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Partnership Development Director


Remote / United States of America
  • Job Type: Full-Time
  • Function: Business Dev
  • Industry: Technology
  • Post Date: 11/22/2022
  • Website:
  • Company Address: 909 Locust St, Suite 201, Des Moines, IA, 50309

About Dwolla

Dwolla is a fintech company helping innovative organizations power sophisticated account-to-account payment solutions.

Job Description

👋  Hey, I’m John  -  Senior Director of Partnership Development here at Dwolla.  I’m looking for someone who has a blend of strong communication skills, high-value sales and relationship management experience and an insatiable sense of curiosity to join our developing Partnerships team.

Here is what you can expect to work on in this critical role:
The primary focus of a Partnership Development Director is to source, sign and support key partners in becoming referrals or re-sellers of Dwolla products.

This role is perfect for someone who thrives on quickly cultivating an unbreakable bond, enjoys end-to-end process ownership (from opportunity creation through agreement execution to relationship management) and is excited by the opportunity to continue to develop and refine the overall partnership discipline at Dwolla.

I’m looking for someone who is a team player, builds rapport with others quickly and is motivated by reaching exceeding sales goals.

Currently our Partnership Development Directors spend the majority of their time on new partner acquisition activities.  This includes phone/video/email communication, trade shows, meetings, and contact and target strategy.

Additionally, the rest of your time could be spent developing and executing new marketing strategies and planning for channel growth.  Expect about 30% or more travel for this position.

Our results-focused team values action, a positive attitude and self-reliance.   Plus we really like celebrating each other’s wins!

Qualities of Partnership Development Directors Who Thrive in This Role
🤝 You’re great at building lasting relationships and are known for doing what you said you would do.  Closing loops and accountability is essential for this team.

📊 You’re experienced in Salesforce, G Suite, and Slack (a fundamental knowledge of payments flows is a big plus).

🗣️  You have strong communication skills (interpersonal, written, verbal, presentations, facilitation… this role does it all!)

🔥 You’re not afraid to ask for the sale.

What’s expected of a Partnerships Development Director at Dwolla?

Build a pipeline of complementary organizations who would benefit from including and/or reselling the Dwolla solutions as part of their payments/money movement offering to their clients
Communicate Dwolla’s value and address gaps in the payments and A2A ecosystem such that Dwolla’s offering is seen as the preferred solution
Develop and implement strategic targeting plans for verticals, channels and industries that would benefit from the Dwolla solutions
Develop and achieve goals around referral and revenue generation
Build and cultivate effective and financially productive relationships with new partner ISVs (Integrated Software Vendors), PSPs, FIs, Gateways, platform and payment providers.
Disciplined pipeline management
Qualify and drive ISV Partners through Dwolla’s onboarding process
Responsible for the initial partner lifecycle from lead identification, qualification, contact, sales pitch, on-boarding, marketing collateral, training and enablement to the growth and management of partners
Track and report key performance metrics and periodically deliver presentations to the executive team
Hold review meetings with partners to review/improve performance
Support partners and prospects with key content, webinars, training and presentations. Speak at events, roundtable discussions and panels as needed and approved.
Be the voice of the partner within the Dwolla organization to ensure solutions are enhanced with their needs in mind.
Work with Dwolla's leadership and product team to surface partner feedback, informing future product development and in support of long range planning
Drive demand through active participation in events, conferences, prospect meetings and through industry involvement.  Travel as needed.
Negotiate agreements, meet individual goals, track partner activity, sales pipeline and closed business generated via the strategic partnership program
Support and execute key marketing initiatives.  
Develop and maintain ongoing ACH industry knowledge. Through careful analysis and understanding of market trends and needs, identify opportunities for Dwolla to explore

What are the required qualifications for this position?

7+ years of experience in technology software sales preferred
Experience with Payments industry, B2B Software-as-a-Service offerings a major plus
Proven track record of meeting and/or achieving set sales quotas
Proven track record of direct/outbound channel/partnership sales
Experience working with cross functional teams, getting buy-in and staying focused in a fast-moving startup environment
Outstanding written and verbal communication skills, with the ability to explain and translate complex technology concepts into simple communications
Well developed presentation and communication skills
Hunter mindset and hunger to close deals
Bachelor’s degree preferred

When you join the Dwolla team, you get these great perks:

⭐ Unlimited Paid Time Off (with a mandatory PTO minimum of 5 days every 4 months)
⭐ Enjoy a reduced summer 2022 work schedule (Summer Hours 2022 for the win! 😎)
⭐ 12 weeks paid parental leave
⭐ Medical, dental and vision insurance (Health plan options include a free Peloton app & Apple Fitness membership, FSA & HSA options and more…)
⭐ Dedication to supporting mental health via paid subscription to Headspace
⭐ Stock options
⭐ 401k (with 4% company match)
⭐ Long-term disability insurance
⭐ Life insurance  

Our Remote-First Workspace

⭐  Our employees can work from anywhere in the US or from our Des Moines office.
⭐  You can move anywhere in the US and your compensation won’t change.
⭐ Combined with our unlimited PTO, you have the flexibility to enjoy the laptop lifestyle and balance work while traveling.
⭐  We actively support a healthy remote-first company culture by frequently providing both in-person and virtual opportunities for collaboration with co-workers.
⭐  We never miss a beat… by working both synchronously and asynchronously in our day-to-day interactions we’re able to stay full-steam ahead.
⭐ Remote-first home office stipend (and paid parking for our office-loving employees)

❗❗**Please note:  While we support a remote-first work environment, we are currently only able to offer employment to candidates who live in the United States**

Some Fine Print

At Dwolla, we value diversity and hold the core belief that the best teams are built by the inclusion of diverse ideas, experiences, and people.

If you require a reasonable accommodation or assistance for any part of the interview and employment process, please contact Katie Spellman (Talent Recruiter) at  and let us know the nature of your request.

If offered this position, you will be asked to complete an employment and credit verification authorization form (which allows us to run a background check) as part of our employment process. By submitting this application, you agree that Dwolla may share applicant information with a third party for communication services.