SUMMARY:
For over a decade, PEX has been on a steady march to build and evolve solutions that help small and medium-sized organizations manage payments-related activities more efficiently, nimbly, and competitively. PEX has evolved into a robust, secure SaaS solution with a deep suite of workforce spend management capabilities, advanced card controls, real-time visibility into card usage, and improved reconciliation processes. More importantly, we are providing a better, more effective solution for thousands of organizations and hundreds of thousands of people in the workforce. We work each day to find new ways we can help our community of customers operate more efficiently.
WHO YOU ARE:
You are a Business Development professional with a proven track record of generating new and expanding existing high-value partnerships that drive measurable growth. You know how to build relationships at the executive level, uncover mutual value, and translate complex needs into scalable partnership opportunities. Through prioritization and deep collaboration with our internal sales team, your partnership efforts directly correlate to the sales pipeline and meaningful revenue growth across the organization. You are a self-starter who thrives in fast-growing fintech environments where you can bring structure to evolving partner motions to drive acquisitions and new net revenue.
Qualifications
Required
- 7–10+ years of experience in business development, channel partnerships, strategic alliances, or similar roles.
- Demonstrated expertise in both partner development (sourcing) and partner management (growth).
- Experience working with partners that serve mid-market companies (SaaS platforms, accounting ecosystems, VARs, or channel partners).
- Strong communication skills with the ability to cultivate relationships at the C-suite and VP level.
- Proficiency with Salesforce or similar CRM platforms.
- U.S. work authorization.
Preferred
Experience in fintech, payments, expense management, or corporate cards.- Existing relationships in ecosystems serving mid-market operations, finance teams, or field-based organizations.
- Experience launching co-marketing initiatives, technical integrations, or reseller/affiliate programs.
Key Responsibilities
ESSENTIAL RESPONSIBILITIES
Partner Development & Sourcing
Partner Development & Sourcing
- Identify, initiate, and grow partnerships that influence or serve mid-market customers in the U.S.
- Develop strategic relationships with software platforms, accounting ecosystems, channel partners, and vertical associations (Nonprofit, Construction, Government, Education, and Industrial Manufacturing).
- Generate a prospect pipeline through cold outreach and discovery calls to build a portfolio of critical partners in the finance sector.
- Lead scoping discussions with prospective and existing Tier 1 partners to identify market penetration opportunities.
Strategic Leadership (Player/Coach)
- Define partnership strategy aligned with revenue and ICP goals to maximize market penetration.
- Lead C-suite relationships for Tier 1 partners and drive strategic plans for high-impact accounts.
- Own all partnership outcomes, including partner-sourced pipeline, revenue growth, and card spend.
- Mentor the team on deal strategy and executive presence to elevate collective performance.
- Build repeatable partner motions and serve as the lead escalation point for complex negotiations.
Strategic Management & Growth
- Deepen existing relationships to drive incremental revenue, card spend, and platform adoption.
- Develop a deep understanding of the PEX platform—including corporate cards, expense management, disburse cards, vendor payments, and integrations—to map solutions to partner challenges.
- Establish and maintain a high-quality partnership pipeline within Salesforce to track outcomes and revenue impact.
- Elevate PEX’s visibility within key partner ecosystems supporting mid-market ICP customers.
Cross-Functional Collaboration
- Work closely with Sales, Product, Marketing, and Customer Success to ensure alignment on partner execution and shared workflows.
- Collaborate with Partnerships Marketing to align outreach efforts and co-marketing initiatives.
- Partner with internal leaders to understand partner expectations and increase partner satisfaction and impact.
- Communicate partner feedback to the Product team to influence the development of integrations or referral pathways.
Skills, Knowledge and Expertise
- 7–10+ years of experience in business development, channel partnerships, strategic alliances, or similar roles.
- Demonstrated expertise in both partner development (sourcing) and partner management (growth).
- Experience working with partners that serve mid-market companies (SaaS platforms, accounting ecosystems, VARs, or channel partners).
- Strong communication skills with the ability to cultivate relationships at the C-suite and VP level.
- Proficiency with Salesforce or similar CRM platforms.
- U.S. work authorization.
About PEX
BENEFITS:
Health: Medical, dental, vision
Wellness: Onepass & ClassPass
Wealth: 401(k) with 3% match
Remote First: We work in 20 states!
Remote First: We work in 20 states!
Rest: Flexible PTO & 11 company holidays
Family: 8weeks Paid Family Leave