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

We're seeking a Cloud Engineer to join our platform engineering team as an embedded member of development squads. In this role, you'll work directly alongside application developers, enabling their success through self-service infrastructure platforms, GitOps automation, and AI-powered tooling. You'll manage infrastructure supporting 4,000+ EKS workloads in AWS while building the next generation of developer-focused platforms that dramatically increase velocity.

This isn't a traditional infrastructure role. You'll be a strategic partner to developers, guiding cloud architecture decisions, building automation that eliminates toil, and leveraging AI to accelerate both infrastructure and application delivery.

What you'll do:

Platform Development & Developer Enablement

• Build and maintain self-service infrastructure platforms that empower developers to provision and manage their own AWS resources
• Work embedded within development squads as their cloud infrastructure guide and strategic partner
• Design and implement reusable Terraform modules that enable consistent, scalable infrastructure patterns
• Develop AI-powered automation tools that increase team velocity and reduce manual operational overhead
• Create developer-friendly abstractions over complex infrastructure using GitOps workflows

Infrastructure as Code & GitOps

• Implement GitOps practices using ArgoCD and Helm for automated deployments across EKS clusters
• Build and maintain modular Terraform infrastructure supporting EKS, RDS PostgreSQL, Aurora PostgreSQL, and core AWS services
• Leverage AI tools to accelerate Terraform module development, code review, and documentation
• Design Terraform module libraries that balance flexibility with guardrails
• Establish CI/CD pipelines that enable developers to safely deploy infrastructure changes

Cloud Architecture & Collaboration

• Partner with developers to design cloud-native architectures optimized for AWS
• Guide infrastructure decisions within development squads, translating application requirements into scalable AWS solutions
• Collaborate with Cloud Architects and Security teams on infrastructure patterns and best practices
• Implement highly available, scalable, and self-healing systems

Automation & Velocity

• Develop Python and Bash automation that eliminates repetitive operational tasks
• Strategically apply AI tools (code generation, infrastructure optimization) to accelerate delivery
• Build monitoring, logging, and observability solutions that provide developers insight into their infrastructure
• Continuously improve speed, efficiency, and scalability through automation-first thinking

What you should have:

Technical Skills

• 5+ years in Cloud/Platform Engineering/SRE/DevOps roles with production AWS experience
• Strong GitOps mindset with hands-on experience using ArgoCD, FluxCD, or similar tools
• Kubernetes expertise (4+ years) managing EKS clusters in production environments
• PostgreSQL experience with RDS PostgreSQL and Aurora PostgreSQL in production
• Experience using AI coding assistants (GitHub Copilot, Claude, Cursor, or similar) for infrastructure code development
• Advanced Terraform skills including:

Designing and implementing modular, reusable Terraform code

Building Terraform module libraries

Managing complex AWS infrastructure as code

Understanding of Terraform best practices and state management

• Deep AWS knowledge: VPC, IAM, EKS, RDS, Aurora, S3, Security Groups, networking
• Proficient in Helm chart development and management
• Advanced Python scripting for automation and tooling (beyond basic scripts)
• Bash/Shell scripting proficiency
• CI/CD pipeline experience (GitLab CI preferred)
• Linux administration background (4+ years)

Essential Mindset & Approach

• Self-service platform thinking - instinct to build tools that enable others
• Cloud-native design mindset - architecting for AWS from the ground up
• Automation-first approach - proven track record of eliminating toil through tooling
• Systems thinking - understanding how components interact in complex distributed systems

Soft Skills (Critical)

• Exceptional communication with developers - ability to translate technical concepts and collaborate effectively · Embedded squad experience - comfortable working directly within development teams as their infrastructure guide
• Excellent follow-through - strong task completion orientation and reliability
• Collaborative mindset - team-first approach, not siloed thinking
• Strategic guidance ability - can help developers make informed AWS infrastructure decisions
• Experience working in Agile development environments

Preferred Qualifications

• Experience building developer self-service platforms or internal developer platforms (IDP)
• Hands-on experience with AI coding assistants for Terraform/Python development, AI-driven infrastructure analysis, or LLM-based automation workflows
• AWS Well-Architected Framework knowledge
• Experience with observability platforms (Datadog, Prometheus, Grafana)
• Background in platform engineering or SRE disciplines
• Understanding of building and managing large-scale distributed systems
• Experience with messaging technologies (AmazonMQ, RabbitMQ, Kafka)
• Incident management and root cause analysis experience
• Prior experience as an embedded infrastructure engineer within development teams
• What Makes This Role Different
• You'll be a force multiplier for development teams, building platforms and automation that let developers move fast while maintaining reliability and security. Your success is measured by developer velocity, reduced operational toil, and the quality of self-service tools you create.
• Work Requirements
• Hybrid or Remote (Utah preferred, open to other locations)
• Occasional availability during maintenance windows
• On-call rotation support for production infrastructure

We're looking for engineers who are excited about empowering developers, obsessed with automation, and think in terms of platforms. If you love building tools that make others more productive, we want to talk to you.