Senior Business Development Manager (Channel Partnerships)

Convera•New York, NY

10h•$125,000 - $148,000

About The Position

Convera is seeking a commercially driven Senior Business Development Manager to generate net-new pipeline and win strategic channel partnerships across North America. This proactive new-business role focuses on creating and converting new opportunities rather than managing established partner portfolios. The near-term priority is workforce payments, particularly payroll and pension, with selected opportunities in travel and expense and global mobility. The role targets partners with recurring cross-border payment flows and strategic alignment with Convera’s network reach, compliance capabilities, foreign exchange expertise, local payout rails, and relationship-led service model. The position owns opportunities from initial engagement through qualification, business-case development, solution design, commercial negotiation, contracting, and internal approval. It develops territory plans, targets and prospects suitable partners, coordinates internal teams to advance opportunities, and ensures signed partners are transitioned to implementation, activation, and account-management owners. Marketplace and AP automation opportunities should be pursued selectively in line with product and technology readiness. Success is measured by the value, quality, coverage, and progression of qualified pipeline; signed partnerships and contracted revenue potential in priority verticals; strategic fit and commercial quality; and forecast accuracy, stage progression, internal alignment, and effective handover. The role is distinct from ongoing account management and post-signature activation responsibilities. Convera is a global commercial payments company serving more than 26,000 customers, with a financial network spanning more than 140 currencies and 200 countries and territories. The company describes itself as a global organization with employees in over 20 countries and emphasizes diversity, inclusion, and belonging. The stated base salary range is $125,000–$148,000 per year, plus commission, depending on experience, qualifications, and location.

Requirements

At least 7 years of experience in B2B business development or enterprise sales, ideally in payments, fintech, payroll, pension, HR technology, SaaS, or financial services.
Demonstrated success creating pipeline from the ground up and closing complex net-new business.
Experience selling through partnerships, platforms, intermediaries, or embedded distribution models, including understanding downstream customer economics.
Understanding of cross-border payments, mass payments, local payout rails, foreign exchange, hedging, compliance, and partner-led payment models.
Ability to credibly sell integrated and API-enabled solutions while matching solutions to current product capability and implementation readiness.
Strong skills in qualification, opportunity sizing, business cases, pricing, negotiation, and multi-party deal structuring.
Confidence engaging senior commercial, product, technology, finance, treasury, compliance, and operations stakeholders.
High ownership, persistence, sound judgment, curiosity, and ability to work effectively in a remote, cross-functional environment.

Nice To Haves

An established network across North American payroll, pension, HR technology, workforce management, travel and expense, global mobility, or enterprise payments.
Experience with complex partner models involving end-customer onboarding, activation, revenue sharing, FX capture, or joint go-to-market activity.
Experience working across the United States and Canada.

Responsibilities

Build a continuously growing, high-quality net-new pipeline across payroll, pension, travel and expense, and global mobility, with primary focus on payroll and pension.
Develop and execute a North American account and territory plan based on addressable whitespace, strategic fit, corridor opportunity, competitive position, and route to revenue.
Prioritize partners with large customer books, recurring cross-border flows, attractive corridor mixes, mature KYC practices, limited high-risk exposure, and influence over payables or receivables.
Generate opportunities through targeted outbound activity, executive networking, referrals, advisers, technology ecosystems, conferences, and coordinated marketing.
Conduct consultative discovery into partner models, end-customer journeys, payment flows, statutory-payment needs, FX economics, technical requirements, implementation dependencies, and commercial value.
Present Convera’s global network and currency coverage, compliance, FX expertise, local payout rails, hedging capabilities, and relationship management strengths.
Own complex opportunities from initial engagement through qualification, business-case development, solution design, commercial negotiation, contracting, and internal approval.
Identify strategically important anchor partnerships that may provide brand value, market credibility, learning, or co-development potential in addition to direct revenue.
Coordinate Product, Solutions Consulting, Technology, Legal, Compliance, Pricing, Finance, Operations, Implementation, and Marketing to advance opportunities and resolve barriers.
Transition signed partners to implementation, partner activation, and account-management teams with clear commercial commitments, success measures, and ownership.
Maintain informed coverage of marketplace and AP automation opportunities, pursuing them selectively in line with product and technology readiness.
Maintain accurate CRM data, next steps, qualification, forecasting, risks, and commercial assumptions, and use insights to improve conversion and sales velocity.