Director, Strategic Partnerships & Channel Sales (Fintech)

Location: Mountain View, California, United States; hybrid workplace

Base salary: $155,000–$175,000 per year. OTE: $200,000–$227,000.

Company

AI-powered fraud and risk platform providing SaaS solutions for fraud detection, anti-money laundering, financial crime prevention, and real-time risk management.

What you will do

• Build, manage, and grow strategic partnerships across reseller, referral, marketplace, banking, payments, and fintech ecosystems.
• Own partner-sourced and partner-influenced pipeline, quota, ARR, and revenue targets.
• Develop repeatable enablement programs covering account mapping, pipeline reviews, sales training, co-selling, and joint go-to-market plans.
• Identify, qualify, progress, and close partner-led opportunities with partners and internal Sales teams.
• Translate fraud, AML, risk, AI, API, and data platform capabilities into joint value propositions for partners and customers.
• Track partner activation, win rates, time-to-first-deal, pipeline, and revenue contribution while building scalable ecosystem playbooks.

Requirements

• Bachelor’s degree is required.
• 7+ years of experience in enterprise SaaS, fintech, or financial services go-to-market roles, including partnerships, channel sales, alliances, or ecosystem development.
• Demonstrated ownership of partner-sourced or partner-influenced revenue, including quota, pipeline, bookings, and attainment metrics.
• Experience working with banks, credit unions, financial institutions, fintechs, processors, payments companies, or related ecosystems.
• Hands-on experience with reseller, referral, platform, marketplace, embedded, OEM, or co-selling models.
• Strong executive communication, negotiation, commercial judgment, partner enablement, account mapping, and cross-functional execution skills.

Nice to have

• Experience in fraud, AML, financial crime, identity, KYC/KYB, device intelligence, authentication, or payment risk.
• Existing relationships across core banking, digital banking, payment processing, or fintech ecosystems.
• Growth-stage or startup experience building partner processes and operating cadence from the ground up.

Culture & Benefits

• Open, positive, collaborative, and results-driven work culture.
• Health insurance and paid time off.
• Stock options.
• 401(k) plan.