Head of Account Management – ISV Platform

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, manage, and expand NMI’s US ISV portfolio encompassing NMI Payments and Money Movement.

• Supervise a team of four channel account managers responsible for 525 software partners and approximately $40M in annual revenue.

• Develop the coverage model, operational rhythm, and service standards.

• Oversee revenue, retention, and growth within the US ISV portfolio.

• Create account strategies to enhance partner adoption across card services, account-to-account transactions, acquiring, gateway services, value-added services, and Merchant Central.

• Manage pricing, renewals, and negotiations with key partners while safeguarding margins.

• Identify risks such as declining volume, inactive merchants, competitive threats, and pricing pressures before they lead to churn.

• Facilitate merchant activation and onboarding within partner platforms.

• Assist ISVs in developing strategies for payments monetization.

• Safeguard the portfolio against competitive encroachments.

• Execute joint business planning, co-marketing, enablement, and adoption initiatives with top partners.

• Recruit, mentor, and develop channel account managers.

• Conduct weekly reviews of pipeline, forecasts, partner health, and escalations utilizing Salesforce data.

• Develop quarterly business reviews, success plans, renewal strategies, and expansion playbooks.

• Lead the integration of Dwolla and NMI Payments partner portfolios into a cohesive coverage model, account plan, and Salesforce perspective.

• Leverage data and AI tools to segment the portfolio, forecast churn, and target expansion.

• Own the partner experience from launch through renewal in collaboration with Product, Partner Success, and Support teams.

• Act as the executive sponsor and escalation contact for top ISVs.

• Collaborate with Risk, Underwriting, and Compliance on PCI, Nacha regulations, chargebacks, and fraud exposure.

• Represent partner interests during roadmap planning and negotiate trade-offs with Product and Engineering teams.

• Manage partner participation, adoption, and communication for launches, including addressing issues through root cause analysis.

⛳️ Requirements

• Over 10 years of experience in account management, partnerships, or sales within payments, fintech, or SaaS, with substantial expertise in ISV and embedded payments partnerships.

• More than 5 years of experience leading account or partner managers, including hiring and team development.

• In-depth understanding of acquiring and processing economics, and knowledge of how ISVs generate revenue from payments.

• Strong commercial acumen in pricing, renewals, and complex negotiations with senior partner executives.

• Proven track record of steering teams to grow existing portfolios through retention, cross-selling, and broader product adoption, supported by net revenue retention results.

• Demonstrated operational discipline in forecasting, pipeline management, KPIs, and Salesforce utilization.

• Experience collaborating with Product and Engineering leaders to influence the roadmap, leveraging partner insights and data to advocate for partner priorities.

• Familiarity with ACH, RTP, FedNow, or payouts platforms is preferred.

• Experience in managing account management through acquisitions or platform integrations is a plus.

• Exposure to property, insurance, lending, healthcare, or field services is desirable.

• Experience managing payfac, referral, and wholesale ISV/ISO models is preferred.

• Must have the legal right to work in the United States.

• Successful completion of background and financial checks is required.

🏝️ Benefits

• A remote-first culture!

• Competitive compensation and benefits package.

• Opportunities for personal growth and career advancement.

• Flexible PTO and dedicated sick leave.

• Health, Dental, and Vision Insurance.

• Life, ADD, Short-term, and Long-term Disability insurance.

• 401k matching up to 4% after two months of employment.

• Flexible Spending Account.

• Paid Parental Leave.

• Company-sponsored volunteer days.

• Employee referral program.

• Bonusly recognition for colleagues.

• Initiatives focused on Diversity, Equity & Inclusion, including affinity groups and employee engagement surveys.