Head of ISV Partnerships & ISO Development

Salary:$125-160k base Bonus/Commission structure to be discussed Medical, Dental, and Vision Insurance Short and Long Term Disability PTO and Paid Holidays Retirement Plans Job Summary:The Head of ISV Partnerships & ISO Development will be responsible for recruiting, onboarding, and growing Independent Sales Organizations (ISOs) that specialize in Integrated Software Vendor (ISV) partnerships. This role requires deep knowledge of the payments ecosystem, including gateway integrations, underwriting, sponsor bank relationships, and partner economics. This is a high-impact, revenue-generating role with significant growth opportunity. You will run the full partnership lifecycle from outreach to contract to activation to revenue. You are accountable for pipeline creation, partner performance, forecasting accuracy, and deal execution. You will work cross-functionally with product, legal, marketing, onboarding, and finance to move complex opportunities forward. This is a hands-on leadership role. You will hire, train, manage, and jump into deals when needed to close revenue. Job Responsibilities:Lead and manage the ISV and ISO sales teams with clear expectations, coaching, and accountability for hitting revenue targetsBuild and execute the go-to-market strategy for acquiring new ISV integrations and ISO referral partnersDrive predictable pipeline creation by building the outbound motion, defining the outreach strategy, and ensuring the team executes it through targeted prospecting, industry engagement, and partner development.Own deal progression from first meeting through contract execution, serving as the point of coordination with product, legal, compliance, and onboardingImplement a repeatable sales process for long-cycle ISV integrations and fast-cycle ISO recruitmentMaintain a tight operating rhythm, including forecasting, pipeline reviews, activity standards, and performance managementIdentify software verticals (POS, SaaS, ERPs, niche industry software) for growthQualifications:Education: Bachelor’s + 5 years of sales experience (OR HS/GED + 10 years).Industry: 5+ years in Merchant Services/Payments Processing leadership.Sector Knowledge: Background in FinTech, SaaS, or Payments is essential.Channel Mastery: Proven experience in end-to-end channel relationship managementTechnical Knowledge: Strong understanding of Gateway integrations, BIN sponsorship, and ISV revenue share structures.Environments: Familiarity with TSYS, First Data, Elavon, or Fiserv.Network: Existing industry relationships and experience selling to ISO, ISV, or Agent partners.Soft Skills: C-level presentation skills, expert negotiation, and a proven track record of revenue growth.Mindset: Proactive, solution-oriented, and able to thrive under pressure.About the Company:Our client is a fast-growing payment processing company focused on delivering customized merchant solutions across North America. We specialize in underwriting, risk management, and operational excellence, while empowering our partners to scale efficiently. We are expanding our channel distribution strategy and are seeking a driven, strategic ISV Sales Manager to recruit and develop ISV-focused ISO partners.Type: Direct HireCategory: SalesDate Posted: 2026-05-19