Senior Director, NA Channel Partnerships

PayPal•Chicago, IL

43d•Hybrid

About The Position

The Senior Director, Channel Partnerships, will oversee partnerships that integrate on behalf of merchants, including e-commerce platforms, software providers, accounting platforms, digital agencies, and payment gateways. This expansive role requires a deep understanding of the e-commerce landscape, vertical Saas, and the business models of the partners under your management, and their technology integration with PayPal. In this position, you will develop and execute sales strategies that align with PayPal's corporate objectives across Channel Partners that are self-managed. You will take full accountability for managing some of PayPal's most strategic Channel Partners, driving customer engagement initiatives to ensure the success and growth of our customers.

Requirements

12+ years relevant experience and a Bachelor's degree OR Any equivalent combination of education and experience.
10+ years of experience in sales, business development, or relationship management focused on Vertical Saas, eCommerce, and channel partners.
7+ years in eCommerce, vertical Saas, merchant services, or acquiring industry, with a solid understanding of eCommerce technology.
Proven track record in developing and leading successful sales teams across various geographies and markets, with a focus on driving revenue through partnerships.
Strong knowledge of the payments industry, including PayPal products and competitor offerings, with insights into geographic nuances that inform effective channel partner strategies.
In-depth understanding of customer payment needs and market trends, with a focus on key touchpoints across the sales funnel.
Excellent ability to manage team performance on a day-to-day basis, ensuring alignment with annual and quarterly targets.
Experience collaborating across regions and functional teams to achieve common goals within a hands-on, results-oriented environment
Proven track record of driving operational excellence with a focus on P&L management.
Creative problem solver with the ability to develop innovative solutions.
Demonstrated success in executing against goals, balancing attention to detail with effective delegation.
High sense of urgency and capability to manage multiple projects simultaneously.
Strong business acumen with a solid understanding of product strategy, excelling at identifying opportunities and navigating challenges. Expert negotiator in enterprise and technical sales.
Distinctive strategic, analytical, and problem-solving skills, with experience building trusted relationships with executive stakeholders.
Exceptional communication skills, capable of crafting compelling narratives to influence technical and business stakeholders at all levels, including C-suite.
Comfortable operating in ambiguous, fast-paced environments with evolving global products.
Proficient in data modeling and analytics, turning insights into actionable business recommendations to optimize strategy.
Bachelor's degree required.

Nice To Haves

Masters is a plus.

Responsibilities

Develop and implement long-term strategic plans for partnerships.
Inspire and lead cross-functional teams to achieve partnership goals.
Establish and maintain relationships with key industry leaders.
Drive new revenue streams through innovative partnership strategies.
Align partnership strategies with overall company objectives.
Drive Commercial Innovation: Develop and implement North America Channel Partner growth strategies that align with PayPal's long-term objectives, infusing creativity, experimentation, and continuous learning into how we approach markets, customers, and product opportunities.
Lead with Agility and Accountability: Manage and inspire Account Executives within the pod, fostering a culture of ownership and adaptability
Executive Engagement: Build trusted relationships with senior executives - both internally across PayPal and externally within partner organizations - to co-develop growth strategies, unlock new commercial opportunities, and ensure alignment and direct strategic engagement at the C-suite level.
Cross-Functional Integration: Champion seamless collaboration between pods, regional partner teams, and global stakeholders to maximize partner value, drive consistent execution, and amplify innovation through shared insights.
Data-Driven Excellence: Monitor and assess account coverage, pipeline health, and integration outcomes, using data to drive continuous improvement and to reallocate resources for maximum impact.
Talent & Leadership Development: Build a high-performance team by defining hiring profiles, scaling enablement and coaching programs, and cultivating a growth mindset grounded in curiosity, accountability, and adaptability.
Operational Rigor: Set and manage clear KPIs and incentives that link directly to growth objectives, ensuring transparent reporting and predictable performance across the channel organization.
Strategic Resource Deployment: Guide Channel Partner selling teams on capacity planning, outsourcing, and prioritization to optimize performance and accelerate revenue realization.
Marketing & Product Alignment: Partner with marketing and product teams to bring customer insights to life - ensuring integrated go-to-market motions, coordinated messaging, and frictionless customer journeys that translate into measurable growth.
Culture of Collaboration & Curiosity: Foster an environment where innovation and execution coexist - where teams experiment, learn fast, and share best practices that elevate collective performance.