Sales Executive Senior Director

Sales Executive Senior Director

Onbe, a fast-growing FinTech, bringing innovation to a rapidly growing global marketplace, stands for "on behalf." Because that's exactly how we work : on behalf of our clients, as their comprehensive payments partner. We transform the way payments are imagined as an opportunity for innovation, a source of insight to customers, and a way to connect with partners around the globe!

Onbe seeks an impactful Sales Executive Senior Director to establish new, high potential partnerships with channel partners in the financial services space. Leveraging our global reach and proprietary technology, this role will help establish partnerships and partner models that deliver scaled distribution to Onbe and value to our partners in their efforts to retain, grow and expand their customer base. Our solutions focus on payments to consumers, workforces, and service providers, including refunds, rewards, and payroll delivered digitally and physically. The ideal candidate will possess deep industry knowledge, excel in relationship building, strategic thinking, and negotiation. Key responsibilities include identifying high fit / high potential new partners, leading deal teams, navigating complex negotiations, defining partnership priorities and key KPIs, and launching the relationship to maximize value for both parties. Reporting to senior leadership, the candidate will ensure alignment with organizational priorities and drive mutual growth.

This position is remote, but it's essential that candidates reside within 30 miles of the Metro Boston area. The role may occasionally require in-person meetups and travel.

Responsibilities :

• Develop a target list of high fit / high potential new partnerships; manage a diverse pipeline and secure new partners in support of Onbe's channel distribution strategy.
• Establish relationships with multiple partner stakeholders; build trust and uncover organizational priorities, operating structures and decision-making criteria.
• Assemble and lead deal teams; based on a deep understanding of partner's priorities and decision-making processes, define and articulate win strategies to execute a successful organizational selling motion.
• In line with partner priorities and go-to-market practices, ensure partner is equipped with scalable pricing models and product options.
• Lead pricing and contracting negotiations; architect meaningful incentive structures to motivate partner to drive volume.
• Develop partnership plans to ensure alignment between partner and Onbe : document mutually identified revenue goals, priorities, resources, roles & responsibilities and KPIs.
• Bring Onbe resources (e.g., project management, channel marketing, relationship management, etc.) to the field to set the partnership up for long-term success. Provide oversight and ensure successful launch of partnership through pilot.
• With a land & expand mindset, uncover additional opportunities for Onbe to add value within the partner ecosystem or via referrals; win opportunities across new buying centers and nurture a network / referral effect to extend the value of the partnership.

Qualifications :