Job Description
Come shape the future of education with us.
At Compass, we’re on a mission to transform the school day for everyone - from staff and students to families and administrators. We build smart, seamless technology that empowers schools to focus on what really matters: learning, growing and thriving.
That mission has fuelled our growth into a global scale-up, now supporting 5,000+ schools across three countries, backed by a team of 300+ people. Payments is one of our most significant growth opportunities and we’re looking for the right leader to own it.
We’re now looking for a Head of Payments to join our team.
About the Role
Reporting to the Chief Revenue Officer, this is a high-impact leadership role owning the go-to-market motion for our payments product end-to-end. Thousands of schools already rely on Compass to run their day, and a growing number trust us with their parent payments, fee collection and in-app transactions. The opportunity now is to bring payments to every Compass school that should be using it.
You’ll lead a team of two payments specialists, partner closely with the broader Compass sales organisation and be accountable for payments revenue, attach rate and active usage across our customer base. The primary focus is driving adoption inside our existing school base, alongside ensuring payments is part of every new-school conversation.
What you’ll do
Go-to-Market Strategy & Targets
- Own the payments GTM plan including targets, segmentation, territory design and quarterly priorities.
- Set and deliver on payments revenue, attach rate and adoption KPIs across the existing customer base and new logos.
- Build the sales playbook for payments - discovery, value proposition, objection handling, commercial framing and competitive positioning.
Customer Base Expansion
- Drive attach and expansion across Compass’s existing school base - moving schools from awareness to activation to full adoption of payments.
- Design and execute adoption programs that get more parents transacting, more use cases live and more volume flowing through Compass payments.
- Identify and prioritise the segments, regions and customer profiles where payments will land hardest.
New-School Sales Partnership
- Partner with the core Compass sales team to ensure payments is positioned, scoped and sold as part of every new-school deal where it fits.
- Equip new-business Account Executives with the tools, training and deal support they need to close payments alongside the core platform.
Team Leadership
- Lead, hire and develop a high-performing team of payments sales reps and adoption specialists.
- Set the operating cadence - pipeline reviews, forecasting, deal inspection and adoption reporting.
- Coach the team on consultative selling, business case development and navigating school decision-makers.
Cross-Team Partnership
- Work with the CRO and wider revenue org to align payments with broader GTM strategy and forecasting.
- Partner with Marketing on campaigns, content and demand generation specific to payments.
- Feed customer signal back to Product on what is blocking adoption and what would unlock the next wave of growth.
About You
This is an ownership-oriented role suited to a commercially sharp sales leader who thrives in a scale-up environment, is energised by building from the ground up and knows how to drive adoption as well as net-new revenue.
You will bring:
- 7+ years in B2B SaaS or payments sales, with at least 3 years leading a sales and/or adoption team carrying revenue targets.
- Proven track record of driving product attach and adoption inside an existing customer base - not just net-new logo sales.
- Strong commercial instincts: comfortable with pricing, deal construction and building business cases for customers.
- Experience selling payments, fintech or a financial product - particularly if it involved getting customers to switch payment providers or activate new payment flows.
- Demonstrated ability to build and run a GTM playbook from the ground up: segmentation, messaging, enablement and measurement.
- Strong forecasting discipline and comfort operating in a metrics-driven revenue organisation.
Highly regarded:
- Experience selling into schools, education or other community/membership-driven verticals.
- Experience with payments products in Australia, cards, direct debit, BPAY, PayTo, and the commercial dynamics involved.
- Background partnering with a broader sales org to land embedded or attached products.
Why Join Compass
You’ll join a purpose-driven company at a genuinely exciting stage of growth, with the opportunity to make a real impact on education at scale.
What we offer:
- A hybrid working environment across our office hubs.
- Learning and development opportunities, including a dedicated PD budget.
- 24⁄7 access to our Employee Assistance Program (EAP), including face-to-face, phone and live chat support.
- A parental leave program for both primary and secondary carers.
- Regular team events, social budgets and in-office perks to keep you connected — from team lunches to end-of-week socials.
- Employee Referral Program.
- A supportive, inclusive culture where your voice is valued and heard.
Compass is proud to be an equal opportunity employer. We embrace and celebrate diversity and are committed to creating an inclusive environment for all employees.
Prior to commencing employment, you’ll need:
- A satisfactory National Police Check
- A valid Working with Children’s Check
- Verification of unrestricted work rights in Australia (e.g. citizenship, passport or birth certificate)
Ready to Apply?
If you’re excited by the opportunity to build, own and scale payments GTM in a growing SaaS business, we’d love to hear from you.
Find out more about Compass on our website - www.compass.education.
