Director, Strategic Partnerships & Channel Sales

DataVisor; Mountain View (CA); On-site; USD 155,000 - 175,000; Full time

Benefits offered by this job

Health Insurance

Stock options

401k

PTO

Job summary

DataVisor is the world leader in AI-powered Fraud and Risk Platform solutions. We seek a Director of Strategic Partnerships & Channel Sales to drive revenue through a robust partner ecosystem.

This quota-carrying IC role emphasizes turning partnerships into repeatable pipeline and revenue, collaborating with reseller, referral, marketplace, and fintech partners to scale execution. The ideal candidate brings 7+ years in enterprise SaaS/fintech GTM, proven revenue ownership, and strong executive

Qualifications

• 7+ years in enterprise SaaS, fintech, or financial services GTM with partnerships or ecosystem roles.
• Proven ownership of partner-sourced or partner-influenced revenue and ability to quantify quota and pipeline.
• Experience selling into banks, fintechs, payments companies, or related ecosystems.
• Hands-on with reseller, referral, platform, marketplace, embedded, OEM, or co-selling motions.
• Strong executive communication, negotiation, and commercial judgment.
• Growth-stage or startup experience building partner processes from the ground up.

Responsibilities

• Build, manage, and grow partnerships across reseller, referral, marketplace, core banking, and fintech ecosystems.
• Own partner-sourced and partner-influenced pipeline and ARR targets.
• Develop repeatable partner enablement motions including mapping, training, and co-selling processes.
• Collaborate with partners and internal Sales to qualify, progress, and close partner-led opportunities.
• Translate DataVisor's fraud, AML, risk, and AI capabilities into joint value propositions.
• Partner cross-functionally with Sales, Product, Solutions Eng., Marketing, Legal, and CS.
• Track and report on partner pipeline, win rates, time-to-first-deal, activation, and revenue.

Skills

Partner management

Strategic partnerships

Pipeline management

Executive communication

Negotiation

Go-to-market

Cross-functional leadership

SaaS familiarity

Education

Bachelor's degree

Job description

DataVisor is the world's leading AI-powered Fraud and Risk Platform that delivers the best overall detection coverage in the industry. With an open SaaS platform that supports easy consolidation and enrichment of any data, DataVisor's fraud and anti-money laundering (AML) solutions scale infinitely and enable organizations to act on fast-evolving fraud and money laundering activities in real time. Its patented unsupervised machine learning technology, advanced device intelligence, powerful decision engine, and investigation tools work together to provide significant performance lift from day one. DataVisor's platform is architected to support multiple use cases across different business units flexibly, dramatically lowering total cost of ownership, compared to legacy point solutions. DataVisor is recognized as an industry leader and has been adopted by many Fortune 500 companies across the globe.

Our award-winning software platform is powered by a team of world-class experts in big data, machine learning, security, and scalable infrastructure. Our culture is open, positive, collaborative, and results-driven. Come join us!

Position Overview:

DataVisor is seeking a Director, Strategic Partnerships & Channel Sales to drive revenue growth through our partner ecosystem. This is a quota-carrying individual contributor role focused on converting strategic partnerships into repeatable pipeline, qualified opportunities, and closed ARR.

This role will work closely with reseller, referral, marketplace, core banking, digital banking, payments, and broader fintech ecosystem partners to move relationships from signed partnerships to enabled, active, and revenue-producing channels. The ideal candidate is a commercial partnerships leader who can make other companies sell, refer, embed, or co-sell DataVisor solutions, while personally helping convert partner opportunities into revenue.

Key Responsibilities:

• Build, manage, and grow strategic partnerships across reseller, referral, marketplace, core banking, digital banking, payments, and fintech ecosystems
• Own partner-sourced and partner-influenced pipeline and ARR targets
• Develop repeatable partner enablement motions, including account mapping, pipeline reviews, sales training, co-selling processes, and joint GTM plans
• Work directly with partners and internal Sales teams to identify, qualify, progress, and close partner-led opportunities
• Translate DataVisor's fraud, AML, risk, and AI platform capabilities into clear joint value propositions for partners and end customers
• Partner cross-functionally with Sales, Product, Solutions Engineering, Marketing, Legal, and Customer Success to support partnership execution
• Track and report on partner pipeline, win rates, time-to-first-deal, partner activation, and revenue contribution
• Help build the operating cadence and playbooks needed to scale DataVisor's partner ecosystem

Requirements:

• B.A./B.S. degree is required
• 7+ years of experience in enterprise SaaS, fintech, or financial services GTM roles, with meaningful experience in partnerships, channel sales, alliances, or ecosystem development
• Proven ownership of partner-sourced or partner-influenced revenue, with the ability to quantify quota, pipeline, bookings, and attainment
• Experience selling into or partnering with banks, credit unions, financial institutions, fintechs, processors, payments companies, or related ecosystems
• Hands-on experience with reseller, referral, platform, marketplace, embedded, OEM, or co-selling motions
• Strong executive communication, negotiation, and commercial judgment
• Ability to drive partner enablement, account mapping, pipeline reviews, and cross-functional execution
• Technical-commercial fluency with APIs, integrations, data platforms, or SaaS solutions
• Strong ability to translate technical integrations into joint GTM value and customer-facing business impact
• Experience in fraud, AML, financial crime, identity, KYC/KYB, device intelligence, authentication, or payment risk is strongly preferred
• Existing relationships across core banking, digital banking, payment processing, or fintech ecosystems are a plus
• Growth-stage or startup experience building partner processes and operating cadence from the ground up is preferred

Benefits:

• Health Insurance, Stock options, 401k, PTO
• Compensation range: $155K-$175K base salary per year, OTE $200 -$227K, Negotiable