Head of Account Management - ISV Platform
New
N
NMIPayments fintech
Remote, US; This is a remote role based in the USFull-TimeManager
Salary200,000 - 225,000 USD per year
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Job Details
- Experience
- 10+ years in account management, partnerships or sales in payments, fintech or SaaS; 5+ years leading account or partner managers
- Required Skills
- SalesforceAccount Management
Requirements
- 10+ years of experience in account management, partnerships or sales in payments, fintech or SaaS.
- Deep experience with ISV and embedded payments partners.
- 5+ years leading account or partner managers, including hiring and building a team.
- Strong knowledge of acquiring and processing economics and how ISVs monetize payments.
- Commercial confidence in pricing, renewals and complex negotiations with senior partner leaders.
- A track record of growing an existing book through retention, cross-sell and broader product adoption, with NRR results.
- Operating discipline in forecasting, pipeline management, KPIs and Salesforce.
- Experience partnering with Product and Engineering leaders to shape roadmaps using partner insight and data.
- Preferred: Experience with ACH, RTP, FedNow or payouts platforms.
- Preferred: Experience leading account management through an acquisition or platform integration.
- Preferred: Exposure to property, insurance, lending, healthcare or field services.
- Preferred: Experience with payfac, referral and wholesale ISV/ISO partner models.
Responsibilities
- Own revenue, retention and expansion for the US ISV book across NMI Payments and Money Movement.
- Build account plans to expand partner adoption across card, account-to-account payments, acquiring, gateway, value-added services and Merchant Central.
- Lead pricing, renewals and negotiations with the largest partners while protecting margin.
- Identify partner risks, including falling volume, dormant merchants, competitive threats and pricing pressure, and act to prevent churn.
- Drive merchant activation and boarding within partner platforms, measuring time-to-first-transaction and dormant merchants.
- Hire, coach and develop channel account managers, and establish partner tiers, coverage and team operating rhythms.
- Create team playbooks for QBRs, success plans, renewals and expansion; maintain forecasting, pipeline, partner health and Salesforce data.
- Lead consolidation of the Dwolla and NMI Payments partner books into a single coverage model, account plan and Salesforce view.
- Own the partner experience from go-live to renewal and serve as executive sponsor and escalation point for top ISVs.
- Represent partner needs in roadmap planning and own partner communications and adoption for launches.
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