Head of Account Management - ISV Platform

NMI

6d•$200,000 - $225,000•Remote

About The Position

NMI is seeking an experienced sales leader to own and grow its US ISV book across NMI Payments and Money Movement. Reporting to the VP Enterprise Sales, this builder role leads a team responsible for retaining and growing software partners and expanding their use of NMI’s platform. The role will design the team’s coverage model, operating rhythm and service standards, and establish a unified model for the NMI Payments and Dwolla partner books. The team consists of four channel account managers covering 525 software partners and approximately $40 million in annual revenue. It manages US ISV relationships from go-live through renewal across card acceptance, acquiring, gateway, value-added services and account-to-account payments. First-year success includes growing the book ahead of plan, maintaining net revenue retention above 100%, increasing adoption of both card and account-to-account payments among top partners, improving partner NPS each quarter, and establishing a consistent team standard and success plans for every channel account manager. This is a remote role based in the US, with approximately 25% travel. The annual US base salary range is $200,000–$225,000, with the range narrowed during the interview process based on experience, qualifications and location.

Requirements

10+ years of account management, partnerships or sales experience in payments, fintech or SaaS, including substantial experience with ISV and embedded payments partners.
5+ years leading account or partner managers, including hiring and building a team.
Strong knowledge of acquiring and processing economics and how ISVs generate revenue from payments.
Commercial confidence in pricing, renewals and complex negotiations with senior partner leaders.
Demonstrated success growing an existing book through retention, cross-sell and broader product adoption, with net revenue retention results to substantiate performance.
Operating discipline across forecasting, pipeline management, KPIs and Salesforce.
Experience partnering with Product and Engineering leaders to shape roadmaps using partner insight and data.

Nice To Haves

Experience with ACH, RTP, FedNow or payouts platforms.
Experience leading account management through an acquisition or platform integration.
Exposure to verticals such as property, insurance, lending, healthcare or field services.
Experience managing partners on payfac, referral and wholesale ISV/ISO models, and moving partners between them.

Responsibilities

Own revenue, retention and expansion for the US ISV book across NMI Payments and Money Movement.
Build account plans that expand partners’ use of the platform, including card, account-to-account payments, acquiring, gateway, value-added services and Merchant Central.
Lead pricing, renewals and negotiations with the largest partners, protecting margin and tying concessions to term, volume or product adoption.
Identify risks such as falling volume, dormant merchants, competitive threats and pricing pressure, and act to prevent churn.
Drive merchant activation and boarding within partner platforms; measure time-to-first-transaction and dormant merchant rates, and work with partners to improve attach rates.
Help ISVs develop payments monetization strategies, including revenue share, residuals and merchant pricing.
Defend the book against competitive displacement from other platforms and in-house payfac builds.
Run joint business planning with top partners, including co-marketing, enablement and incentives to grow merchant adoption.
Hire, coach and develop channel account managers, establishing clear ownership, partner tiers and coverage.
Run a weekly operating rhythm covering pipeline, forecasting, partner health and escalations, supported by accurate Salesforce data.
Create and maintain team playbooks for QBRs, success plans, renewals and expansion.
Lead migration and consolidation of the Dwolla and NMI Payments partner books into a unified coverage model, account plan and Salesforce view.
Use data and AI tools to segment the book, predict churn and target expansion.
Own the partner experience from go-live through renewal in collaboration with Product, Partner Success and Support.
Serve as executive sponsor and escalation point for top ISVs.
Partner with Risk, Underwriting and Compliance on partner and merchant health, including PCI, Nacha rules for ACH, chargebacks and fraud exposure.
Bring a ranked view of partner needs to quarterly roadmap planning, prioritizing by revenue at risk and expansion opportunity; negotiate trade-offs with Product and Engineering and set partner expectations.
Own the partner side of launches by recruiting beta partners, driving adoption and keeping partners informed; co-own incident response through to root cause.

Benefits

Remote-first culture.
Competitive compensation and benefits.
Personal growth and advancement opportunities.
Flexible PTO and dedicated sick time.
Health, dental and vision insurance.
Life, accidental death and dismemberment, short-term disability and long-term disability insurance.
401(k) matching up to 4% after two months of service.
Flexible Spending Account.
Paid parental leave.
Company volunteer days.
Employee referral program.
Bonusly colleague recognition program.