Director of Strategic Partnerships

Role Overview

• Lead the creation and implementation of strategies that leverage market trends, competitive insights, and target audience research to establish strategic partnerships and drive revenue growth.
• Drive the development of at least two new high-value partnerships per quarter that contribute directly to revenue goals.
• Negotiate and finalize agreements with partners in collaboration with legal and deal desk teams.
• Recruit, hire, and develop top-tier talent across business development, relationship management, and sales engineering.
• Meet or exceed sales quota targets by generating revenue through partner channels.
• Partner with Sales, Marketing, and Product leadership to align business development initiatives with corporate strategy.
• Establish KPIs and dashboards to evaluate funnel performance, team productivity, and partnership ROI.
• Work closely with Marketing to shape demand-generation campaigns, Sales to enhance partner-driven conversion, and Product to influence roadmap priorities based on partner needs and market trends.

Requirements

• Bachelor’s degree in Business, Finance, or a related field (or equivalent professional experience)
• Minimum of 5+ years in a senior leadership role (Director level or above) within B2B, FinTech, or Payments, managing cross-functional business development or partnerships teams of at least 5 direct reports.
• Demonstrated success in generating pipeline and closed revenue via ISVs, VARs, associations, and other partner ecosystems.
• Experience in building and leading high-performing, cross-functional teams in dynamic environments.
• Background in organizations of 100+ employees, with experience either scaling a smaller organization to this level or joining an established company at this scale.
• Proficiency with Salesforce for opportunity tracking, pipeline management, and forecasting.
• Strong financial acumen in interchange pricing and residual analysis.
• Expertise in contract negotiation, including legal redlines and creative problem-solving to achieve mutually beneficial outcomes.
• Solid understanding of payments industry products, services, and evolving trends, with the ability to translate technical concepts for diverse audiences.
• Familiarity with REST APIs and ability to support partners in integration troubleshooting and solution design.

Benefits

• Health, dental, and vision paid 100% by company for you and your dependents
• 401k with 6% match
• FSA and Dependent Care FSA
• Long-term & short-term disability coverage for you paid 100% by company
• 8 paid company holidays per year
• 2 paid floating holidays per year
• 1 paid volunteer day per year
• Paid Time Off
• Annual learning stipend
• Home office equipment stipend
• Quarterly “fun budgets” for team bonding events
• Opportunity to be part of a company that is changing a whole industry
• Opportunity for growth within the company
• Opportunity for remote, in-office, or hybrid work