Note: The job is a remote job and is open to candidates in USA. Trulioo is a global digital identity verification company that helps organizations onboard customers, optimize costs, and combat fraud. The Senior Business Development Manager will identify, negotiate, sign, and launch global reselling partners, managing the full partner acquisition cycle through first revenue while collaborating with Partner Success, Legal, Product, Technical Account Management, and Marketing.
Responsibilities
- 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
Skills
- 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
- Experience identifying and developing partner or business opportunities across multiple international markets, and comfort reading industry trends to prioritize where to play
- 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
- Comfort with technical, API-driven products and coordinating technical onboarding to get partners live
- Excellent communication, presentation, and cross-functional collaboration skills
- Proficiency with CRM and partner management tools (e.g., Salesforce, PRM platforms)
- Comfort operating independently in a remote, fast-moving environment, working across global time zones and markets from a North American base
- Extensive experience using AI-powered productivity and sales tools to improve research, prospecting, pipeline management, and customer engagement
- Experience incorporating AI into day-to-day workflows while maintaining critical thinking, sound judgment, and a customer-first approach
- Direct experience with identity verification, fraud prevention, KYC/KYB/AML, or regulatory compliance solutions
- Familiarity with identity orchestration, risk decisioning, or onboarding platforms and how they resell or embed third-party verification solutions
- An established network across fintech, banking, or digital commerce that can be activated to source partners
- Experience standing up or scaling a partner/channel program from early stages
- A track record of collaborating closely with post-sales or account management teams to grow partnerships over time
- Bachelor's degree or equivalent practical experience
Benefits
- Health, dental, and vision coverage for full-time, permanent employees; retirement plans with company match; paid time off; parental leave; and an annual education & training stipend equivalent to $1,000 in local currency. Specific benefits may vary by location.
- Flexible hybrid working environment with remote work out of North America and offices designed to support collaboration and flexibility.
- Weekly lunches, quality coffee, and regular social events.
- Parent rooms, on-site gyms, comfortable lounges, and adaptable workstations at many locations.
- Access to wellness workshops and events.
- Complimentary Headspace subscription.
- Employee Resource Groups providing inclusive spaces, support, and community for employees of diverse backgrounds and allies.
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