Business Development Executive, Partnerships

Flute; United States; Hybrid; USD 110,000 - 170,000; Full time

Job summary

Flute is seeking a Business Development Executive, Partnerships to grow its channel ecosystem in the US. Remote or Hybrid work arrangement, reporting to the SVP, Embedded Commerce, with a focus on onboarding ISO and VAR partners into Flute's payments ecosystem.

You will design, launch, and scale profitable reseller programs, drive merchant acquisition, and align cross-functional teams to achieve revenue growth and long-term channel value.

Qualifications

• 5+ years in payments, fintech, or channel business development.
• Proven track record recruiting and scaling ISO, VAR, or reseller partnerships.
• Experience building merchant portfolios and recurring revenue programs.

Responsibilities

• Source, qualify, and onboard ISO/VAR partners aligned with ICP.
• Evaluate partner fit across merchant base, market coverage, and revenue potential.
• Maintain a strong pipeline with accurate forecasting.
• Design reseller programs, compensation, and go-to-market strategies.
• Advise on pricing, revenue share, and sales enablement.
• Lead partners through onboarding lifecycle and ramp.

Skills

Payments industry experience

Channel partnerships

Partner onboarding

Market discovery

Executive stakeholder engagement

Execution & accountability

Job description

Business Development Executive, Partnerships

Location: Remote or Hybrid

Department: Partnerships

Reports To: SVP, Embedded Commerce

Who we are

Flute is a united team of FinTech professionals. We are dedicated to providing our partners with customizable and reliable payments solutions that are suitable for any business environment. Our cutting-edge, reliable technology produces results, as our partners experience increased efficiency and achieve additional growth opportunities. It’s the successes of our clients and partners that drive us to continue to provide the best quality products, customer service, and technical support in the industry.

Our goal is to help businesses grow revenue and increase efficiency with reliable, secure payment solutions. Based in Tempe, AZ, Flute is a well-funded, employee-centric company with 25,000+ merchants and $12 billion in annual processing. Since 2018, we have rapidly expanded our national footprint by providing competitive rates, unparalleled products, and superior services.

About the Role

The Business Development Executive, Partnerships is responsible for identifying, qualifying, and onboarding high-potential ISOs and value-added resellers into Flute's commerce ecosystem.

This role is built for a channel sales hunter who thrives in direct outreach, rapid qualification, and closing new partner relationships. You will work directly with ISO principals and VAR leadership teams to design, launch, and scale profitable reseller programs and own outcomes tied to merchant acquisition, revenue growth, and long-term channel performance.

Core Responsibilities

• Source, qualify, and onboard ISO and VAR partners aligned with Flute's Ideal Channel Partner Profile (ICP)
• Evaluate partner fit across merchant base composition, market coverage, revenue potential, and operational readiness
• Maintain a strong pipeline of qualified channel partner opportunities with accurate forecasting
• Help ISO and VAR partners design and model reseller programs, compensation structures, and go-to-market strategies
• Advise on pricing architecture, revenue share structures, packaging, and sales enablement
• Apply Flute's discovery and partnership framework to align commercial, operational, and compliance readiness
• Lead partners through the full onboarding lifecycle from initial qualification through program launch and ramp
• Coordinate cross-functional teams including Partner Success, Operations, Risk, and Support
• Partner closely with Partner Success to ensure smooth handoffs and strong post-launch performance
• Drive merchant adoption, revenue ramp, and long-term channel value across your partner portfolio
• Manage referral partner relationships with appropriate scope and engagement
• Leverage Flute's EOS operating system to drive accountability, prioritization, and execution
• Represent Flute at industry events, partner meetings, and channel ecosystem forums

Qualifications

• 5+ years of experience in payments, fintech, or channel business development
• Proven track record recruiting and scaling ISO, VAR, or reseller channel partnerships
• Experience helping channel partners build and grow merchant portfolios and recurring revenue programs
• Strong discovery, qualification, and commercial structuring skills
• Ability to engage both operational and executive stakeholders with confidence
• Ownership mindset with a bias toward execution and accountability
• Comfortable operating in fast-growth, scale-up environments