Director, Channel Partnerships – B2B Payments

Build Strategic Partnerships. Accelerate Revenue. Shape the Future of B2B Payments.

Our Client, an established and growing provider of B2B payment technology and merchant acquiring solutions, is seeking a dynamic Director of Channel Partnerships to expand and lead its indirect sales ecosystem.

This is an exciting opportunity for an accomplished payments industry leader who knows how to identify strategic partners, build high-performing distribution channels, and translate relationships into meaningful revenue growth.

The ideal candidate brings deep experience across the merchant services landscape, particularly with Independent Software Vendors (ISVs), Value-Added Resellers (VARs), Independent Sales Organizations (ISOs), and technology integration partners.

In this highly visible leadership role, you'll have the opportunity to influence channel strategy, develop valuable industry relationships, and build a scalable partner network supporting continued growth across B2B payments, merchant acquiring, and embedded payment solutions.

What You'll Be Responsible For

Channel Strategy & Revenue Growth

• Develop and execute a comprehensive partner acquisition and growth strategy targeting ISVs, VARs, ISOs, fintech providers, and software integration partners.
• Identify and capitalize on opportunities across key verticals, including manufacturing, construction, B2B commerce, e-commerce, and nonprofit organizations.
• Build a consistent pipeline of high-value partners capable of generating sustainable merchant acquisition, payment processing volume, and recurring revenue.
• Establish measurable performance objectives around partner activation, merchant acquisition, processing volume, retention, and revenue growth.

Strategic Partner Development

• Recruit, negotiate, and onboard partners interested in reselling, referring, or embedding payment acceptance capabilities within their existing offerings.
• Cultivate executive-level relationships with strategic ISV, ISO, reseller, and integration partners.
• Structure competitive residual, revenue-sharing, reseller, and co-selling arrangements that align partner incentives with business objectives.
• Develop joint go-to-market initiatives and partner engagement strategies that accelerate adoption and maximize revenue opportunities.

Partner Enablement & Cross-Functional Leadership

• Design scalable partner onboarding, training, and enablement programs that support successful merchant acquisition and activation.
• Collaborate with Product and Engineering teams to facilitate payment gateway, API, and software integrations.
• Equip partners with the knowledge and resources necessary to effectively position payment acceptance, recurring billing, ACH, tokenization, and related capabilities.
• Work closely with Underwriting, Risk, Sales, and Operations to streamline merchant onboarding and improve the overall partner experience.
• Support partner education around PCI compliance, EMV, Level 2/Level 3 processing, and relevant payment industry requirements.

Channel Performance & Team Development

• Monitor and optimize channel performance using KPIs such as partner-sourced revenue, total processing volume (TPV), activation rates, merchant attrition, and chargeback trends.
• Leverage CRM and partner relationship management tools to improve forecasting, pipeline visibility, and partner engagement.
• Negotiate commercial agreements, pricing structures, and marketing development fund allocations.
• Represent Our Client at industry conferences, partner meetings, and strategic networking events.
• Build, mentor, and develop a high-performing channel partnerships team as the business continues to scale.

What We're Looking For

We are seeking a commercially minded payments professional who combines strong industry relationships with the strategic vision and hands-on execution skills necessary to build a successful partner ecosystem.

Required Experience & Qualifications

• 7+ years of progressive experience in channel sales, strategic partnerships, or business development within merchant services, payments, or fintech.
• At least 3 years of leadership experience, with demonstrated success building, expanding, or managing partner distribution channels.
• Strong understanding of the ISV, ISO, PayFac, merchant acquiring, and payment gateway ecosystems.
• Proven ability to recruit and develop productive partnerships that generate measurable processing volume and recurring revenue.
• Experience negotiating residual agreements, revenue-sharing arrangements, reseller agreements, and merchant pricing structures.
• Working knowledge of payment processing economics, interchange pricing, PCI DSS, EMV, tokenization, and chargeback management.
• Established relationship management and negotiation skills, with the ability to engage senior executives across processors, acquiring banks, and software organizations.
• Analytical approach to channel performance, forecasting, and revenue optimization.
• Familiarity with CRM and partner management platforms such as HubSpot, Zoho, or comparable solutions.
• Willingness to travel for strategic partner meetings and payments industry conferences.

What Success Looks Like

Success in this role will be measured by your ability to turn strategic partnerships into a sustainable and scalable revenue engine.

• Establish a repeatable, high-performing partner recruitment and onboarding process across ISV, VAR, ISO, and integration channels.
• Deliver consistent quarter-over-quarter growth in partner-sourced processing volume and revenue.
• Build a loyal, productive partner network with strong retention and engagement.
• Improve partner activation and merchant onboarding through effective collaboration with internal stakeholders.
• Create a scalable channel infrastructure positioned to support long-term growth.

Compensation & Benefits

Competitive compensation determined by relevant experience, qualifications, and work location.

Our Client also offers a competitive benefits package

Ready to Make an Impact?

If you've built your career developing successful partnerships across the payments industry and are energized by the opportunity to drive channel growth, this position offers the chance to make a meaningful impact.

Join an organization where your industry relationships, commercial expertise, and leadership can directly influence the next stage of growth.

We welcome confidential conversations with accomplished payments industry professionals interested in learning more about this opportunity.