Director, Channel Partner

NorthAB LLC•Remote work WA, WA

1d•$120,000 - $180,000•Remote

About The Position

PayTrace is seeking a Director of Partner Channel to build, scale, and lead its indirect sales ecosystem across the merchant services and payments landscape. The role owns strategy for recruiting, onboarding, and growing revenue through Independent Software Vendors (ISVs), value-added resellers (VARs), API and gateway integration partners, and Independent Sales Organizations (ISOs). It develops partnerships that expand PayTrace's presence across acquiring, gateway, and embedded payments channels. The Director will develop and execute channel strategy, recruit and onboard partners, own relationships with top-tier partners, and create partner enablement programs. The role works with Product and Engineering on integrations and with Underwriting and Risk on merchant onboarding. It also tracks channel performance, negotiates commercial agreements and pricing, represents PayTrace at industry events, and builds and mentors a partner channel team as the program scales. Success means creating a scalable partner recruitment and boarding pipeline; growing partner-sourced processing volume and revenue quarter over quarter; retaining partners with low attrition; and aligning Partnerships, Underwriting, Product, and Sales on merchant onboarding.

Requirements

At least 7 years of experience in channel sales, partnerships, or business development within payments, merchant services, or fintech.
At least 3 years of experience 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 and pricing structures, and chargeback/dispute management.
Experience structuring residual and revenue-share agreements common in merchant services partnerships.
A track record of building or significantly scaling a payments or fintech partner channel.
Strong relationship management, negotiation, and executive presence with acquiring banks, processors, and software partners.
A data-driven approach to forecasting partner-sourced volume and revenue.
Experience with CRM/PRM tools such as ZOHO or HubSpot and payments industry reporting.
Ability to travel for partner meetings and industry conferences.

Responsibilities

Develop and execute a channel strategy targeting ISVs, VARs, fintech and software integration partners, and ISOs across relevant verticals.
Recruit and onboard partners that can resell or embed PayTrace's gateway, virtual terminal, and API-based payment acceptance solutions.
Manage relationships with top-tier ISV and ISO partners, serving as the primary liaison for residual and revenue-share structures, deal registration, and co-selling.
Build partner enablement programs covering PCI compliance, EMV, tokenization, Level 2/Level 3 processing, ACH, and recurring billing.
Work with Product and Engineering to support API and gateway integrations, including hosted payment pages, virtual terminal, mobile/POS solutions, and recurring billing.
Track channel KPIs, including partner-sourced merchant volume, activation and boarding rates, processing volume (TPV), attrition and chargeback rates, and partner-driven revenue.
Negotiate reseller agreements, revenue-share and interchange-plus pricing structures, and marketing development fund allocations.
Collaborate with Underwriting and Risk to streamline merchant boarding and KYC/KYB requirements for partner-referred accounts.
Represent PayTrace at industry events and payments and fintech conferences.
Build and mentor a partner channel team as the program scales.