Job SummaryThe Marketplace Sales Specialist is a sales-aligned role responsible for driving partner solution alignment, activation, and execution within complex, marketplace-enabled deals. This individual partners closely with Digital Strategy Managers (DSMs), fintech partners, and internal teams to ensure the right partner solutions are positioned effectively to accelerate deal progression, increase attach rates, and drive revenue outcomes.
Plays a critical role in supporting revenue generation by providing deep expertise across assigned marketplace categories and ensuring consistent execution throughout the sales and pilot lifecycle.
Key Responsibilities and Deliverables What you will be responsible for and what you will do
- Partner with DSMs to identify, position, and execute marketplace partner solutions within active opportunities
- Support client-facing conversations by clearly articulating partner use cases, value propositions, and business outcomes
- Engage directly with fintech partners to align on solution positioning, readiness, and deal-specific execution needs
- Drive pilot activation and progression, ensuring alignment across Sales, Product, and Partner teams
- Support deal shaping and solution sequencing, helping determine when partner solutions strengthen or complicate opportunities
- Build and expand partner-influenced pipeline, including identifying follow-on opportunities (+1, +5 expansion plays)
- Provide category-level expertise across assigned partner portfolios, enabling more consistent and confident sales execution
- Coordinate across cross-functional stakeholders (Sales, Product, Partnerships, Marketing) to ensure deal readiness and smooth execution
- Track and report on key metrics, including attach rate, pipeline contribution, pilot conversion, and time to revenue
Qualifications and Experience Demonstrated skills, competencies, and required experiences
- Bachelor's degree or equivalent experience
- 5+ years in financial services, fintech, or enterprise SaaS sales, sales engineering, or solution consulting
- Experience supporting complex, multi-stakeholder sales cycles and deal execution
- Strong understanding of the banking or credit union ecosystem, including digital banking or fintech solutions
- Ability to translate technical or partner capabilities into clear, outcome-driven value for clients
- Proven ability to work cross-functionally with Sales, Product, and Partner teams
- Strong communication skills with the ability to support and influence client-facing conversations alongside sales teams
- Experience working across multiple priorities and managing concurrent opportunities
- Familiarity with SaaS / PaaS solutions, APIs, integrations, or partner ecosystems
- Proficiency in Microsoft Office tools and CRM systems (e.g., Salesforce)
