ACCOUNT EXECUTIVE • CREDIT UNIONS / BANKS
Bill Pay, From Both Sides of the Screen
A commercial perspective on PayNearMe, loan payments, and the operational chain behind every successful transaction.
Consumers see one click—or one scanned barcode—when a loan payment goes through. Behind that interaction sit payment initiation, authentication, card, ACH, mobile-wallet or cash acceptance, funding, settlement, posting, reconciliation, and exception handling.
I understand what a member sees when they make a payment—and what banks, credit unions, platforms, and processors must make happen behind the screen for that payment to post correctly.
THE COMMERCIAL PERSPECTIVE
One click is only the visible part.
A successful payment is not merely authorized. It must be convenient for the member, usable by operations, correctly posted, and economical for the institution.
Banks and credit unions do not modernize loan payments simply because a newer interface exists. The business case emerges when payment friction creates measurable consequences: avoidable service calls, manual exceptions, delayed posting, limited payment choice, return activity, and a higher total cost of acceptance.
PayXM connects the member experience at the front end with the operational efficiency required behind it. That gives the institution a reason to modernize the complete payment experience rather than bolt on another isolated payment method.
THE PAYMENT EXPERIENCE GAP
PayNearMe’s representative lending model estimates $7.22 in total cost per payment—approximately 6× the transaction fees typically measured. More than 80% of the total cost exists outside transaction fees, across customer experience, support, and operations.
Source: PayNearMe, Payment Experience Gap Report, June 2026 — modeled estimates intended to illustrate order-of-magnitude impact.
“The payment experience belongs to the member. The outcome belongs to the entire institution.”
FROM INITIATION TO POSTING
The payment chain I understand
The customer-facing transaction is only the beginning. The quality of the complete experience depends on what happens across systems, teams, payment rails, data handoffs, posting logic, and exception workflows after the member presses “Pay.”
Initiation
& Authorization
or Cash
Settlement
Posting
& Returns
HOW I WOULD SELL IT
Operational Discovery: From Member Click to Account Posting
Strong payment discovery begins with the member experience, then follows the transaction through every system and operational handoff. The objective is not to conduct a generic product demo. It is to uncover where payment friction creates service costs, manual work, delayed posting, risk, or lost digital adoption.
Member Experience
Understand how members currently pay, where friction appears, and which problems move customers from self-service into assisted channels.
- Where do members encounter friction or abandon the payment process?
- Which payment issues create avoidable calls or servicing activity?
Payment Operations
Trace the transaction from initiation through funding, settlement, final posting, and reconciliation.
- Walk me through a payment from member initiation through final account posting.
- Which systems and handoffs sit between the payment experience and the core or loan system?
Exceptions & Returns
Identify the transactions that break, return, post incorrectly, or require manual investigation.
- Where do transactions most often break, return, or require manual research?
- What typically delays a payment from becoming correctly usable in the institution’s records?
Economics & Impact
Translate payment friction into measurable operating and customer consequences.
- What does the institution currently spend on assisted payments, manual exceptions, and fragmented acceptance?
- If this friction disappeared, which outcome would matter most: fewer calls, lower cost, faster posting, or greater digital adoption?
Decision & Implementation
Understand ownership, integration requirements, internal priorities, and the outcomes needed to justify change.
- Who owns the payment experience across lending, digital banking, operations, finance, and technology?
- What would need to be true internally for modernization to become a priority this year?
Discovery should reveal not only whether the current payment method works, but whether the complete payment experience works efficiently for the member and the institution.
RELEVANT EXPERIENCE
Payments acceptance evolved into payment operations.
At Bank Up, I sold within a payment-operations business supporting $4B+ annually across banking, utilities, municipalities, and property management. The difficult problems were often not accepting the payment but everything after it: reconciliation, remittance data, exception handling, posting requirements, and treasury workflows.
The reconciliation, exception-handling, and posting workflows I sold into at Bank Up are the same operational backbone PayXM modernizes for banks and credit unions.
My earlier merchant-payments experience established the front-end foundation. Bank Up expanded that understanding into treasury, operational receivables, partner ecosystems, and the downstream work required to make payment funds and data usable.
TRACK RECORD
A hunter who can translate complexity and create pipeline.
FULL-CYCLE CONVERSION
Sustained an approximately 25% close rate across a high-volume SaaS sales motion averaging approximately 80 scheduled executive conversations per month.
ENTERPRISE EXPANSION
Expanded one enterprise relationship from two locations to approximately 1,500 through executive-level, education-driven selling.
BANKING PIPELINE
Built an outbound banking pipeline from zero, developing more than 20 regional and national bank opportunities across treasury, RDC, reconciliation, and operational receivables.
COMMERCIAL TRANSLATION
Built research-driven GTM perspectives across payments, banking, utilities, property management, vertical SaaS, and partner ecosystems—turning technical and operational capability into executive business value.
A PRACTICAL START
Build fluency. Create coverage. Advance opportunities.
Learn the Motion
- Develop deep PayXM product fluency across payment methods, member experience, account posting, reporting, and exception workflows.
- Study successful bank and credit-union customers, competitive wins, stalled opportunities, and common implementation concerns.
- Align with Sales leadership, credit-union subject-matter experts, technical teams, Marketing, Product, Implementation, and Client Services.
- Understand the existing qualification, demonstration, forecasting, and handoff process.
Build the Pipeline
- Segment banks and credit unions below $30B in assets by lending mix, digital-payment maturity, member-service friction, and operational triggers.
- Build targeted outbound sequences grounded in institution-specific payment and servicing conditions.
- Multi-thread across lending, payments, digital banking, operations, finance, technology, and member experience.
- Use operational discovery to qualify pain, urgency, decision ownership, implementation feasibility, and measurable value.
Advance and Convert
- Lead tailored demonstrations and business cases tied to member adoption, servicing efficiency, payment choice, exception reduction, and cost of acceptance.
- Advance qualified opportunities through technical evaluation, commercial alignment, and decision planning.
- Maintain disciplined CRM hygiene and accurate forecasting.
- Build sufficient qualified pipeline coverage to support the role’s objective of three to four closed deals per quarter.
A successful payment has to work for everyone it touches.
That is the fit I would bring to PayNearMe: a seller who understands that payment experience, operational execution, and institutional economics are not separate conversations. They are one commercial story.