Director of Partnerships

Responsibilities

• Identify, structure, and negotiate strategic OEM and embedded technology partnerships, including resale, bundling, embedding, revenue sharing, pricing, contractual frameworks, and partner economics.
• Partner with Product and Engineering on integration requirements and partner enablement.
• Build and manage data and signal provider partnerships spanning identity, device intelligence, bureau data, alternative data, KYC, AML, and fraud.
• Evaluate data sources and negotiate data access, pricing, and strategic terms.
• Develop relationships with Global System Integrators and consulting partners to drive co-sell, co-delivery, and partner-influenced pipeline.
• Build joint solutions, playbooks, and go-to-market motions for fraud, credit, identity, and compliance transformation programs.
• Recruit, enable, and manage GSI practice leaders and partner teams.
• Own executive relationships with strategic partners from engagement through contracting and ongoing execution.
• Establish partnership operations, including pipeline tracking, partner scorecards, QBRs, revenue attribution, and performance management.
• Represent the company’s perspective on AI-native risk decisioning, fraud, credit, and compliance.
• Collaborate with Sales, Product, Marketing, Finance, Legal, and Engineering to deliver measurable business and product outcomes.
• Travel as needed for partner relationships and industry events.

Requirements

• 7+ years of experience in partnerships, business development, or strategic alliances.
• Hands-on experience with OEM or embedded technology partnerships, data provider partnerships, and Global System Integrator relationships.
• Deep expertise in fraud, credit risk, identity, compliance, or risk decisioning within financial services.
• Experience at a fintech, bank, card network, data or identity provider, risk platform, or GSI risk practice.
• Track record negotiating and closing OEM, reseller, or embedded technology agreements, including revenue-share models and contractual terms.
• Experience building or scaling data partnerships, evaluating data sources, and negotiating data access and pricing.
• Experience managing GSI relationships and creating joint go-to-market motions that generate partner-sourced or partner-influenced pipeline.
• Experience working with organizations such as Accenture, Deloitte, EY, PwC, KPMG, Cognizant, TCS, Infosys, or Wipro.
• Strong commercial and contract fluency, including complex negotiations with Legal and Finance.
• Excellent executive presence and ability to engage senior partner stakeholders and internal leadership.
• Strong cross-functional judgment across commercial, technical, and product discussions.

Preferred Qualifications

• Experience at a high-growth fraud, credit, compliance, identity, or risk decisioning platform.
• Existing relationships with data providers, identity vendors, technology platforms, or GSI fraud and risk practice leaders.
• Experience building a partnerships or alliances function from the ground up.
• Familiarity with no-code or low-code decisioning platforms, rules engines, or financial-services infrastructure.
• Experience in a fast-paced, high-growth environment with significant ownership and executive visibility.

Compensation and Benefits

• Competitive salary and equity packages, including a 401(k) plan.
• Remote-first culture.
• Employer-covered health, dental, and vision insurance for employees and dependents.
• Unlimited paid time off.
• Family-friendly environment, team events, and offsites.
• Learning and professional development opportunities.