Director Strategic Partnerships

Role and Purpose 

This position will report to the Head of Partnerships and work closely with all senior leaders. 

As Director of Strategic Partnerships at InterPayments, you will be a senior Relationship Manager owning and growing high-impact partner programs. You’ll be responsible for setting and executing the strategic direction for priority partnerships — aligning incentives, building go-to-market strategies, and coordinating cross-functional execution to drive partner success and InterPayments' revenue growth. 

This is a high-visibility, high-autonomy role for a hands-on builder who thrives on aligning complex stakeholders, creating structure out of ambiguity, and turning great partner intent into scalable execution. 

Why This Role Matters 

• Partners trust you to help them achieve their goals by building programs that are mutually beneficial and low-friction.
• InterPayments relies on you to define the partnership strategy, allocate resources, and ensure teams are aligned and accountable to shared success.
• Your teammates depend on your leadership to keep everyone rowing in the same direction—across sales, engineering, product, marketing, and support.

Key Responsibilities 

• Own the end-to-end strategy, structure, and performance of assigned partnerships.
• Develop, negotiate, and implement partner programs that align InterPayments' goals with partner needs.
• Define and execute joint go-to-market (GTM) and product strategies for integrated and referral partners.
• Establish and maintain mutual agreement with partners on success metrics, processes, and timelines.
• Coordinate internal and partner-side resources to execute on GTM strategy and drive adoption.
• Lead strategic alignment across Sales, Product, Marketing, and Professional Services.
• Create transparency around rules of engagement and ensure teams are equipped to message and deliver the joint value proposition.
• Resolve conflicts when necessary and proactively guide stakeholders toward resolution.
• Serve as a trusted resource for partner and market feedback, surfacing key insights to improve product, messaging, and processes.

Key KPIs 

• Achievement of non-revenue partner milestones
• SQO pipeline ($ and #) and closed-won revenue vs. quota
• Sales cycle timelines
• SQO-to-Closed Won conversion rates
• Partner program health and satisfaction

Who You Are 

• 5–10 years of experience in strategic partnerships, business development, or channel leadership within payments, fintech, or SaaS.
• Strong grasp of partner incentive structures, GTM planning, and long-cycle relationship management.
• Excellent communicator who can translate between technical and commercial stakeholders.
• Proactive, structured, and decisive with high ownership and follow-through.
• Skilled at managing ambiguity, aligning cross-functional teams, and driving toward outcomes.
• Confident negotiator who can design win-win partnerships.
• Comfortable engaging with C-level decision-makers and influencing executive stakeholders.
• Excited by building something new, with a “no task too small” mindset.
• US work authorization (US citizens or green card holders)

Who you are 

You strive to uncover complex problems and find great personal and professional fulfillment in solving them.  You can put yourself into the mindset of a customer to uncover problems before an actual customer does.  In addition, you are:  

• Team-oriented: You believe shared success and individual advancement go hand-in-hand.  We share your values.  You thrive in an inclusive, collaborative environment and hold yourself and your teammates accountable    You step up and step in when your team needs you.     
• Impact-driven: You find deep meaning and satisfaction in making an impact.  You are self-aware about what motivates you and what instills passion.  You take pride in being trusted to deliver results for your team.  You embrace a growth-mindset.  You reframe setbacks as gifted opportunities to improve.  In short, you’re a polite, ethical hustler.   
• Structured decision maker: you believe progress is rooted in a focused effort.  To know how to focus, you work hard to understand the root cause and listen to different points of view.  You prefer investigating to being right.  You first identify the core drivers of a problem and work backwards to simplify the solution.  You constantly think about 2nd and 3rd order effects of decisions.  In general, you are optimistically paranoid about what you don’t know.   

InterPayments’ Values: 

• Customers and mission first.  The customer is at the heart of everything we do and we have an enormous obligation to help them.  We align our company, team, and individual goals with customer outcomes and our mission.  When making decisions and setting priorities, we always keep our customer’s perspective and our mission in mind.  
• Always build trust.  We focus on the long-term. We treat everyone - existing and prospective teammates, customers, partners, vendors, investors - as if we’ll know and work with them forever.  We assume good intent and empathize.  We’re always ethical, respectful, and honest.  We are responsive, reliable, and trustworthy.  We are loyal and committed to one another, our customers, and our mission.  Nothing is transactional.     
• Do the hard(er) thing.  We reject complacency and embody a growth mindset because it’s more fulfilling.  Being resilient, flexible, and adaptable is challenging.  Seeking and delivering honest feedback is hard.  Embracing open-mindedness, intellectual honesty, and respectful disagreement is tough.  Being relentlessly curious, simplifying complexity, and thinking through 2nd/3rd order effects of decisions takes more work.  Being highly responsive and making data-driven decisions requires more effort.  We choose to do them anyway.  We find reward in pushing ourselves and others beyond our comfort zones.