Director of Partnerships

Elliptic; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid working

Remote working budget: £500

Learning & Development budget: $1,000

Holidays: 25 days + bank holidays + b‑

Job summary

Elliptic is seeking a Director of Partnerships to scale a world-class partner ecosystem across referrals, resellers, and technology partners. You will lead global strategy, negotiate with C-suite, and drive revenue growth across geographies.

Hybrid role based in the United Kingdom with a strong focus on collaboration with Sales, Services, Product, Marketing, and Regulatory teams to align go-to-market initiatives and ensure successful product launches.

Qualifications

• Proven track record leading global partnership programs in B2B SaaS or fintech.
• Strong negotiation, planning, and performance-management skills.
• Experience managing executive-level partnerships and strategic accounts.
• Analytical, results-driven, with ability to manage P&L.
• Familiarity with financial crime compliance or blockchain analytics is a plus.

Responsibilities

• Define and own the global partnership strategy with governance for high-performing outcomes.
• Lead commercial negotiations and joint business plans with partners.
• Collaborate with Sales, Services, Product, Marketing, and Regulatory teams.
• Represent Elliptic to C-level execs at partners and customers.
• Own pipeline development, forecasts, and revenue contributions.
• Build a global partner ecosystem including SI, consultancies, and tech platforms.
• Design engagement and enablement programmes and incentive schemes.
• Oversee integrations with ecosystem partners.

Skills

Partnership leadership

Strategic negotiations

Cross-functional collaboration

C-suite relationships

Job description

This is a pivotal moment for the digital asset ecosystem as regulatory scrutiny, institutional adoption, and client expectations accelerate worldwide—the need for trusted, high-impact crypto-asset risk solutions has never been more urgent. Elliptic’s Director of Partnerships role puts you at the centre of this shift, responsible for building a world-class services platform that empowers financial institutions and fintechs to realise value rapidly and securely from innovative technologies. What you create now will define our ability to scale globally, drive revenue, and set the industry standard for delivery excellence at a time when market momentum is peaking

Commercial impact

As Director of Partnerships, you’ll play a pivotal role in driving Elliptic’s commercial growth by building and scaling a high-impact partner ecosystem. Focused on strategic alliances across referral, reseller, and technology partners, you will:

• Unlock new revenue streams through scalable indirect sales channels.

• Accelerate market expansion and adoption of Elliptic’s crypto AML and blockchain analytics solutions.

• Deepen our strategic positioning across the Web3, fintech, and compliance ecosystems.

• Drive joint go-to-market initiatives and facilitate product co-innovation with key partners.

• Enhance operational efficiency through structured partner enablement and revenue-focused programs.

Key Responsibilities

What you will do:

• Define and own the global partnership strategy, including portfolio design, partner segmentation structures, and governance models that ensure predictable, high-performing outcomes.

• Lead commercial negotiations, structure joint business plans with partners, and oversee performance management and capability development.

• Collaborate cross-functionally with Sales, Services, Product, Marketing, and Regulatory teams to align partnership strategies with overall business goals and ensure readiness for new product launches and go-to-market initiatives.

• Represent Elliptic externally as a partnership leader, building strong relationships with C-level executives at partner and customer organisations.

• Own partnership pipeline development, deal forecasting, partner contribution to revenue, ROI assessment, go-to-market execution, and co-sell/upsell motions.

• Build and nurture a global ecosystem of partners—ranging from system integrators and consultancies to technology platforms and resellers—to drive scale, market reach, and differentiated value for Elliptic’s clients.

• Design and implement engagement frameworks, enablement programmes, and incentive programmes

• Oversee and execute integrations with Elliptic ecosystem partners, e.g. Custodian and Travel rules providers

Commercial Impact

• Delivering 10-20% of incremental annual revenue within 12–18 months with the goal to get to 30%

• Drive incremental channel and partnership revenue, expanding Elliptic’s footprint with key industry players and new market segments.

• Accelerate time‑to‑value for clients and enhance customer satisfaction through best‑in‑class joint delivery models.

Key KPIs

• Partnership-attributed revenue and gross margin

• Partner pipeline and conversion rates

• Engagement and certification levels across the partner ecosystem

• Joint go-to-market/launch success and new market penetration milestones

• Partner contribution to overall deal velocity, win rates, and customer retention

Skills, Knowledge & Expertise

You’ll Thrive Here If You Have

• Extensive experience building and leading global partnership or business development teams in B2B SaaS, fintech, regtech, or related enterprise software markets.

• Track record of designing and scaling partnership programmes that drive measurable commercial, operational, and brand impact.

• Exceptional capabilities in commercial negotiation, strategic planning, cross-functional collaboration, and performance management.

• Proven ability to cultivate C-suite relationships, manage strategic accounts, and act as an executive sponsor with high-stakes partners.

• Analytical and results-oriented, comfortable taking on P&L responsibility and adapting to a rapidly evolving market.

• Experience in financial crime compliance, blockchain analytics, or crypto risk management is a strong plus, as is familiarity with regulated financial institutions and complex enterprise environments.

Job Benefits

> How we work:

• Hybrid working and the option to work from almost anywhere for up to 90 days per year

• £500 Remote working budget to set up your home office space

> Learning & Development:

• $1,000 Learning & Development budget to use on anything (agreed with your manager) that contributes to your growth and development

> Vacation/ Leave:

• Holidays: 25 days of annual leave + bank holidays

• An extra day for your birthday

• Enhanced parental leave: we provide eligible employees, regardless of gender or whether they become a parent by birth or adoption, 16 weeks fully-paid leave and leave.

> Benefits:

• Private Health Insurance - we use Vitality!

• Full access to Spill Mental Health Support

• Life Assurance: we hope you will never need this - but our cover is for 4 times your salary to your beneficiaries

• Cycle to Work Scheme