Senior Business Development Manager
Posted Updated
Description
- We’re hiring a Senior Business Development Manager to identify, sign, and launch new reselling partners for Trulioo
- This is a hunter role: you own the full cycle of, sourcing, qualifying and building prospective partners, negotiating and closing partnership agreements, and driving each new partner through onboarding to their first revenue
- Where our Partner Success team grows and retains existing partners, you focus on net-new: finding the platforms and companies whose customers need identity verification, convincing them that Trulioo is the best solution to embed and resell, and getting them live and producing
- Your remit will be global — while you’re based in North America, you identify and pursue partner opportunities across multiple markets worldwide, following where industry trends and demand for identity verification are creating new opportunities
- You carry a partner-acquisition target and are measured on the number and quality of partners you sign and successfully launch
- Signing a partner is the beginning of the relationship
- You partner closely with the Partner Success team staying engaged well beyond launch to jointly drive the partnership’s early momentum and long-term success
- You’ll work across Business Development leadership, Partner Success, Legal, Product, Technical Account Management, and Marketing to move partners from first conversation to a thriving, growing relationship
- This role is expected to leverage AI and emerging technologies to improve productivity, enhance decision-making, and continuously optimize how work is performed
- This will be a full-time, permanent position working remotely out of North America, with a preference for USA-based applicants
- Identify opportunities across markets and industry trends. Track industry trends, regulatory shifts, and emerging demand for identity verification across global markets to identify where new partner opportunities are opening — and prioritize the markets and verticals with the strongest potential
- Build and own a global pipeline of prospective partners. Research markets worldwide and identify identity orchestration, risk decisioning, onboarding, and other platforms whose customers need identity verification and who are a strong fit to resell Trulioo
- Prospect and open new relationships. Run outbound outreach and leverage your network and industry presence to initiate conversations with target partners
- Qualify and prioritize partner fit. Evaluate prospective partners on commercial potential, technical fit, market reach, and strategic value; focus effort on the partnerships most likely to drive meaningful revenue
- Make the case for Trulioo. Deliver compelling pitches and product positioning to partner executives and commercial teams, articulating the value of embedding and reselling Trulioo’s KYC, KYB, and AML solutions
- Negotiate and close partnership agreements. Lead commercial negotiations and work with Legal and compliance to structure, negotiate, and close reseller agreements
- Launch new partners to first revenue. Drive onboarding and go-to-market launch for each new partner — coordinating enablement, technical integration, and launch marketing — with a focus on speed to first deal
- Coordinate technical onboarding. Partner with Technical Account Management and Product to scope and stand up each new partner’s integration so they can go live as quickly as possible
- Drive launch GTM with Marketing. Work with Marketing on partner launch and co-marketing activities that generate early pipeline for the new partnership
- Partner with Partner Success throughout the relationship. Work hand in hand with the Partner Success team from signing onward — jointly building the account plan, aligning on launch and growth strategy, and staying engaged beyond launch to help the partnership reach its full potential
- Maintain forecast and reporting discipline. Keep an accurate pipeline of prospective partners in our CRM; report regularly on sourcing, signings, launches, and attainment against your acquisition target
- Be the voice of the market internally. Feed partner and market intelligence back to Product, GTM, and BD leadership to sharpen partner strategy, targeting, and positioning
- Leverage AI-driven market insights. Use AI-assisted research to identify emerging partner ecosystems, regulatory trends, and whitespace opportunities that drive our global partner acquisition strategy
- Champion AI-enabled ways of working. Experiment with and continue to deploy best practices for using AI to improve business development workflows, account planning, content creation, and knowledge sharing across the team
- Strong full-cycle sales skills: prospecting, qualification, executive-level pitching, and closing
- Experience negotiating and structuring commercial partnership or reseller agreements, and working with Legal to close them
- Excellent communication, presentation, and cross-functional collaboration skills
- Experience incorporating AI into day-to-day workflows while maintaining critical thinking, sound judgment, and a customer-first approach
- Extensive experience using AI-powered productivity and sales tools to improve research, prospecting, pipeline management, and customer engagement
- Comfort operating independently in a remote, fast-moving environment, working across global time zones and markets from a North American base
- 10+ years in channel/partner sales, business development, or alliances, ideally within fintech, SaaS, or identity/fraud/compliance solutions
- A demonstrated track record of sourcing, signing, and launching new partners — and of carrying and hitting partner-acquisition or partner-sourced revenue targets
- Comfort with technical, API-driven products and coordinating technical onboarding to get partners live
- Experience identifying and developing partner or business opportunities across multiple international markets, and comfort reading industry trends to prioritize where to play
- Proficiency with CRM and partner management tools (e.g., Salesforce, PRM platforms)
- If you don’t see yourself fully reflected in every job requirement listed on the posting above, we still encourage you to reach out and apply
- Bachelor’s degree or equivalent practical experience
- Familiarity with identity orchestration, risk decisioning, or onboarding platforms and how they resell or embed third-party verification solutions
- A track record of collaborating closely with post-sales or account management teams to grow partnerships over time
- Experience standing up or scaling a partner/channel program from early stages
- Direct experience with identity verification, fraud prevention, KYC/KYB/AML, or regulatory compliance solutions
- An established network across fintech, banking, or digital commerce that can be activated to source partners