Position Summary: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.
What You'll Be Doing:- 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.
What You'll Bring:- 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.
Nice to Have:- 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.
