Director, Channel Partner

PayTrace, Inc.; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, Dental, Vision

Flexible PTO

401(k) + Match

Mental Health Support

Paid parental leave

Education Assistance

Lifestyle Spending Account

Job summary

PayTrace is recruiting a Director of Partner Channel to build and scale our indirect sales ecosystem across the payments landscape. You will recruit, onboard, and grow ISV/VAR/ISO partnerships, drive revenue through residual agreements, and lead a channel team in a remote U.S. setting.

You will own partner enablement, ensure PCI/EMV/tokenization readiness, and collaborate with Product for API/gateway integrations while tracking KPIs and revenue growth.

Qualifications

• 7+ years in channel sales, partnerships, or business development within payments/fintech
• 3+ years in a leadership capacity
• Deep familiarity with ISV/PayFac ecosystem and ISO models
• Knowledge of PCI DSS, EMV, tokenization and pricing structures
• Experience structuring residual/revenue-share agreements
• Track record building or scaling payments/fintech partner channels
• Strong relationships with acquiring banks, processors, and software partners

Responsibilities

• Develop and execute a channel strategy for ISVs, VARs, and ISO partners across verticals
• Recruit and onboard partners to resell or embed PayTrace solutions
• Own relationships with top-tier partners and manage revenue-sharing structures
• Build partner enablement programs covering PCI, EMV, tokenization, and processing capabilities
• Collaborate with Product/Engineering for API and gateway integrations
• Track channel KPIs such as partner SSV, TPV, and revenue; analyze data for forecasting
• Negotiate reseller agreements and MDF allocations
• Coordinate with Underwriting/Risk for partner-referred accounts onboarding
• Represent PayTrace at industry events and conferences
• Build and mentor a growing partner channel team

Skills

Channel sales

Partnerships

Leadership

Data-driven forecasting

Negotiation

Executive presence

Tools

ZOHO

HubSpot

Job description

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.

Director, Partner Channel

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:

• 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-brands