Senior Card Optimization Manager

Position Summary

Tipalti is seeking a Senior Card Optimization Manager to drive the adoption of our Card solutions and accelerate growth within our Mid-Market and Strategic customer portfolio. Reporting to the VP of Card, this highly visible role is a unique opportunity to directly impact a core revenue stream while helping to shape the strategy of a fast-growing team.

This client-facing role is key to accelerating Card adoption and requires a unique blend of strong relationship management, sales acumen, and project management expertise.  As the Card Subject Matter Expert (SME), you will be responsible for maximizing card adoption and long-term optimization efforts. This involves translating strategy into tangible execution, proactively identifying optimization opportunities, and leading cross-departmental efforts to enhance the customer journey. Success is achieved by partnering closely with Sales, Onboarding, Customer Success and Supplier Enablement teams to ensure clients realize the full value of Tipalti, while successfully achieving key retention and card revenue targets.

Why join Tipalti?

Tipalti is the AI-powered platform for finance automation, elevating how finance teams operate in the global economy. We empower our customers to scale faster and smarter by removing the complexities of doing global business and accelerating their finance operations efficiency. Our platform provides a comprehensive suite of finance automation solutions designed for mid-market businesses across accounts payable, global payouts, procurement, employee expenses, corporate cards, supplier management, tax compliance, and treasury. Tipalti partners with leading financial institutions such as Citi, Wells Fargo, J.P. Morgan, and Visa, enabling over 5,000 global companies to efficiently and securely pay millions of suppliers and payees across 200+ countries and territories, in 120 currencies.

At Tipalti, we pride ourselves on our collaborative culture, the quality of our product and the capabilities of our people. Tipaltians are passionate about the work they do, and keen to get the job done. Tipalti offers competitive benefits, a flexible workplace, career coaching, and an environment where diverse individuals can thrive and make an impact. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together. 

Founded in Israel in 2010, Tipalti is a global business headquartered in the San Francisco Bay Area (Foster City) with offices in Tel Aviv, Plano, Toronto, Vancouver, London, Amsterdam, Tbilisi and Medellin.

In this role, you will be responsible for:

• Portfolio Segmentation & Management: Oversee a diverse portfolio of Mid-Market accounts, effectively segmenting the base to balance "mid-touch" efficiency with "high-touch" white-glove engagement as needed.
• Drive Client Adoption and Revenue: Lead engagement efforts to expand card usage within both the existing customer base and net new clients, focusing on card optimization throughout the entire customer journey (sales, onboarding, and long-term optimization).
• Cross-Functional Collaboration: Partner closely with Sales, Onboarding, Customer Success and Supplier Enablement to ensure a seamless and high-quality card adoption experience from the initial sales cycle through kickoff and beyond.
• Spend Analysis & Optimization: Perform comprehensive analysis of client supplier files to identify virtual card opportunities, providing actionable recommendations to optimize their payment processes.
• SME Support: Serve as the Card subject matter expert (SME) during the sales cycle and onboarding process to ensure optimal card adoption and configuration.
• Supplier Enablement Alignment: Design effective supplier engagement strategies in partnership with the Supplier Enablement team to accelerate time-to-launch and maximize campaign success.
• Performance Reporting: Track and report on progress across all stages of active projects, presenting results and identifying future opportunities for payment optimization to internal and external stakeholders.
• Process Evolution: Continuously evaluate and refine processes, offering insights that improve team efficiency, client engagement playbooks, and revenue growth.

The Ideal Candidate

We are seeking a highly experienced, B2B Card industry-expert who is proactive and adept at navigating the complexities of a fast-growing fintech organization. We are looking for:

• Self-Directed Ownership: The ability to work with a high degree of independence while maintaining the judgment to know when to escalate issues or seek guidance.
• Portfolio & Pipeline Management: 8+ years of experience managing a large portfolio and a structured pipeline of opportunities, with a focus on high-velocity execution and account segmentation.
• Sales Acumen: Strong ability to articulate value propositions, handle client objections, and effectively navigate the Tipalti organization to drive results.
• Subject Matter Expertise: A solid grasp of B2B Card/Virtual Card offerings and the ability to communicate the value of card adoption to diverse stakeholders.
• Collaborative Mindset: A track record of working effectively with cross-functional teams (Sales, CS, Product, Supplier Enablement) to drive projects toward timely and successful execution.
• Results-Oriented: A proven history in client-facing roles that balance relationship building with a focus on hitting revenue and adoption KPIs.

About you 

• Experience: 8+ years of professional experience in Sales or Account Management, ideally within commercial credit cards, virtual cards, or B2B payments.
• Mid-Market Background: Proven experience managing Mid-Market or Enterprise-level client relationships.
• Education: Bachelor’s degree in Finance, Business, Marketing, or a related field.
• Technical Skills: Proficiency with CRM tools (Salesforce), MS Excel (data analysis), presentation software (PowerPoint), and Google Suite.
• Communication: Excellent written and verbal communication skills, with the ability to present solutions clearly and concisely to clients and internal partners.

Adaptability: Ability to manage multiple client engagements and prioritize effectively in a fast-paced, highly dynamic environment.

Our benefits package includes:

• Competitive salary and stock options
• Matching 401K
• Extended benefits, Employee Assistance Program, life insurance, AD&D, LTD
• Maternity, Paternity and Fertility Treatment benefits
• 15 days of PTO
• Phone/internet allowance 
• Regular company-wide social events
• Multiple ERG groups celebrating our diversity and creating an inclusive culture 

Tipalti’s sales teams drive global growth for our best-in-class product. Whether you are an account executive, sales development representative, or solutions consultant, you’ll be joining a team of individuals who thrive within a fast-paced, metrics- and performance-driven sales organization. Our collaborative culture ensures that our sales teams work as one to deliver on common goals, whilst being provided with the resources to learn and grow via the Tipalti Academy.