Director, Partner Channel & Growth - Remote

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

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.