Director, Channel Partner

NorthAB LLC; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, Dental, & Vision Coverage

Flexible Paid Time Off

401(k) + Match

Mental Health Support & Well-Being

Paid Maternity & Paternity Leave

Education Assistance

Company-funded Lifestyle Spending

Job summary

PayTrace, a remote-friendly payments leader, is seeking a Director of Partner Channel to build and scale its indirect sales ecosystem across ISVs, VARs, API/gateway partners and ISOs. You’ll own the strategy for recruiting, onboarding, and growing revenue through these partners.

You’ll lead a team, negotiate revenue-share structures, enable partners on PCI, EMV, tokenization, and integrate with our API and gateway stack. Expect travel for partner meetings and industry events.

Qualifications

• 7+ years in channel sales, partnerships, or business development within payments, merchant services, or fintech; 3+ years in a leadership capacity.
• Deep familiarity with the ISV/PayFac ecosystem, merchant acquiring, payment gateway business and ISO models.
• Working knowledge of PCI DSS compliance, EMV, tokenization, interchange/pricing structures (interchange-plus, tiered, flat-rate), and chargeback/dispute management.
• Experience structuring residual and revenue-share agreements common in merchant services partnerships.
• Track record building or significantly scaling a payments/fintech partner channel.
• Strong relationship management, negotiation, and executive presence with acquiring banks, processors, and software partners.
• Data-driven approach to forecasting partner-sourced volume and revenue.
• Experience with CRM/PRM tools (ZOHO, Hubspot, etc) and payments industry reporting.
• Ability to travel for partner meetings and industry conferences.

Responsibilities

• Develop and execute a channel strategy targeting ISVs, VARs, and fintech/software integration partners and ISO’s across verticals (manufacturing, construction, B2B, e-commerce, nonprofit, etc.)
• Recruit and onboard partners capable of reselling or embedding PayTrace’s gateway, virtual terminal, and API-based payment acceptance solutions
• Own relationships with top-tier ISV and ISO partners, acting as the primary liaison on residual/revenue-share structures, deal registration, and co-sell motions
• Build partner enablement programs covering PCI compliance requirements, EMV/chip-and-PIN, tokenization, Level 2/Level 3 processing, ACH, and recurring billing capabilities
• Partner with Product/Engineering to support API and gateway integrations, ensuring partners can effectively implement PayTrace’s payment stack (hosted payment pages, virtual terminal, mobile/POS solutions, recurring billing)
• Track channel KPIs: partner-sourced merchant volume, activation/boarding rates, processing volume (TPV), attrition/chargeback rates, and partner-driven revenue
• Negotiate reseller agreements, revenue-share and interchange-plus pricing structures, and marketing development fund (MDF) allocations
• Collaborate with Underwriting/Risk teams to streamline merchant boarding and KYC/KYB requirements for partner-referred accounts
• Represent PayTrace at industry events and payments/fintech conferences
• Build and mentor a partner channel team as the program scales

Skills

Channel sales

Partnerships

Business development

Payments

Merchant services

Fintech

Leadership

Executive presence

Forecasting

CRM/PRM

Tools

ZOHO CRM

HubSpot

Job description

Director, Partner Channel

PayTrace - Remote

PayTrace is seeking a Director of Partner Channel to build, scale, and lead our indirect sales ecosystem across the merchant services and payments landscape.

This role owns the strategy for recruiting, onboarding, and growing revenue through Independent Software Vendors (ISVs), value-added resellers (VARs), API/gateway integration partners and Independent Sales Organizations (ISOs). You’ll drive the partnerships that expand PayTrace’s footprint across acquiring, gateway and embedded payments channels.

What You’ll do

• Develop and execute a channel strategy targeting ISVs, VARs, and fintech/software integration partners and ISO’s across verticals (manufacturing, construction, B2B, e-commerce, nonprofit, etc.)
• Recruit and onboard partners capable of reselling or embedding PayTrace’s gateway, virtual terminal, and API-based payment acceptance solutions
• Own relationships with top-tier ISV and ISO partners, acting as the primary liaison on residual/revenue-share structures, deal registration, and co-sell motions
• Build partner enablement programs covering PCI compliance requirements, EMV/chip-and-PIN, tokenization, Level 2/Level 3 processing, ACH, and recurring billing capabilities
• Partner with Product/Engineering to support API and gateway integrations, ensuring partners can effectively implement PayTrace’s payment stack (hosted payment pages, virtual terminal, mobile/POS solutions, recurring billing)
• Track channel KPIs: partner-sourced merchant volume, activation/boarding rates, processing volume (TPV), attrition/chargeback rates, and partner-driven revenue
• Negotiate reseller agreements, revenue-share and interchange-plus pricing structures, and marketing development fund (MDF) allocations
• Collaborate with Underwriting/Risk teams to streamline merchant boarding and KYC/KYB requirements for partner-referred accounts
• Represent PayTrace at industry events and payments/fintech conferences
• Build and mentor a partner channel team as the program scales

What we need from you:

• 7+ years in channel sales, partnerships, or business development within payments, merchant services, or fintech; 3+ years in a leadership capacity
• Deep familiarity with the ISV/PayFac ecosystem, merchant acquiring, payment gateway business and ISO models
• Working knowledge of PCI DSS compliance, EMV, tokenization, interchange/pricing structures (interchange-plus, tiered, flat-rate), and chargeback/dispute management
• Experience structuring residual and revenue-share agreements common in merchant services partnerships
• Track record building or significantly scaling a payments/fintech partner channel
• Strong relationship management, negotiation, and executive presence with acquiring banks, processors, and software partners
• Data-driven approach to forecasting partner-sourced volume and revenue
• Experience with CRM/PRM tools (ZOHO, Hubspot, etc) and payments industry reporting
• Ability to travel for partner meetings and industry conferences

What Success Looks Like:

• A scalable, repeatable VAR/ISV/Integration partners/ISO recruitment and boarding pipeline
• Growth in partner-sourced processing volume (TPV) and revenue quarter over quarter
• Strong partner retention and low attrition across the reseller base
• Tight alignment between Partnerships, Underwriting, Product, and Sales on merchant onboarding

Salary Range:

$120,000-$180,000 plus incentive plan

Paywithin this range varies by work locationand on job-related knowledge, skills,and experience. We look forward to discussing your salary expectations and our full total rewards offerings throughout the interview process.

What we offer:

We offer a comprehensive benefits package that enables our teams to live a life well lived, both personally and professionally. Some of our perks include:

• Medical, Dental, & Vision Coverage
• Flexible Paid Time Off
• 401(k) + Match
• Mental Health Support & Well-Being Program
• Paid Maternity & Paternity Leave
• Education Assistance
• Company-funded Lifestyle Spending Account

Who we are:

PayTrace by North, your B2B payments experts, transforms financial and accounting processes to future-proof your business. With advanced payment automation solutions and a user-friendly API, they help B2B companies become more efficient, successful, and profitable. Processing more than $48 billion in payment transactions, PayTrace is committed to providing easy-to-use payment solutions and merchant services, with built-in PCI compliance and security, and 5-star service.

At North, we celebrate diversity and create an inclusive environment for everyone. We are an equal-opportunity employer.

To learn more about North and our family of companies, visit our website: https://www.north.com/company/about/our-companies-b