Remote Director, Partner Channel & Growth

nabancard; 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

Lifestyle Spending Account

Job summary

PayTrace is seeking a Director of Partner Channel to build, scale, and lead our indirect sales ecosystem across the merchant services and payments landscape. You will own the strategy for recruiting and onboarding ISVs, VARs, API/gateway partners, and ISOs.

You will drive partnerships expanding PayTrace’s footprint across acquiring, gateway, and embedded payments channels, while mentoring a growing partner program. This role requires traveling to partner meetings and industry events.

Qualifications

• 7+ years in channel sales, partnerships, or business development within payments
• 3+ years in a leadership capacity
• Deep familiarity with the ISV/PayFac ecosystem
• Working knowledge of PCI DSS, EMV, tokenization, interchange/pricing structures
• Experience structuring residual and revenue-share agreements
• Track record building or significantly scaling a payments/fintech partner channel
• Strong relationship management with acquiring banks, processors, and software partners
• Data‑driven approach to forecasting partner-sourced volume and revenue

Responsibilities

• Develop and execute a channel strategy targeting ISVs, VARs, and ISO partners across verticals.
• Recruit and onboard partners capable of reselling or embedding PayTrace’s gateway, virtual terminal, and API-based solutions.
• Own relationships with top-tier ISV and ISO partners, negotiating residual revenue-share, deal registration, and co-sell motions.
• Build partner enablement programs covering PCI compliance, EMV/chip-and-PIN, tokenization, and processing capabilities.
• Partner with Product/Engineering to support API and gateway integrations for PayTrace’s stack.
• Track KPIs: partner-sourced volume, activation rates, TPV, attrition, and partner-driven revenue.
• Negotiate reseller agreements and MDF allocations; collaborate with underwriting/risk to streamline onboarding.
• Represent PayTrace at industry events and grow the partner channel team.

Skills

Channel sales

Partnerships

Leadership

Negotiation

Forecasting

CRM/PRM tools

Tools

ZOHO

HubSpot

Job description

PayTrace is seeking a Director of Partner Channel to build, scale, and lead our indirect sales ecosystem across the merchant services and payments landscape. You will own the strategy for recruiting and onboarding ISVs, VARs, API/gateway partners, and ISOs.

You will drive partnerships expanding PayTrace’s footprint across acquiring, gateway, and embedded payments channels, while mentoring a growing partner program. This role requires traveling to partner meetings and industry events.