Strategic Partner Director, Channel Sales

WHY the company?

The company is building the identity trust infrastructure for the digital economy — verifying 100% of good identities in real time and stopping fraud before it starts. The mission is big, the problems are complex, and the impact is felt by businesses, governments, and millions of people every day.

We hire people who want that level of responsibility. People who move fast, think critically, act like owners, and care deeply about solving customer problems with precision. If you want predictability or narrow scope, this won’t be your place. If you want to help build the future of identity with a team that holds a high bar for itself — keep reading.

ABOUT THE ROLE

The company's mission is to verify 100% of good identities in real time and eliminate identity fraud across the digital economy. We're hiring a Strategic Partner Director, Channel Sales, to build and grow the partnerships that bring the company to banks, credit unions, and other financial institutions.

You'll own the company's most important channel relationships in financial services, including core banking providers, digital banking and account-opening platforms, banking-as-a-service providers, and systems integrators. You'll act as the connective tissue between partners and the company's Sales, Product, Marketing, and Legal teams, turning partnerships into a repeatable source of revenue.

This is a senior, quota-carrying role for a partnerships leader who knows how financial institutions buy technology and who can build trust at the executive level. You'll own partner-sourced and partner-influenced revenue and shape how the company scales across the financial services market.

WHAT YOU'LL DO

PARTNER STRATEGY & DEVELOPMENT

• Define and execute a channel strategy for financial services that identifies the partners, partnership models, and target segments that will drive the most revenue.

• Recruit, negotiate, and close new strategic partnerships, including referral, reseller, embedded, and OEM agreements, in partnership with Legal and Finance.

• Own and grow relationships with the company's most important financial services partners, building trust at the executive, product, and sales levels.

• Build joint business plans with each strategic partner, with clear revenue targets, target accounts, integration milestones, and go-to-market commitments.

CHANNEL SALES & PIPELINE

• Own partner-sourced and partner-influenced pipeline and revenue targets for financial services.

• Run joint account planning and co-selling with partner sales teams to win new banks, credit unions, and fintechs.

• Partner with the company Account Executives to bring partners into direct deals where they add value, and manage deal registration and channel conflict fairly.

• Maintain accurate partner pipeline, forecasts, and activity in Salesforce, and report on channel performance to sales leadership.

CROSS-FUNCTIONAL PARTNERSHIP

• Work with Product and Engineering to prioritize and deliver partner integrations that make the company easy to buy and deploy through each platform.

• Partner with Marketing on joint campaigns, events, content, and co-branded materials that build demand with partners' customer bases.

• Train partner sales and solutions teams on the company's products, value propositions, and ideal customer profile so they can position the company with confidence.

• Bring partner feedback, market insights, and competitive intelligence into the company's product and go-to-market planning.

• Establish and track KPIs tied to partner-sourced pipeline, partner-influenced revenue, partner activation, and deal velocity.

WHAT YOU BRING

• 10+ years of enterprise sales or business development experience, with at least 5 years in channel sales, strategic alliances, or partnerships at a financial services technology company.

• A track record of meeting or exceeding partner-sourced revenue targets and closing complex, multi-party deals.

• An established network across banks, credit unions, and the technology providers that serve them, such as core banking, digital banking, and banking-as-a-service platforms.

• Experience negotiating partnership agreements, including referral, reseller, embedded, and OEM models.

• The ability to explain complex, data-driven technology in clear business terms to partner and customer executives.

• Experience working closely with product, marketing, legal, and sales teams, and influencing cross-functional stakeholders without direct authority.

• Analytical rigor and comfort building partner business cases, forecasts, and performance reporting.

• Strong organizational skills and the ability to manage multiple strategic partners and deals at once in a fast-moving environment.

• Bonus: experience selling identity verification, fraud prevention, KYC/AML, or RegTech solutions, or experience building a channel program from the ground up.

The company is an equal opportunity employer that values diversity in all its forms within our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

If you need an accommodation during any stage of the application or hiring process—including interview or onboarding support—please reach out to the company recruiting partner directly.

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