Director, Channel Partnerships

WHO WE AREThe Trustly Americas team combines PayWithMyBank, a 2012 Silicon Valley startup, with Trustly AB of Sweden, following their 2019 merger. Our team represents 30 nationalities, serving 9,000 merchants, connecting to 650 million consumers, and 12,000 banks across 33 countries. Our global network processes over $58 billion annually.

We are the leader in Open Banking Payments, and we’re on a mission to give merchants and consumers a better payment experience through Pay by Bank. For merchants, we deliver payment acceptance at a significantly lower cost than cards. For consumers, we enable them to use their bank accounts at payment methods instead of being held captive by high-interest cards. And it all happens through the security of Open Banking, only with Trustly.

With U.S. headquarters in Silicon Valley and global headquarters in Stockholm, Sweden, we are a culturally diverse team also spread across Canada, Brazil, UK, Germany, Spain, Portugal, Malta and more! Across North America, we have embraced a work from anywhere policy throughout the continental US and Canada.

It’s a great time to join Trustly as the Americas team is growing. If you thrive in an entrepreneurially minded, fast-paced, casual, professional, positive, and rewarding work environment, we want to talk to you!

ABOUT THE ROLEAs Trustly’s Director, Channel Partnerships, you will play a pivotal role in accelerating growth by defining and executing a strategic approach to expand our network of channel partners. Working closely with cross-functional teams, you’ll lead initiatives to launch, scale, and support partnerships that amplify Trustly’s market presence and revenue.

Your responsibilities include setting and achieving annual sales targets, managing go-to-market plans, and building strong partner engagement strategies. You’ll leverage Salesforce to provide insights, reporting, and forecasting. This role is ideal for a strategic thinker with expertise in partnerships within the payments industry, offering the chance to influence Trustly’s expansion and foster impactful relationships across our partner ecosystem.

WHO YOU'LL WORK WITHOn the Go-to-Market team, we work alongside payment experts to drive revenue growth and market success by establishing strong partnerships with customers and building brand awareness through effective go-to-market strategies. We are revolutionizing the industry by transforming the way that consumers pay and merchants receive payments. At our core, we are allies in our clients' success, constantly seeking opportunities where our products and services can deliver unparalleled value. We are looking for people with relentless drive, exceptional interpersonal skills, and a strong desire to make a positive impact on the success of our organization.

WHAT YOU'LL DO

• Responsible for defining and executing channels strategy to drive Trustly’s growth
• Responsible for executing a multi-channel and multi-vertical approach targeting acquirer, referral, distributor/reseller and other related technology and service partners
• Working closely with Sales, Legal, Marketing, Risk, and Product to launch and manage new channel partnerships as well as strengthen existing partnerships to extend Trustly’s reach and revenue
• Individually and working with Trustly Marketing and Sales teams: identify and develop relationships with new channel partners
• Maximize sales through existing channel relationships
• Leverage internal & external resources to effectively position Trustly's value proposition to channel partners
• Generate passion and enthusiasm within our partner community, fostering a desire to promote, prioritize and sell Trustly's solutions
• Coordinate go-to-market plans including partner communications, joint marketing, sales training, sales incentives, lead qualification and referral process, and associated reporting
• Engage with new and existing channel partners to set, achieve and exceed targets by developing and executing annual sales plans
• Champion the channel program internally to drive focus and appropriate level of investment in Product and Marketing
• Work closely with the Trustly Sales teams to engage partners and establish 1-to-1 linkages between Trustly Sales and the partner’s sales organization
• Work as part of the sales team to assist in negotiating and closing channel deals
• Work cross-functionally and with Sales Management, Solution Consulting, Product Management, Marketing, and Legal to ensure continued growth of the business
• Effectively use SFDC to forecast, track, develop and report activity with potential clients, channel partners and renewals
• Achieve annual quota through well-documented quarterly progress
• Participate in monthly performance reviews with direct management and quarterly reviews with department management

WHO YOU ARE

• 10+ years of experience, with at least the past 5 years in channel partnerships, sales, business development, or strategic partner management within a financial technology company
• Domain expertise in payments or experience working in the payments industry is required
• Track record of working with product and engineering teams with strong product instincts and the ability to identify opportunities to leverage partners’ products and capabilities
• Documented success implementing channel strategy within payments or other related markets
• Consistent track record for revenue generation driving sales in both direct and channel sales roles
• Excellent closing, negotiation, leadership, and presentation skills
• Outstanding interpersonal skills with the ability to work with all levels of management
• Ability to forecast channel revenue accurately with strong Salesforce.com skills
• Highly organized and detail-oriented
• Ability to influence and build strong relationships with decision-makers across all levels of partner and prospect organizations
• Strong oral and written communication skills
• Ability to work with little supervision and adapt to a fast-paced, constantly changing environment
• A high degree of honesty, integrity, and sound judgment