Partner Business Development Lead

Responsibilities include:

• Define and execute partner strategy in coordination with SVP Product.
• Own revenue from third-party partner products and build a repeatable co-sell motion with partner AEs.
• Embed partner products into the core sales cycle to drive attach and expansion.
• Define the GTM model for each partner (referral, reseller/wholesale, co-sell) and negotiate agreements with Legal.
• Build offers, bundles, and pricing tiers; manage MDF and co-marketing agreements; maintain commercial guardrails.
• Enable AEs/AMs with sales plays, battlecards, and ROI stories; ensure demo-readiness with Product.
• Run joint pipeline reviews; manage partner opportunities in HubSpot; track forecast and performance.
• Lead partner sponsorship outreach for the annual client conference together with Marketing.
• Collaborate directly with SVP Revenue and SVP Product on high-visibility initiatives.
• Work cross-functionally with Marketing, Legal, InfoSec, and Product to align partner solutions with sales execution.

What you bring:

• 5–8+ years of experience in SaaS partnership business development, co-sell, or product-led sales with revenue ownership.
• Proven experience in contract negotiation and agreement management (referral, reseller/wholesale, co-sell models).
• Demonstrated ability to execute in the field with partner AEs, from pipeline creation to close.
• Technical fluency in API/SDK integrations, SSO (SAML/OIDC), and data feeds/webhooks; ability to translate feasibility into commitments.
• Strong skills in financial modeling (pricing, margins, ROI) and disciplined pipeline/forecast management.
• Excellent communication and presentation skills at the executive level.
• Experience in fintech or digital banking, vendor due diligence (SOC 2), or leveraging events and sponsorships is a plus.

How success is measured:

• Growth in partner ARR and attach rate (new and expansion deals).
• Number and win rate of joint opportunities per quarter.
• Time-to-first-demo and time-to-close for partner products.
• Forecast accuracy and gross margin on partner products.
• NRR uplift and ROI/payback accuracy for partner initiatives.

Compensation, benefits, and perks

• Competitive pay that reflects your experience and impact
• 401(k) retirement savings plan to support your long-term financial goals
• Comprehensive medical and dental insurance for you and your family
• Life insurance, plus short-term and long-term disability coverage for extra security
• Paid vacation and sick leave so you can take time off when you need it
• Company-paid home internet to keep you connected while working remotely
• A remote-first culture designed for collaboration across the country