Enterprise Sales Director

Boku Inc. (BOKU.L) is the leading global provider of local mobile-first payments solutions. Global brands including Amazon, DAZN, Meta, Google, Microsoft, Netflix, Sony, Spotify, and Tencent rely on Boku to reach millions of new paying consumers who do not use credit cards with our purpose-built payment network of more than 300 local payment methods across 70+ countries. Every year, Boku processes over $10 billion in value for our customers. Incorporated in 2008, Boku is headquartered in London and San Francisco and has employees in over 39 countries around the world, including Brazil, China, Estonia, Germany, Ireland, Japan, Singapore, and the UAE. Boku is a truly global company that takes pride in its diversity and thriving equal opportunity workplace.

Role Purpose

To originate, progress and close complex enterprise opportunities within assigned regions, converting validated pipeline into contracted revenue and long-term merchant partnerships.

The Enterprise Sales Director is personally accountable for enterprise revenue delivery and for progressing opportunities generated by Sales Executives. The role combines senior hunting and closing responsibility with structured oversight of early-stage opportunity development to ensure disciplined pipeline conversion.

Key Responsibilities

Proactively identify and pursue high-value enterprise opportunities

Own and close complex multi-stakeholder enterprise sales cycles

Take ownership of validated leads generated by Sales Executives

Define and execute structured opportunity progression plans

Lead discovery, solution positioning and commercial alignment

Drive commercial negotiations and contract finalization

Lead and oversee complex RFP processes

Maintain disciplined pipeline management and accurate forecasting

Provide clear direction and feedback to Sales Executives on opportunity quality

Involve Sales Executives in deal cycles to support capability development

Align with Product, Marketing, Legal and Delivery to ensure competitive positioning and operational feasibility

Key Skills and Competencies

Enterprise Deal Leadership: Demonstrated ability to lead and close complex multi-stakeholder enterprise transactions

Opportunity Progression Management: Structured approach to managing validated opportunities through pipeline stages

Commercial Negotiation: Strong negotiation capability across pricing and contract structures

Forecast and Pipeline Discipline: Maintains accurate and realistic revenue visibility

Execution-Focused Coaching: Provides direct and practical feedback to improve Sales Executive output

Strategic Stakeholder Engagement: Comfortable operating with senior merchant stakeholders

Qualifications

Minimum five years experience in enterprise B2B sales

Demonstrated track record of closing complex enterprise deals

Experience leading RFP processes and commercial negotiations

Experience within fintech, payments or B2B technology preferred

Regional experience aligned to assigned territory