Vice President of Financial Institution Channel Sales

Accountabilities:
The Vice President of Financial Institution Channel Sales will drive the growth of strategic financial institution partnerships by developing market opportunities, leading enterprise sales initiatives, and converting relationships into measurable revenue. This role requires strong commercial ownership, executive engagement, and collaboration across internal teams to create scalable partnership models. Develop and execute a financial institution channel sales strategy aligned with long-term growth objectives. Identify, prioritize, and pursue opportunities with banks, credit unions, treasury management providers, and other financial institutions. Build executive-level relationships across commercial banking, treasury management, product, innovation, and leadership teams. Lead the full sales lifecycle, including discovery, solution positioning, business case development, proposal creation, negotiation, and contract execution. Develop reseller, referral, co-selling, and strategic partnership models that generate recurring revenue opportunities. Create joint sales strategies and account plans with partners to develop qualified pipelines and accelerate growth. Maintain accurate sales forecasts, pipeline reporting, and opportunity tracking through CRM platforms. Collaborate with Client Success and internal stakeholders to ensure smooth partner transitions after agreements are finalized. Identify expansion opportunities within existing partnerships, including new markets, products, regions, and customer segments. Provide market insights, competitive intelligence, and partner feedback to leadership teams. Support strategic negotiations, executive presentations, and high-value commercial discussions. Represent the organization at partner meetings, industry events, and strategic engagements as needed. Requirements: The ideal candidate is a commercially driven channel sales leader with experience selling technology-enabled solutions through financial institutions. This professional should understand banking ecosystems, treasury management solutions, and complex enterprise sales environments, with the ability to build trust with senior stakeholders and close strategic agreements. 7+ years of experience in financial institution sales, treasury management, cash management, banking technology, fintech, enterprise SaaS, payments, or related fields. Proven experience developing and closing reseller, referral, channel, or strategic partnership opportunities. Strong understanding of commercial banking, treasury services, deposits, payments, cash operations, or related financial processes. Demonstrated success managing complex enterprise sales cycles involving multiple decision-makers. Experience creating business cases, negotiating commercial agreements, and driving recurring revenue growth. Ability to build strong relationships with executives and cross-functional stakeholders. Strong consultative selling, negotiation, presentation, and communication skills. Ability to translate technical capabilities into clear business and financial value. Experience using CRM and sales management platforms such as HubSpot, Salesforce, or similar tools. Ability to develop partner-sourced pipelines and joint go-to-market strategies. Experience in growth-stage technology, fintech, SaaS, or embedded solutions environments is preferred. Existing relationships within banks, credit unions, treasury organizations, or commercial banking groups are a plus. Familiarity with cash management technology, smart safes, cash devices, reconciliation solutions, or related operational processes is preferred. Ability and willingness to travel for partner meetings, conferences, negotiations, and strategic engagements. Benefits: Competitive base salary range of $96,500 – $207,500 USD annually , depending on experience, skills, education, and location. Eligibility for incentive compensation based on individual, business, and organizational performance. Comprehensive benefits package supporting physical, financial, emotional, and social well-being. Medical, dental, and vision coverage options. Retirement savings programs and financial wellness resources. Flexible work options, including remote or hybrid arrangements depending on location and business needs. Opportunities to work with innovative technology solutions and strategic financial partners. Career growth opportunities within a collaborative and inclusive environment. Support for professional development and continued learning.

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