and reconciliation processes, partnering with Finance and Accounting to ensure timely, accurate payouts to dealers and alignment with financial reporting.
• Develop, document, and continuously improve standard operating procedures (SOPs), SLAs, and playbooks that support scalable, high-quality payments operations.
• Monitor operational health at the client, region, and system-wide levels, proactively identifying anomalies, incidents, and trends that impact dealers or end customers.
• Lead triage, escalation, and resolution of operational issues, coordinating across internal teams and external partners to restore service and communicate clearly with stakeholders.
• Establish and maintain dashboards and reporting for key operational and commercial metrics, including authorization rates, funding timelines, exception volumes, chargebacks, and SLA adherence.
• Own the definition, tracking, and reporting of performance criteria for the payments business: margin achievement, revenue, growth, and retention.
• Prepare and present regular performance updates (weekly/monthly/quarterly) for the executive and senior leadership teams, highlighting trends, risks, and recommended actions.
• Collaborate with Risk and Compliance to maintain controls for fraud monitoring, disputes, and regulatory requirements (PCI-DSS, KYC/KYB, AML).
• Partner with cross-functional teams to turn operational and financial insights into product and process improvements that drive margin expansion, adoption, and reduced churn.
• Support training and enablement for internal teams on payments processes, tools, and best practices.

What you should have:

• Bachelor’s degree in business, finance, operations, or a related field.
• 4+ years of experience in payments operations, merchant acquiring, PayFac/PayFac-as-a-Service, fintech, or card processing operations.
• Strong understanding of payment processing flows (authorization, capture, settlement, refunds, chargebacks) for both in-person and online/card-not-present transactions.
• Familiarity with PCI-DSS, KYC/KYB, AML, and related regulatory and compliance requirements in payments.
• Demonstrated ability to build, document, and improve operational processes in a scaling or high-growth environment.
• Strong analytical and reporting skills, with a track record of owning and improving metrics tied to margin, revenue, growth, and retention.
• Excellent communication and cross-functional collaboration skills, with experience partnering closely with Product, Engineering, Finance, Risk, and Customer Support.

Preferred experience

• Experience in dealer-centric or high-ticket retail industries such as powersports, RV, marine, or automotive.
• Hands-on experience with merchant onboarding, underwriting, and/or monitoring in a PayFac or PFaaS environment.
• Background working with dealer management systems (DMS), SaaS platforms, or embedded payments in B2B or B2B2C contexts.
• Prior experience helping to stand up or scale a payments program, including defining KPIs, implementing tools, and building small, high-performing teams.

We are looking for a Product Owner who is passionate about building software solutions (with an emphasis on CRM) that customers love.  The Product Owner will be responsible for maximizing value delivered by the development teams.  The ideal candidate will be intellectually curious, adaptable, a strong communicator, a doer, and lead with confidence.  Success in the role will be measured by execution, clarity and outcomes.  The Go-To-Market and Product Development environments at Lightspeed are dynamic and fast-paced, requiring the Product group to be excellent at enrolling and motivating other teams to deliver to their Product vision and strategy.

What you’ll do:

• Collaborate as needed with stakeholders (e.g. ELT, CPO, Product Management, etc.) in the creation, maintenance, and communication of the product vision, strategy, and roadmap. Represent the product in team or minor level governance meetings. Track and provide status to leadership. Perform work necessary with product managers to learn about what problems they are aiming to solve with the product.
• Serve as the primary product representative on cross-functional teams (engineering, qa, ux, etc), leveraging agile program and team metrics to drive success.
• Provide direction to Development via epics, features, user stories, backlog grooming, sprint and release planning. Make scope & priority decisions during the sprint to support delivery without disrupting flow.  Own and manage the teams backlog to ensure it is transparent, ordered and actionable.
• Contributes to the generation of a high-level release plan with the team. Continually re-prioritizes team's tasks based upon new information, discussions with stakeholders, and probability to drive business outcomes.  Develop and maintain product delivery roadmap. Effectively communicate product release contents and expected product capabilities/behavior to stakeholders.
• Create continuous feedback loop on products via acceptance criteria, utilization monitoring, pilot programs, Sales & Customer Operations feedback, and other practices that drive continuous improvement, adoption and growth of Lightspeed products.

