Product Partnerships Lead

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

📋 Description

• Develop and sustain an extensive network of reliable data and vendor partners in the sanctions/PEP/AML and KYB/KYC sectors.

• Collaborate with Product Subject Matter Experts (SMEs) during technical assessments, shortlisting, and bake-off processes as the commercial representative.

• Take ownership of commercial diligence, including pricing models, contract terms, liability/indemnification, resale economics, and margin structure.

• Finalize commercial agreements with technically validated vendors and compile results into marketable SKUs or bundles.

• Keep the vendor bench as a continuously updated, readily accessible asset.

• Oversee daily interactions with active partners, encompassing SLAs, escalations, renewals, and performance challenges.

• Manage vendor-related customer escalations in collaboration with Legal, Finance, and Product teams.

• Monitor vendor performance and relationship well-being against commercial commitments.

• Establish pricing, markup, and floor-pricing guardrails.

• Create partner-specific SKU bundles and reseller agreements.

• Assist in contract negotiations involving carve-outs, volume thresholds, and renewal conditions.

• Collaborate with Account Executives (AEs) on ongoing deals to define data orchestration requirements and vendor specifications.

• Direct structured processes for identifying vendor gaps and conducting multi-vendor evaluations, including backtests and Proofs of Concept (POCs).

• Advise AEs on vendor data access, integration timelines, and commercial limitations.

• Develop reusable vendor scoping tools, capability matrices, and category one-pagers.

• Collaborate with Product SMEs, Legal, and Finance on vendor assessments and commercial matters.

• Represent Partnerships' vendor and market intelligence in escalations and steering committees.

• Establish vendor intake and evaluation processes from the ground up.

⛳️ Requirements

• 5–7+ years of experience in partnerships, business development, or vendor management, preferably within fintech, risk/compliance, or data/API sectors.

• Proven track record in negotiating commercial terms with data or technology vendors, covering pricing, contracts, and resale economics.

• Ability to navigate uncertainty and create processes where none currently exist.

• Strong skills in cross-functional coordination across Product, Legal, Finance, and Sales teams.

• Experience collaborating directly with AEs or sales teams in pre-sales or deal-support roles.

• Familiarity with the sanctions/AML/KYC/KYB vendor landscape is beneficial, though not mandatory.

• Prior involvement in risk decisioning, fraud, or compliance data ecosystems is advantageous.

• Experience in developing or scaling a partner/vendor bench or panel process from inception is a plus.

• Existing connections with sanctions/PEP, identity, or KYB data vendors are a valuable asset.

🏝️ Benefits

• Equity