Nichole Ray
Laguna Niguel
Summary
Results-driven payment processing expert with 17+ years of experience generating over $300MM in revenue through ISO/agent recruitment, merchant acquisition, and strategic partnerships. Skilled in contract negotiation, compliance, and both low and high-risk account management. Proven ability to exceed sales quotas, cultivate long-term relationships, and deliver exceptional client support. Proficient in leveraging sales partner channels for sustainable business growth.
Overview
17
17
years of professional experience
1
1
Certification
Work History
Business Development Manager
Independent Sales Organization – Merchant Service Consultants
Laguna Niguel, CA
12.2021 - Current
- Advise business owners on tailored payment processing solutions, increasing client satisfaction.
- Grow new merchant relationships while managing existing accounts responsive to market trends.
- Increase revenue while ensuring compliance and risk management, resulting in high customer satisfaction levels.
- Develop partnerships with agents, ISOs, associations, and affiliate marketers to expand and scale revenue.
- Support the sales team by working directly on merchant accounts to resolve issues, increase activation, retain merchants, and improve customer satisfaction.
Director of Business Development
ClearPay Processing
Huntington Beach, CA
03.2025 - 08.2025
- Negotiated over 20 partner contracts and Schedule A agreements, optimizing partnership outcomes.
- Recruited independent sales agents generating over $10MM in revenue through low-risk accounts and providing comprehensive partner support.
- Cultivated relationships with ISOs and agents, negotiated agent agreements and schedule As, trained sales partners, provided support, and managed ISO/Agent relationships.
Sales Director
Netpay Bankcard | High Risk Pay
Irvine, CA
09.2024 - 03.2025
- Managed inside sales agents and optimized inbound high-risk leads to maximize lead conversion rates.
- Generated new merchant relationships while maintaining existing accounts, emphasizing compliance and risk management.
- Built strategic partnerships with associations and developers to adapt to evolving market trends.
- Track, measure, and report on sales team performance and KPIs, ensuring ROI.
Business Development Director II
North American Bancard
Troy, MI
02.2022 - 01.2024
- Recruited and developed teams of ISOs, Independent Agents, and ISVs, enhancing overall sales capabilities.
- Negotiated over 200 partner contracts and Schedule A agreements, improving service diversity and revenue streams.
- Generated $44MM+ in revenue across high-risk and low-risk accounts, while providing partner training on compliance policies.
- Handle escalations, including merchants placed on hold or with reserves on their accounts, assisting them with fund releases and resolving account-related concerns.
- Attended industry conventions. (WSAA, SEAA, MWAA, ASE, ASW)
Associate Director, ISO & Agent Sales, Mid-Market Division
Paysafe Group
Irvine, CA
06.2021 - 12.2021
- Executed solution-based sales strategies to establish new acquiring partnerships, increasing market penetration.
- Negotiated agent agreements and schedules. Managed sales partner relationships, pre-vetted accounts, and provided solution and pricing support.
- Generated over 100 high-risk merchant accounts monthly through effective partner channels.
- Identify and activate new partnership opportunities that align with company growth and market expansion goals.
- Attended industry conventions. (WSAA, SEAA, MWAA, ASE, ASW)
- Focused on high-risk verticals (e.g., nutra, adult, gaming, cannabis, MLM and travel)
Business Development Manager, ISO & Agent Recruiter
Trinity Payment Solutions
Orange, CA
03.2021 - 06.2021
- Executed solution-based sales for acquiring partnerships, contributing to market expansion.
- Cultivated over 35 ISO and agent relationships to submit high-risk accounts. Managed sales partners relationships, pre-vetted all submissions.
- Assure a complete package of required documents prior to submitting to underwriting.
- Drive partner enablement by aligning product strategy, supporting onboarding, and training, and working with marketing and sales to build go-to-market assets.
Business Development Manager
Electronic Commerce LLC
Newport Beach, CA
08.2013 - 03.2021
- Produced over 100 new merchant accounts monthly for 5 consecutive years, achieving top sales producer status from 2013 to 2017.
- Increased company revenue by over $300MM through strategic ISO relationships and direct sales initiatives.
- Recruited, trained, and managed teams of over 50 sales agents and a 15-member telemarketing team.
- Point of contact for underwriting support and relationship management while managing the sales team.
Sales Team Lead
Merchant Services-SBGA
Irvine, CA
11.2008 - 08.2013
- Managed a team of outside sales managers and inside lead generators, driving team performance.
- Consistently exceeded sales quotas annually through effective leadership and strategy implementation.
- Delivered comprehensive full-cycle merchant acquisition projects, providing tailored agent support.
- Generate leads and manage the regional managers calendar and schedule.
Education
Marketing -
Orlando College
Orlando, FL01.1988
Skills
- Contract Negotiation
- ISO/Agent Recruitment
- Relationship Management
- Merchant Acquisition
- PCI DSS
- AML
- NACHA
- OFAC
- Underwriting Policies
- High-Risk & Low-Risk Accounts
- POS Systems
- Gateways
- Virtual Terminals
- Mobile & Online Payments
- APIs
- SaaS
- Valor
- Dejavoo
- FDs
- Clovers
- Ingenico
- PAX Terminals
- Team Training
- Incentive Programs
- Cross-Functional Collaboration
- Performance Management
- Salesforce
- Microsoft Office
- Google Suite
- Adobe
- CRM Platforms
- IRIS
- Access One
- TransLink
Certification
- AML (Anti-Money Laundering)
- PCI DSS Compliance
- OFAC (Office of Foreign Assets Control)
- NACHA Compliance
- Cybersecurity
Timeline
Director of Business Development
ClearPay Processing
03.2025 - 08.2025
Sales Director
Netpay Bankcard | High Risk Pay
09.2024 - 03.2025
Business Development Director II
North American Bancard
02.2022 - 01.2024
Business Development Manager
Independent Sales Organization – Merchant Service Consultants
12.2021 - Current
Associate Director, ISO & Agent Sales, Mid-Market Division
Paysafe Group
06.2021 - 12.2021
Business Development Manager, ISO & Agent Recruiter
Trinity Payment Solutions
03.2021 - 06.2021
Business Development Manager
Electronic Commerce LLC
08.2013 - 03.2021
Sales Team Lead
Merchant Services-SBGA
11.2008 - 08.2013
Marketing -
Orlando College