VP – Strategic Partnerships

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

📋 Description

• Identify, recruit, develop, and oversee new ISOs, agents, ISVs, PayFacs, FIs, and other strategic partner relationships.

• Build, activate, and expand sales partnerships to meet revenue, payment volume, and portfolio growth objectives.

• Cultivate and sustain relationships with clients, prospects, referral partners, and executive-level stakeholders.

• Increase revenue within existing partner and client portfolios through consultative and value-driven selling approaches.

• Participate in industry conferences, meetings, and networking events.

• Maintain a dynamic prospect pipeline with precise forecasting, activity tracking, and sales reporting.

• Evaluate business requirements and propose merchant acquiring, integrated payments, embedded payments, and PayFac solutions.

• Exhibit expertise in the Bank's payment products, services, and affiliate offerings.

• Structure and negotiate partner agreements, contracts, pricing schedules, and related documentation.

• Coordinate internal approvals and ensure transactions comply with profitability, operational, and policy standards.

• Facilitate onboarding by collecting and reviewing due diligence documentation.

• Collaborate with Risk, Compliance, Underwriting, and Operations on onboarding, underwriting, approval, and monitoring processes.

• Identify, evaluate, and escalate potential risk concerns and client exposure issues.

• Ensure all engagements adhere to BSA/AML, KYC/KYB, CIP, CDD, and internal policies.

• Manage partner and client portfolios, focusing on transaction volume, revenue growth, profitability, and risk profiles.

• Conduct business reviews to identify cross-selling, upselling, expansion, and retention opportunities.

• Work alongside Operations and Service teams to address client issues.

• Collaborate with Product, Treasury Management, Operations, Risk, Compliance, Legal, and other internal teams.

• Provide market intelligence, competitive insights, and client feedback.

• Exercise sound judgment within defined authority limits.

• Uphold integrity, accountability, diversity, inclusion, and ethical business practices.

• Perform additional duties as assigned.

⛳️ Requirements

• A minimum of 8–10+ years of experience in payments, merchant services, fintech, or financial services is required.

• Proven experience in business development, client relationship management, and deal execution.

• Working knowledge of payment products, including ACH, card acquiring, and/or PayFac or integrated payment models.

• Experience working within or alongside regulated financial institutions or bank-aligned environments.

• Preferred: Experience with ISO, ISV, SaaS, or platform-based payments partnerships.

• Preferred: Familiarity with underwriting processes, risk assessment, and compliance frameworks.

• A Bachelor's degree in Business, Finance, or a related field is preferred.

🏝️ Benefits

• Competitive employer contribution to medical, dental, and vision coverage.

• 401k plan with employer matching.

• Flexible Spending Accounts (FSA) and Dependent Care Accounts.

• Employee Assistance Program (EAP).

• Employer-provided Calm subscription.

• Employer-offered mental health benefits through Teladoc.

• Life, AD&D, and disability insurance.

• Minimum of 15 days of vacation.

• 11 paid federal holidays.

• Paid time off for volunteering.

• Online discount program.

• Tuition Reimbursement Program.