***The Head of Payments is a Director-level position, referenced in this job description by our internal title "industry lead"
Location: Preference for Charlotte, Atlanta, or Dallas, but open to considering candidates in other US cities.
Travel: Required minimum once per month or roughly 25% (international travel likely)
The Industry Lead for North America is responsible for defining and executing the North America payments industry strategy, ensuring Endava achieves sustainable revenue and margin growth across the entire commercial ecosystem. This role extends to include all salespeople, Client Partners, and Industry Advisors, nurturing their growth, capability, and performance.
The Industry Lead partners closely and collaborates with the Financial Services Managing Director and all FS Industry Leaders, ensuring alignment across regions, portfolios, accounts, and market strategies. They serve as the senior industry figurehead, representing Endava externally with clients, partners, analysts, and industry bodies, and internally by influencing industry-wide priorities and ensuring commercial execution at scale.
This senior leader is accountable for driving industry-wide growth, embedding governance and compliance, ensuring consistent commercial standards, and building a high-performance, inclusive culture. They provide coaching, accountability, and escalation support across sales, client partner, and industry advisor communities, ensuring client success, colleague development, and measurable industry impact.
Responsibilities:
Leadership
- Lead, develop, and nurture the full payments commercial community including salespeople, client partners, and industry advisors.
- Set clear performance targets and career pathways for all commercial roles.
- Drive structured learning, mentoring, and succession planning across the ecosystem.
- Foster an inclusive, high-performance culture aligned with Endava’s values and DE&I commitments.
- Provide senior leadership and escalation support for complex commercial negotiations, client challenges, or industry issues.
Industry Growth
- Define, execute, and refresh the North America payments industry strategy in partnership with the FS Managing Director and FS Industry Leaders.
- Shape and drive North America go-to-market plans, aligning campaigns, propositions, and account-level activity with industry objectives.
- Collaborate across portfolios and regions to identify growth opportunities, cross-sell initiatives, and new pursuits.
- Partner with marketing, delivery, and business development to raise Endava’s profile and industry presence.
- Act as senior spokesperson in the market, representing Endava to clients, analysts, and industry bodies.
Financial Management
- Own delivery of industry-level revenue and margin targets, ensuring sustainable growth.
- Drive forecasting, budgeting, and reporting accuracy across all portfolios.
- Maintain governance and compliance standards, including deal margin approvals, risk management, and commercial signoffs.
- Balance sales investment and resource allocation across accounts, campaigns, and industry initiatives to maximise ROI.
Operational Excellence
- Embed consistent cadences, reporting, and governance across all commercial roles in payments.
- Ensure adoption of best practices in pursuit management, pipeline management, and client engagement.
- Drive continuous improvement, knowledge sharing, and collaboration across sales, CPs, and IAs.
- Champion adoption of Endava’s frameworks such as TEAM and Business Winning Model across the FS commercial ecosystem.
Customer Experience and Brand
- Ensure consistent delivery of outstanding client experiences across all portfolios.
- Sponsor or co-lead industry-defining pursuits and strategic accounts annually.
- Strengthen client satisfaction and trust by resolving escalations, improving NPS or CSAT, and capturing cross-functional success stories.
- Actively position Endava as a leading industry player through thought leadership, partnerships, and client advocacy.
People and Culture
- Act as the senior sponsor for commercial capability development across payments.
- Build a clear pipeline of talent through succession planning, capability building, and structured development programmes.
- Drive engagement across sales, CPs, and IAs, ensuring motivation, retention, and progression opportunities.
- Promote diversity, equity, and inclusion across commercial hiring, progression, and leadership.
Innovation and Capability
- Lead and sponsor industry innovation programmes in collaboration with clients and partners.
- Introduce and scale new FS commercial solutions, including digital and AI-enabled offerings.
- Pilot and embed new industry operating models, delivery models, and go-to-market approaches.
- Encourage experimentation and continuous improvement across the FS commercial ecosystem.
