Director of Strategic Partnerships

PayJunction • Santa Barbara, CA

93d • $190,000 - $210,000

About The Position

PayJunction is seeking a Director of Strategic Partnerships to lead, expand, and inspire a high-performing team while scaling our No-code Payment Integration (NCPI) partner ecosystem. This is not a typical partnerships role. It is about uncovering and enabling channels that never imagined they could offer integrated payments, and showing them how to turn that capability into a new source of revenue. With NCPI, partners do not need to build software from scratch or manage complex integrations. In hours, they can upgrade the way their customers accept payments and capture the value of a revenue share they never thought possible. For those businesses, NCPI represents Freedom of Choice. For PayJunction, it represents a massive, untapped market. As Director, you will build and scale these partnerships into a repeatable growth engine, ensuring every integration creates demand, generates revenue, and redefines what is possible in payments.

Requirements

• Education: Bachelor’s degree in Business, Finance, or a related field (or equivalent professional experience).
• Leadership Experience: Minimum of 5+ years in a senior leadership role (Director level or above) within B2B, FinTech, or Payments, managing cross-functional business development or partnerships teams of at least 5 direct reports.
• Proven Partner Revenue Impact: Demonstrated success in generating pipeline and closed revenue via ISVs, VARs, associations, and other partner ecosystems.
• Track record of building scalable demand-generation programs through partnerships and alliances.
• Team Building and Management: Experience in building and leading high-performing, cross-functional teams in dynamic environments.
• History of hiring, coaching, and developing multiple teams across business development, relationship management, and technical sales functions.
• Industry and Company Scale: Background in organizations of 100+ employees, with experience either scaling a smaller organization to this level or joining an established company at this scale.
• Technical Skills: Proficiency with Salesforce for opportunity tracking, pipeline management, and forecasting.
• Strong financial acumen in interchange pricing and residual analysis.
• Expertise in contract negotiation, including legal redlines and creative problem-solving to achieve mutually beneficial outcomes.
• Solid understanding of payments industry products, services, and evolving trends, with the ability to translate technical concepts for diverse audiences.
• Familiarity with REST APIs and ability to support partners in integration troubleshooting and solution design.

Responsibilities

• Develop and execute business development strategy: Lead the creation and implementation of strategies that leverage market trends, competitive insights, and target audience research to establish strategic partnerships and drive revenue growth.
• Establish and grow strategic partnerships: Drive the development of at least two new high-value partnerships per quarter that contribute directly to revenue goals.
• Negotiate and finalize agreements with partners in collaboration with legal and deal desk teams.
• Lead a high-performing team: Recruit, hire, and develop top-tier talent across business development, relationship management, and sales engineering.
• Provide training, coaching, and performance management to ensure consistent achievement of departmental goals.
• Deliver measurable outcomes: Meet or exceed sales quota targets by generating revenue through partner channels.
• Maintain strong partner satisfaction scores.
• Ensure timely completion of annual reviews and ongoing team development.
• Collaborate across the organization: Partner with Sales, Marketing, and Product leadership to align business development initiatives with corporate strategy.
• Co-create marketing campaigns, support sales enablement efforts, and provide market feedback for product enhancements.
• Measure and report performance: Establish KPIs and dashboards to evaluate funnel performance, team productivity, and partnership ROI.
• Present regular performance updates to executive leadership and refine processes based on data-driven insights.
• Champion cross-functional impact: Work closely with Marketing to shape demand-generation campaigns, Sales to enhance partner-driven conversion, and Product to influence roadmap priorities based on partner needs and market trends.

Benefits

• Health, dental, and vision paid 100% by company for you and your dependents
• 401k with 6% match
• FSA and Dependent Care FSA
• Long-term & short-term disability coverage for you paid 100% by company
• 8 paid company holidays per year
• 2 paid floating holidays per year
• 1 paid volunteer day per year
• Paid Time Off
• Annual learning stipend
• Home office equipment stipend
• Quarterly “fun budgets” for team bonding events
• Opportunity to be part of a company that is changing a whole industry
• Opportunity for growth within the company
• Opportunity for remote, in-office, or hybrid work

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: Bachelor's degree
• Number of Employees: 51-100 employees