Senior Business Development Manager

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

📋 Description

• Identify opportunities for partnerships by analyzing industry trends, regulatory changes, and the demand for identity verification on a global scale.

• Develop and manage a worldwide pipeline of potential reselling partners.

• Research and pinpoint identity orchestration, risk decisioning, onboarding, and related platforms that require identity verification services for their customers.

• Conduct outbound prospecting and establish connections with targeted partners.

• Evaluate prospects based on their commercial potential, technical compatibility, market reach, and strategic importance.

• Present Trulioo’s KYC, KYB, and AML solutions to executives and commercial teams of partner organizations.

• Lead negotiations and finalize reseller partnership agreements in collaboration with Legal and compliance teams.

• Facilitate partner onboarding and drive go-to-market initiatives until the first revenue is generated.

• Coordinate technical integration efforts with Technical Account Management and Product teams.

• Collaborate with Marketing on partner launches and joint marketing campaigns.

• Partner with Partner Success to create account plans, launch strategies, growth strategies, and ensure long-term partnership success.

• Maintain accuracy in the CRM pipeline and report on sourcing, signings, launches, and achievement of acquisition targets.

• Provide market insights and partner intelligence to Product, GTM, and BD leadership.

• Utilize AI-assisted research and AI-enabled workflows to enhance business development, account planning, content production, and knowledge sharing.

⛳️ Requirements

• Over 10 years of experience in channel/partner sales, business development, or alliances, preferably within fintech, SaaS, identity, fraud, or compliance solutions.

• Proven track record in sourcing, signing, and launching new partnerships.

• Experience in meeting and exceeding partner-acquisition or partner-sourced revenue targets.

• Background in developing partner or business opportunities across various international markets.

• Capability to interpret industry trends and prioritize relevant markets and sectors.

• Strong full-cycle sales abilities, encompassing prospecting, qualification, executive-level presentations, and closing deals.

• Experience in negotiating and structuring commercial partnerships or reseller agreements.

• Familiarity with collaborating with Legal to finalize partnership agreements.

• Comfort with technical, API-driven products and managing technical onboarding processes.

• Excellent communication, presentation, and cross-functional collaboration skills.

• Proficient in CRM and partner management tools, such as Salesforce and PRM platforms.

• Ability to work independently in a remote, fast-paced environment across global time zones, particularly from a North American base.

• Extensive experience leveraging AI-powered productivity and sales tools.

• Experience incorporating AI into daily workflows while exercising critical thinking, sound judgment, and a customer-first mindset.

• Direct experience with identity verification, fraud prevention, KYC/KYB/AML, or regulatory compliance solutions is a plus.

• Familiarity with identity orchestration, risk decisioning, or onboarding platforms is advantageous.

• Established network within fintech, banking, or digital commerce is preferred.

• Experience in initiating or scaling a partner/channel program is beneficial.

• Collaboration experience with post-sales or account management teams to enhance partnerships is a plus.

• A bachelor’s degree or equivalent practical experience is preferred.

• This role is remote-based in North America, with a preference for applicants located in the USA.

• Must have legal eligibility to work in Canada.

🏝️ Benefits

• Health coverage

• Dental coverage

• Vision coverage

• Retirement plans with company match

• Paid time off

• Parental leave

• Annual education & training stipend equivalent to $1,000 in local currency

• Flexible hybrid working environment and adaptable workstations

• Weekly lunches

• Quality coffee

• Regular social events

• Parent rooms at many locations

• On-site gyms at many locations

• Comfortable lounges

• Wellness workshops and events

• Complimentary Headspace subscription

• Employee Resource Groups

• Inclusive, collaborative, and people-first workplace

• Trust, autonomy, and opportunities for professional and personal growth