Sales Executive Senior Director

Summary

Join Onbe, a rapidly growing FinTech company, as a Sales Executive Senior Director to build new partnerships with financial services companies. Leverage Onbe's global reach and technology to establish partnerships that benefit both Onbe and its partners. The ideal candidate will have deep industry knowledge and excel in relationship building, strategic thinking, and negotiation. Key responsibilities include identifying potential partners, leading deal teams, negotiating contracts, and launching successful partnerships. This remote position requires candidates to live within 30 miles of Metro Boston, with occasional travel. The role reports to senior leadership and focuses on driving mutual growth.

Requirements

• 10+ years in a consultative B2B2C sales role
• 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

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

Preferred Qualifications

• Experience in payments and disbursements preferred
• Familiarity with the refunds, incentive or rewards spaces is a plus

Benefits

Medical, dental, vision, wellness, 401(k) matching, open paid time off, generous parental leave