Summary: Onbe seeks an impactful Sales Executive Senior Director to establish new, high potential partnerships with channel partners in the financial services space. Leveraging our global reach and proprietary technology, this role will help establish partnerships and partner models that deliver scaled distribution to Onbe and value to our partners in their efforts to retain, grow and expand their customer base. Our solutions focus on payments to consumers, workforces, and service providers, including refunds, rewards, and payroll delivered digitally and physically. The ideal candidate will possess deep industry knowledge, excel in relationship building, strategic thinking, and negotiation. Key responsibilities include identifying high fit/high potential new partners, leading deal teams, navigating complex negotiations, defining partnership priorities and key KPIs, and launching the relationship to maximize value for both parties. Reporting to senior leadership, the candidate will ensure alignment with organizational priorities and drive mutual growth. 

This role is a hybrid role that will work onsite 2 days per week at our Plano, TX location. Occasional travel may be required as part of this position.

Responsibilities: 

Develop a target list of high fit/high potential new partnerships; manage a diverse pipeline and secure new partners in support of Onbe’s channel distribution strategy. 

Establish relationships with multiple partner stakeholders; build trust and uncover organizational priorities, operating structures and decision-making criteria. 

Assemble and lead deal teams; based on a deep understanding of partner’s priorities and decision-making processes, define and articulate win strategies to execute a successful organizational selling motion. 

In line with partner priorities and go-to-market practices, ensure partner is equipped with scalable pricing models and product options.

Lead pricing and contracting negotiations; architect meaningful incentive structures to motivate partner to drive volume.

Develop partnership plans to ensure alignment between partner and Onbe: document mutually identified revenue goals, priorities, resources, roles & responsibilities and KPIs.

Bring Onbe resources (e.g., project management, channel marketing, relationship management, etc.) to the field to set the partnership up for long-term success. Provide oversight and ensure successful launch of partnership through pilot.

With a land & expand mindset, uncover additional opportunities for Onbe to add value within the partner ecosystem or via referrals; win opportunities across new buying centers and nurture a network/referral effect to extend the value of the partnership.

Qualifications: 

10+ years in a consultative B2B2C sales role

Experience in payments and disbursements preferred. 

Familiarity with the refunds, incentive or rewards spaces is a plus. 

Demonstrated ability to sell to multiple C-level personas, including finance, marketing and digital engagement personas. 

Must display excellent verbal and written presentation, interpersonal and communication skills. 

Experience working with a CRM such as Microsoft Dynamics or Salesforce 

Up to 20% domestic travel may be required 

The base salary range for this position is between $159,480.00 to $178,500.00 plus commission. The actual base salary offered depends on a variety of factors, including but not limited to the qualifications of the individual applicant for the position, years of proven experience, specific and unique skills, level of education attained, certifications or other professional licenses held, business needs, and market demand. Our competitive benefits include medical, dental, vision, wellness, 401(k) matching, open paid time off, generous parental leave, and more! Our job titles may span more than one career level. All candidates are encouraged to apply. #li-hybrid