Sales Executive Senior Director

About the role

Onbe is actively seeking a highly experienced and strategic Sales Executive Senior Director to lead efforts in establishing and expanding new partnerships with channel partners within the financial services industry. This on-site position, based in Atlanta, Georgia, involves leveraging Onbe's global presence and proprietary technology platform to develop distribution channels that enhance our reach and provide substantial value to our partners. The successful candidate will be responsible for identifying key partnership opportunities, negotiating mutually beneficial agreements, and driving revenue growth through strategic collaborations. This role requires a deep understanding of the payments landscape, excellent relationship management skills, and the ability to negotiate complex deals with senior stakeholders across various organizations. The Senior Director will play a pivotal role in shaping Onbe's growth trajectory by fostering strong, long-term relationships with partners and ensuring alignment with company goals.

Key facts

What you'll do

• Identify and target high-potential channel partners that align with Onbe's strategic growth objectives, focusing on expanding our distribution network within the financial services sector.
• Develop a comprehensive list of prospective partners by conducting market research, industry analysis, and leveraging existing networks to uncover new opportunities.
• Build and nurture strong relationships with key decision-makers within partner organizations, including executives in finance, marketing, and digital engagement, to understand their needs and priorities.
• Lead the creation and execution of strategic sales plans tailored to each partner, ensuring alignment with Onbe's overall business goals and growth strategies.
• Collaborate with internal teams to develop scalable pricing models and product options that meet partner requirements and facilitate seamless integration.
• Negotiate contract terms, pricing structures, and incentive arrangements to foster partner engagement, loyalty, and long-term collaboration.
• Draft and present partnership plans that clearly outline shared revenue goals, responsibilities, and key performance indicators, ensuring mutual understanding and commitment.
• Coordinate with internal departments such as legal, product, and finance to ensure smooth onboarding, implementation, and ongoing support for new partners.
• Explore additional avenues for Onbe to add value within partner ecosystems, including referral networks, co-marketing opportunities, and joint product offerings.
• Maintain a thorough understanding of industry trends, competitive landscape, and regulatory environment to inform strategic decision-making.
• Track and report on sales pipeline, partnership development progress, and revenue forecasts to senior management, providing insights and recommendations for continuous improvement.
• Represent Onbe at industry events, conferences, and client meetings to enhance brand visibility and establish new relationships.
• Ensure compliance with all company policies, legal requirements, and industry standards during negotiations and partnership development.
• Foster a collaborative team environment by sharing insights, best practices, and supporting colleagues in achieving their targets.
• Continuously seek opportunities for professional development and stay updated on emerging trends in payments and financial services.

Requirements

• Over 10 years of experience in a consultative B2B2C sales role, with a proven track record of developing and managing strategic partnerships.
• Extensive background in payments, disbursements, refunds, incentives, or rewards programs is highly preferred.
• Demonstrated success in engaging with C-level executives and senior stakeholders across finance, marketing, and digital sectors.
• Strong verbal and written communication skills, with the ability to deliver compelling presentations and negotiate effectively.
• Experience working with CRM tools such as Microsoft Dynamics or Salesforce to manage sales pipelines and customer relationships.
• Willingness to travel domestically up to 20% for client meetings, industry events, and partnership development activities.
• Bachelor's degree in Business, Finance, or a related field; advanced degrees or relevant certifications are a plus.
• Ability to work independently and as part of a team in a fast-paced, target-driven environment.
• Strategic thinker with excellent problem-solving skills and the ability to adapt to changing market conditions.
• Strong organizational skills to manage multiple partnership opportunities simultaneously and meet deadlines.
• Knowledge of industry regulations and compliance standards relevant to payments and financial services.

Nice to have

• Prior experience working within the refunds, incentives, or rewards sectors.
• Existing network within the financial services, payments, or fintech industries that can be leveraged for partnership development.
• Familiarity with enterprise software sales, SaaS platforms, or related technology solutions.
• Experience working in a global or multi-national environment, understanding cross-cultural nuances in partnership negotiations.
• Knowledge of regulatory and compliance issues related to payments, disbursements, and financial transactions.

Skills & tools

• Proficiency with CRM systems, especially Microsoft Dynamics or Salesforce, to track and manage sales activities and pipelines.
• Excellent negotiation, strategic planning, and relationship management skills.
• Strong analytical skills to assess market opportunities, competitive landscape, and partnership potential.
• Ability to build and maintain relationships with diverse stakeholders, including senior executives and technical teams.
• Effective communication skills, both verbal and written, to articulate complex concepts clearly and persuasively.
• Ability to develop strategic plans, execute negotiations, and close deals effectively.
• Familiarity with industry standards, regulations, and best practices in payments and financial services.

Practical notes

• This role is based on-site in Atlanta, Georgia, and requires the candidate to reside within 30 miles of the metro area.
• Occasional domestic travel of up to 20% may be required for client meetings, industry events, and partnership visits.
• The salary range for this position is between $159,480.00 and $178,500.00, plus commission. The final salary will be determined based on the candidate's experience, qualifications, and market conditions.
• Onbe offers a comprehensive benefits package, including medical, dental, vision, wellness programs, 401(k) matching, open paid time off, and parental leave.
• All candidates are encouraged to apply, regardless of specific career level, as the role may encompass multiple seniority tiers.
• The company values diversity and inclusion, fostering an environment where employees from varied backgrounds can thrive and contribute their unique perspectives.
• Candidates should be prepared for a fast-paced environment that emphasizes strategic growth, relationship building, and innovative solutions in the payments industry.
• Onbe is committed to compliance with all applicable legal and regulatory standards, including ITAR if applicable, and expects its employees to uphold these standards.