Director, Channel Partner

North.-1; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical Coverage

Dental Coverage

Vision Coverage

Flexible PTO

401(k) + Match

Mental Health Program

Maternity/Paternity Leave

Education Assistance

Lifestyle Spending Account

Job summary

PayTrace by North is seeking a Director of Partner Channel to build and lead a scalable indirect sales ecosystem across merchant services. The role focuses on recruiting, onboarding, and growing revenue through ISVs, VARs, API partners, and ISOs.

You will own top-tier partner relationships, negotiate revenue-sharing models, and drive co-sell motions while ensuring PCI compliance and secure integrations with PayTrace’s gateway and API stack.

Qualifications

• 7+ years in channel sales or partnerships within payments/fintech.
• 3+ years in a leadership capacity.
• Deep familiarity with ISV/PayFac ecosystems and merchant acquiring.
• Strong relationships with banks, processors, and software partners.

Responsibilities

• Develop and execute a channel strategy targeting ISVs, VARs, and ISO partners.
• Recruit and onboard partners capable of reselling PayTrace's gateway, virtual terminal, and API solutions.
• Own relationships with top-tier ISV and ISO partners and negotiate revenue-share terms.
• Build partner enablement programs covering PCI, EMV, tokenization and recurring billing.
• Partner with Product/Engineering to support API/gateway integrations.
• Track KPIs: partner-sourced volume, activation and TPV, attrition, and MDF utilization.
• Negotiate reseller agreements and marketing development funds.
• Collaborate with Underwriting/Risk to streamline onboarding for partner-referred accounts.

Skills

Channel sales

Partnerships

Leadership

Tools

Zoho CRM

HubSpot

Job description

Director, Partner ChannelPayTrace - RemotePayTrace 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 solutionsOwn relationships with top-tier ISV and ISO partners, acting as the primary liaison on residual/revenue-share structures, deal registration, and co-sell motionsBuild partner enablement programs covering PCI compliance requirements, EMV/chip-and-PIN, tokenization, Level 2/Level 3 processing, ACH, and recurring billing capabilitiesPartner 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 revenueNegotiate reseller agreements, revenue-share and interchange-plus pricing structures, and marketing development fund (MDF) allocationsCollaborate with Underwriting/Risk teams to streamline merchant boarding and KYC/KYB requirements for partner-referred accountsRepresent PayTrace at industry events and payments/fintech conferencesBuild and mentor a partner channel team as the program scalesWhat we need from you:7+ years in channel sales, partnerships, or business development within payments, merchant services, or fintech; 3+ years in a leadership capacityDeep familiarity with the ISV/PayFac ecosystem, merchant acquiring, payment gateway business and ISO modelsWorking knowledge of PCI DSS compliance, EMV, tokenization, interchange/pricing structures (interchange-plus, tiered, flat-rate), and chargeback/dispute managementExperience structuring residual and revenue-share agreements common in merchant services partnershipsTrack record building or significantly scaling a payments/fintech partner channelStrong relationship management, negotiation, and executive presence with acquiring banks, processors, and software partnersData-driven approach to forecasting partner-sourced volume and revenueExperience with CRM/PRM tools (ZOHO, Hubspot, etc) and payments industry reportingAbility to travel for partner meetings and industry conferencesWhat Success Looks Like:A scalable, repeatable VAR/ISV/Integration partners/ISO recruitment and boarding pipelineGrowth in partner-sourced processing volume (TPV) and revenue quarter over quarterStrong partner retention and low attrition across the reseller baseTight alignment between Partnerships, Underwriting, Product, and Sales on merchant onboardingSalary Range: $120,000-$180,000 plus incentive planPay within this range varies by work location and 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 CoverageFlexible Paid Time Off401(k) + MatchMental Health Support & Well-Being ProgramPaid Maternity & Paternity LeaveEducation AssistanceCompany-funded Lifestyle Spending AccountWho 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