Senior Business Development Manager – Channel Partnerships

Convera

. Generate net-new pipeline and win strategic channel partnerships across North America .

Posted 10/13/2026full-timeRemote • New York • United StatesSenior💰 $125,000 - $148,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B business development and enterprise sales, particularly within payments and fintech sectors. Proven ability to create and manage strategic partnerships, navigate complex negotiations, and drive pipeline growth through consultative selling and relationship management.

Highest-signal resume keywords

B2B Business DevelopmentCross-Border PaymentsPipeline CreationPartner Relationship ManagementNegotiation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales StrategyOpportunity QualificationBusiness Case DevelopmentAPI-Enabled SolutionsPayment FlowsComplianceFX EconomicsKYC PracticesMulti-Party Deal StructuringForecasting

Soft Skills

High OwnershipPersistenceSound JudgementCuriosityEffective Communication

Tools & Technologies

CRM SoftwareMarket Analysis ToolsSales Enablement Platforms

Industry Keywords

FintechPayrollPensionHR TechnologySaaSEnterprise PaymentsTravel and ExpenseGlobal MobilityLocal Payout RailsEmbedded Distribution Models

Tech Stack

Tools & technologies

Ruby on Rails

About the role

Key responsibilities & impact

Generate net-new pipeline and win strategic channel partnerships across North America
Build a continuously growing, high-quality pipeline focused primarily on payroll and pension partners, with selected travel and expense and global mobility opportunities
Develop and execute a North American account and territory plan based on addressable whitespace, strategic fit, corridor opportunity, competitive position, and route to revenue
Prioritize partners with large customer books, recurring cross-border flows, attractive corridor mix, mature KYC practices, limited high-risk exposure, and influence over payables or receivables
Create opportunities through targeted outbound activity, executive networking, referrals, advisers, technology ecosystems, conferences, and coordinated marketing
Conduct consultative discovery covering partner models, customer journeys, payment flows, statutory-payment needs, FX economics, technical requirements, implementation dependencies, and commercial value
Lead with Convera’s global network and currency coverage, compliance, FX expertise, local payout rails, hedging capabilities, and relationship management
Own opportunities from initial engagement through qualification, business-case development, solution design, commercial negotiation, contracting, and internal approval
Identify strategically important anchor partners offering brand value, market credibility, learning, or co-development potential
Mobilize Product, Solutions Consulting, Technology, Legal, Compliance, Pricing, Finance, Operations, Implementation, and Marketing to progress opportunities and resolve barriers
Transition signed partners to implementation, partner activation, and account-management teams with clear commercial commitments, success measures, and ownership
Maintain informed coverage of marketplace and AP automation opportunities, pursuing them selectively according to product and technology readiness
Maintain accurate CRM data, next steps, qualification, forecasting, risks, and commercial assumptions to improve conversion and sales velocity
Deliver against pipeline creation, new partner wins, strategic fit, commercial quality, forecast accuracy, stage progression, internal alignment, and clean handover measures

Requirements

What you’ll need

7+ years in B2B business development or enterprise sales, ideally within payments, fintech, payroll, pension, HR technology, SaaS, or financial services
Demonstrated success creating pipeline from the ground up and closing complex net-new business
Experience selling through partnerships, platforms, intermediaries, or embedded distribution models, including an understanding of downstream customer economics
Understanding of cross-border payments, mass payments, local payout rails, foreign exchange, hedging, compliance, and partner-led payment models
Ability to sell integrated and API-enabled solutions credibly while matching the solution to current product capability and implementation readiness
Strong skills in qualification, opportunity sizing, business cases, pricing, negotiation, and multi-party deal structuring
Confidence engaging senior commercial, product, technology, finance, treasury, compliance, and operations stakeholders
High ownership, persistence, sound judgement, curiosity, and ability to operate effectively in a remote, cross-functional environment
Preferred: established network across North American payroll, pension, HR technology, workforce management, travel and expense, global mobility, or enterprise payments
Preferred: experience with complex partner models involving end-customer onboarding, activation, revenue sharing, FX capture, or joint go-to-market activity
Preferred: experience working across the United States and Canada

Benefits

Comp & perks

Competitive salary
Opportunity to earn a bonus (dependent on performance)
Great career growth and development opportunities in a global organization
Corporate benefits
Health insurance (medical, dental, vision)
Retirement savings plan
Paid time off, holidays, and parental leave
Wellness programs and mental health resources