Director of Partnerships

SUMMARY:

WHO YOU ARE:

Qualifications

• 7–10+ years of experience in business development, channel partnerships, strategic alliances, or similar roles.
• Demonstrated expertise in both partner development (sourcing) and partner management (growth).
• Experience working with partners that serve mid-market companies (SaaS platforms, accounting ecosystems, VARs, or channel partners).
• Strong communication skills with the ability to cultivate relationships at the C-suite and VP level.
• Proficiency with Salesforce or similar CRM platforms.
• U.S. work authorization.
  
  

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  Experience in fintech, payments, expense management, or corporate cards.
• Existing relationships in ecosystems serving mid-market operations, finance teams, or field-based organizations.
• Experience launching co-marketing initiatives, technical integrations, or reseller/affiliate programs.
  
  

Key Responsibilities

• Identify, initiate, and grow partnerships that influence or serve mid-market customers in the U.S.
• Develop strategic relationships with software platforms, accounting ecosystems, channel partners, and vertical associations (Nonprofit, Construction, Government, Education, and Industrial Manufacturing).
• Generate a prospect pipeline through cold outreach and discovery calls to build a portfolio of critical partners in the finance sector.
• Lead scoping discussions with prospective and existing Tier 1 partners to identify market penetration opportunities.
  
  

• Strategic Leadership (Player/Coach)

  • Define partnership strategy aligned with revenue and ICP goals to maximize market penetration.
  • Lead C-suite relationships for Tier 1 partners and drive strategic plans for high-impact accounts.
  • Own all partnership outcomes, including partner-sourced pipeline, revenue growth, and card spend.
  • Mentor the team on deal strategy and executive presence to elevate collective performance.
  • Build repeatable partner motions and serve as the lead escalation point for complex negotiations.

• Deepen existing relationships to drive incremental revenue, card spend, and platform adoption.
• Develop a deep understanding of the PEX platform—including corporate cards, expense management, disburse cards, vendor payments, and integrations—to map solutions to partner challenges.
• Establish and maintain a high-quality partnership pipeline within Salesforce to track outcomes and revenue impact.
• Elevate PEX’s visibility within key partner ecosystems supporting mid-market ICP customers.

• Work closely with Sales, Product, Marketing, and Customer Success to ensure alignment on partner execution and shared workflows.
• Collaborate with Partnerships Marketing to align outreach efforts and co-marketing initiatives.
• Partner with internal leaders to understand partner expectations and increase partner satisfaction and impact.
• Communicate partner feedback to the Product team to influence the development of integrations or referral pathways.

Skills, Knowledge and Expertise

• 7–10+ years of experience in business development, channel partnerships, strategic alliances, or similar roles.
• Demonstrated expertise in both partner development (sourcing) and partner management (growth).
• Experience working with partners that serve mid-market companies (SaaS platforms, accounting ecosystems, VARs, or channel partners).
• Strong communication skills with the ability to cultivate relationships at the C-suite and VP level.
• Proficiency with Salesforce or similar CRM platforms.
• U.S. work authorization.
  
  

About PEX