What you should have:

Qualifications:

• Lots of experience working with CRM Software
• Bachelor’s degree (or equivalent) in product design, business management, or engineering (MBA preferred).
• Ability to work on multiple projects in various stages simultaneously and make hard decisions to pivot on priorities as ‘facts on the ground’ dictate.
• Excellent teamwork skills and proven ability to influence cross-functionally and without form authority.
• Adept at managing and maintaining strong relationships with critical cross-functional business partners and 3^rd party partners.
• Proven success overseeing in a nonmanagerial role all elements of the product and software development lifecycle.
• Familiarity with Agile framework and ability to effectively communicate complex processes within and across teams.
• Track record of launching new products, driving excitement and executional excellence across all parts of the organization.
• Attention to detail, organization planning, and documentation skills.

Preferred Qualifications:

• 3+ years associated with CRM Software
• Certification in one of the Product Management frameworks (e.g. Pragmatic).
• Experience with Retail, ERP, DMS or ‘like’ systems
• Experience using Agile/Scrum methodology and/or workflow management tools for product development (Jira, Aha!, etc.).

Previous experience in Product Development or Product Marketing of a commercial software business.

We are looking for a Product Owner who is passionate about building software solutions that customers love.  The Product Owner will be responsible for maximizing value delivered by the development teams.  The ideal candidate will be intellectually curious, adaptable, a strong communicator, a doer, and lead with confidence.  Success in the role will be measured by execution, clarity and outcomes.  The Go-To-Market and Product Development environments at Lightspeed are dynamic and fast-paced, requiring the Product group to be excellent at enrolling and motivating other teams to deliver to their Product vision and strategy.

What you’ll do:

• Collaborate as needed with stakeholders (e.g. ELT, CPO, Product Management, etc.) in the creation, maintenance, and communication of the product vision, strategy, and roadmap. Represent the product in team or minor level governance meetings. Track and provide status to leadership. Perform work necessary with product managers to learn about what problems they are aiming to solve with the product.
• Serve as the primary product representative on cross-functional teams (engineering, qa, ux, etc), leveraging agile program and team metrics to drive success.
• Provide direction to Development via epics, features, user stories, backlog grooming, sprint and release planning. Make scope & priority decisions during the sprint to support delivery without disrupting flow.  Own and manage the teams backlog to ensure it is transparent, ordered and actionable.
• Contributes to the generation of a high-level release plan with the team. Continually re-prioritizes team's tasks based upon new information, discussions with stakeholders, and probability to drive business outcomes.  Develop and maintain product delivery roadmap. Effectively communicate product release contents and expected product capabilities/behavior to stakeholders.
• Create continuous feedback loop on products via acceptance criteria, utilization monitoring, pilot programs, Sales & Customer Operations feedback, and other practices that drive continuous improvement, adoption and growth of Lightspeed products.

What you should have:

Qualifications:

• Bachelor’s degree (or equivalent) in product design, business management, or engineering (MBA preferred).
• Ability to work on multiple projects in various stages simultaneously and make hard decisions to pivot on priorities as ‘facts on the ground’ dictate.
• Excellent teamwork skills and proven ability to influence cross-functionally and without form authority.
• Adept at managing and maintaining strong relationships with critical cross-functional business partners and 3^rd party partners.
• Proven success overseeing in a nonmanagerial role all elements of the product and software development lifecycle.
• Familiarity with Agile framework and ability to effectively communicate complex processes within and across teams.
• Track record of launching new products, driving excitement and executional excellence across all parts of the organization.
• Attention to detail, organization planning, and documentation skills.

Preferred Qualifications:

• Certification in one of the Product Management frameworks (e.g. Pragmatic).
• 3+ years associated with CRM, Retail, ERP, DMS or ‘like’ systems
• Experience using Agile/Scrum methodology and/or workflow management tools for product development (Jira, Aha!, etc.).
• Previous experience in Product Development or Product Marketing of a commercial software business.