Director, Channel Partner

Director, Partner Channel PayTrace - Remote PayTrace is seeking a Director of Partner Channel to build, scale, and lead our indirect sales ecosystem across the merchant services and payments landscape. This role owns the strategy for recruiting, onboarding, and growing revenue through Independent Software Vendors (ISVs), value-added resellers (VARs), API/gateway integration partners and Independent Sales Organizations (ISOs). You'll drive the partnerships that expand PayTrace's footprint across acquiring, gateway and embedded payments channels. What You'll do: Develop and execute a channel strategy targeting ISVs, VARs, and fintech/software integration partners and ISO’s across verticals (manufacturing, construction, B2B, e-commerce, nonprofit, etc.)Recruit and onboard partners capable of reselling or embedding PayTrace's gateway, virtual terminal, and API-based payment acceptance solutionsOwn relationships with top-tier ISV and ISO partners, acting as the primary liaison on residual/revenue-share structures, deal registration, and co-sell motionsBuild partner enablement programs covering PCI compliance requirements, EMV/chip-and-PIN, tokenization, Level 2/Level 3 processing, ACH, and recurring billing capabilitiesPartner with Product/Engineering to support API and gateway integrations, ensuring partners can effectively implement PayTrace's payment stack (hosted payment pages, virtual terminal, mobile/POS solutions, recurring billing)Track channel KPIs: partner-sourced merchant volume, activation/boarding rates, processing volume (TPV), attrition/chargeback rates, and partner-driven revenueNegotiate reseller agreements, revenue-share and interchange-plus pricing structures, and marketing development fund (MDF) allocationsCollaborate with Underwriting/Risk teams to streamline merchant boarding and KYC/KYB requirements for partner-referred accountsRepresent PayTrace at industry events and payments/fintech conferencesBuild and mentor a partner channel team as the program scales What we need from you: 7+ years in channel sales, partnerships, or business development within payments, merchant services, or fintech; 3+ years in a leadership capacityDeep familiarity with the ISV/PayFac ecosystem, merchant acquiring, payment gateway business and ISO modelsWorking knowledge of PCI DSS compliance, EMV, tokenization, interchange/pricing structures (interchange-plus, tiered, flat-rate), and chargeback/dispute managementExperience structuring residual and revenue-share agreements common in merchant services partnershipsTrack record building or significantly scaling a payments/fintech partner channelStrong relationship management, negotiation, and executive presence with acquiring banks, processors, and software partners Data-driven approach to forecasting partner-sourced volume and revenue Experience with CRM/PRM tools (ZOHO, Hubspot, etc) and payments industry reportingAbility to travel for partner meetings and industry conferences What Success Looks Like: A scalable, repeatable VAR/ISV/Integration partners/ISO recruitment and boarding pipelineGrowth in partner-sourced processing volume (TPV) and revenue quarter over quarter Strong partner retention and low attrition across the reseller baseTight alignment between Partnerships, Underwriting, Product, and Sales on merchant onboarding Salary Range: $120,000-$180,000 plus incentive plan Pay within this range varies by work location and on job-related knowledge, skills, and experience. We look forward to discussing your salary expectations and our full total rewards offerings throughout the interview process. What we offer: We offer a comprehensive benefits package that enables our teams to live a life well lived, both personally and professionally. Some of our perks include: Medical, Dental, & Vision CoverageFlexible Paid Time Off401(k) + MatchMental Health Support & Well-Being ProgramPaid Maternity & Paternity LeaveEducation AssistanceCompany-funded Lifestyle Spending Account Who we are: PayTrace by North, your B2B payments experts, transforms financial and accounting processes to future-proof your business. With advanced payment automation solutions and a user-friendly API, they help B2B companies become more efficient, successful, and profitable. Processing more than $48 billion in payment transactions, PayTrace is committed to providing easy-to-use payment solutions and merchant services, with built-in PCI compliance and security, and 5-star service. At North, we celebrate diversity and create an inclusive environment for everyone. We are an equal-opportunity employer. To learn more about North and our family of companies, visit our website: https://www.north.com/company/about/our-companies-b rands