- Typically educated to bachelor degree level, holds a relevant professional qualification and may have a postgraduate qualification such as an MSc, MBA, or other appropriate business, engineering, scientific or industry qualification.
Previous Experience
- Minimum of 10-15 years of professional experience in client management or a similar senior leadership role.
- Proven track record of driving significant revenue and margin growth within a diverse portfolio.
- Extensive experience in developing and executing client strategies that drive business growth and enhance client satisfaction.
- Demonstrated success in managing account P&L and achieving financial targets.
- Experience in leading and mentoring high-performing teams.
- Strong background in client engagement and building senior-level client relationships.
- Proven ability to collaborate and influence across various levels of an organization.
- Experience in strategic initiatives and driving continuous improvement.
Prior Knowledge and Skills
- Deep expertise in client relationship management and strategic planning.
- Exceptional leadership, negotiation, and relationship management abilities.
- Strong business acumen and ability to identify and capitalize on growth opportunities.
- Excellent communication skills, both written and verbal, with the ability to engage with senior stakeholders (C-level).
- Proven ability to manage multiple priorities and work independently in a fast-paced environment.
- Advanced problem-solving and decision-making capabilities under pressure.
- In-depth understanding of industry trends, market dynamics, and financial analysis.
- Commitment to continuous personal development and staying current with industry trends.
- Demonstrated ability to influence change and drive organizational transformation.
- Strong accountability for achieving results and maintaining high performance standards.
- Proficiency in financial management, including P&L management, forecasting, and risk management.
- Experience in driving continuous improvement and innovation in client solutions and service delivery.
Discover some of the global benefits that empower our people to become the best version of themselves:
- Finance: Competitive salary package, share plan, company performance bonuses, value-based recognition awards, referral bonus;
- Career Development: Career coaching, global career opportunities, non-linear career paths, internal development programmes for management and technical leadership;
- Learning Opportunities: Complex projects, rotations, internal tech communities, training, certifications, coaching, online learning platforms subscriptions, pass-it-on sessions, workshops, conferences;
- Work-Life Balance: Hybrid work and flexible working hours, employee assistance programme;
- Health: Global internal wellbeing programme, access to wellbeing apps;
- Community: Global internal tech communities, hobby clubs and interest groups, inclusion and diversity programmes, events and celebrations.
Additional Employee Requirements
- Participation in both internal meetings and external meetings via video calls, as necessary.
- Ability to go into corporate or client offices to work onsite, as necessary.
- Prolonged periods of remaining stationary at a desk and working on a computer, as necessary.
- Ability to bend, kneel, crouch, and reach overhead, as necessary.
- Hand-eye coordination necessary to operate computers and various pieces of office equipment, as necessary.
- Vision abilities including close vision, toleration of fluorescent lighting, and adjusting focus, as necessary.
- For positions that require business travel and/or event attendance, ability to lift 25 lbs, as necessary.
- For positions that require business travel and/or event attendance, a valid driver’s license and acceptable driving record are required, as driving is an essential job function.
*If requested, reasonable accommodations will be made to enable employees requiring accommodations to perform the essential functions of their jobs, absent undue hardship.
USA Benefits (Full time roles only, does not apply to contractor positions)
- Robust healthcare and benefits including Medical, Dental, vision, Disability coverage, and various other benefit options
- Flexible Spending Accounts (Medical, Transit, and Dependent Care)
- Employer Paid Life Insurance and AD&D Coverages
- Health Savings account paired with our low-cost High Deductible Medical Plan
- 401(k) Safe Harbor Retirement plan with employer match with immediately vest
At Endava, we’re committed to creating an open, inclusive, and respectful environment where everyone feels safe, valued, and empowered to be their best. We welcome applications from people of all backgrounds, experiences, and perspectives—because we know that inclusive teams help us deliver smarter, more innovative solutions for our customers. Hiring decisions are based on merit, skills, qualifications, and potential. If you need adjustments or support during the recruitment process, please let us know.
