Senior Business Development Manager

Trulioo•Toronto, ON

1d•CA$140,000 - CA$170,000•Hybrid

About The Position

Trulioo is seeking a Senior Business Development Manager to identify, sign, and launch new reselling partners. This is a hunter role focused on the full cycle of sourcing, qualifying, building, negotiating, and closing partnerships, and driving them through onboarding to their first revenue. The role is global in scope, though based in North America, and focuses on net-new partners rather than growing existing ones. The successful candidate will be responsible for identifying platforms and companies whose customers need identity verification, convincing them to embed and resell Trulioo, and getting them live and producing revenue. The role carries a partner-acquisition target and is measured on the number and quality of partners signed and successfully launched. Collaboration with Partner Success, Business Development leadership, Legal, Product, Technical Account Management, and Marketing is essential. The role is expected to leverage AI and emerging technologies to improve productivity and decision-making. This is a full-time, permanent, remote position based in North America, with a preference for USA-based applicants.

Requirements

10+ years in channel/partner sales, business development, or alliances, ideally within fintech, SaaS, or identity/fraud/compliance solutions.
A demonstrated track record of sourcing, signing, and launching new partners — and of carrying and hitting partner-acquisition or partner-sourced revenue targets.
Experience identifying and developing partner or business opportunities across multiple international markets, and comfort reading industry trends to prioritize where to play.
Strong full-cycle sales skills: prospecting, qualification, executive-level pitching, and closing.
Experience negotiating and structuring commercial partnership or reseller agreements, and working with Legal to close them.
Comfort with technical, API-driven products and coordinating technical onboarding to get partners live.
Excellent communication, presentation, and cross-functional collaboration skills.
Proficiency with CRM and partner management tools (e.g., Salesforce, PRM platforms).
Comfort operating independently in a remote, fast-moving environment, working across global time zones and markets from a North American base.
Extensive experience using AI-powered productivity and sales tools to improve research, prospecting, pipeline management, and customer engagement.
Experience incorporating AI into day-to-day workflows while maintaining critical thinking, sound judgment, and a customer-first approach.

Nice To Haves

Direct experience with identity verification, fraud prevention, KYC/KYB/AML, or regulatory compliance solutions.
Familiarity with identity orchestration, risk decisioning, or onboarding platforms and how they resell or embed third-party verification solutions.
An established network across fintech, banking, or digital commerce that can be activated to source partners.
Experience standing up or scaling a partner/channel program from early stages.
A track record of collaborating closely with post-sales or account management teams to grow partnerships over time.
Bachelor's degree or equivalent practical experience.

Responsibilities

Identify opportunities across markets and industry trends, tracking industry trends, regulatory shifts, and emerging demand for identity verification across global markets to identify where new partner opportunities are opening — and prioritize the markets and verticals with the strongest potential.
Build and own a global pipeline of prospective partners by researching markets worldwide and identifying identity orchestration, risk decisioning, onboarding, and other platforms whose customers need identity verification and who are a strong fit to resell Trulioo.
Prospect and open new relationships through outbound outreach and leveraging networks and industry presence to initiate conversations with target partners.
Qualify and prioritize partner fit by evaluating prospective partners on commercial potential, technical fit, market reach, and strategic value, focusing effort on the partnerships most likely to drive meaningful revenue.
Deliver compelling pitches and product positioning to partner executives and commercial teams, articulating the value of embedding and reselling Trulioo's KYC, KYB, and AML solutions.
Lead commercial negotiations and work with Legal and compliance to structure, negotiate, and close reseller agreements.
Drive onboarding and go-to-market launch for each new partner, coordinating enablement, technical integration, and launch marketing, with a focus on speed to first deal.
Partner with Technical Account Management and Product to scope and stand up each new partner's integration so they can go live as quickly as possible.
Work with Marketing on partner launch and co-marketing activities that generate early pipeline for the new partnership.
Work hand in hand with the Partner Success team from signing onward — jointly building the account plan, aligning on launch and growth strategy, and staying engaged beyond launch to help the partnership reach its full potential.
Keep an accurate pipeline of prospective partners in our CRM; report regularly on sourcing, signings, launches, and attainment against your acquisition target.
Feed partner and market intelligence back to Product, GTM, and BD leadership to sharpen partner strategy, targeting, and positioning.
Use AI-assisted research to identify emerging partner ecosystems, regulatory trends, and whitespace opportunities that drive our global partner acquisition strategy.
Experiment with and continue to deploy best practices for using AI to improve business development workflows, account planning, content creation, and knowledge sharing across the team.