Director of Partnerships

Job DescriptionDirector of Partnerships\nRealta U.S. - Remote\n\nRealta is transforming how businesses manage risk in the fast-moving world of payments through the development of a new risk management platform. Our platform helps payment solutions providers and financial institutions navigate complex risk and operational challenges through automation, advanced data, real-time analytics, and intuitive workflows leveraging state of the art machine learning and agentic AI.\n\nRealta protects the entire payment lifecycle end to end, from intelligent onboarding through sophisticated fraud and money laundering detection, enabling confident decisions on individuals, transactions, and entities at scale. This not only safeguards transactions but unlocks growth by giving customers the confidence to move faster. Joining the team means working with innovators focused on defending the financial ecosystem from criminals and malicious actors.\n\nAs a key member of the commercial team, you will own Realta’s partner and vendor ecosystem. Our platform depends on the technology and data underneath it: sanctions, PEP and adverse media data, identity and business verification, device and behavioral intelligence, bureau and alternative credit data, and the processing and platform relationships that connect us to the payment lifecycle. You will identify and evaluate those partners, negotiate commercial terms, and own the relationships once they are live.\n\nWhat you'll do:\n\n\n Maintain a continuous view of the technology and data vendor landscape across AML, Transaction Risk, Cybersecurity and Credit Risk, and identify the partners that strengthen Realta’s platform.\n Source, qualify, and shortlist new partners against defined technical, commercial, coverage, and compliance criteria, coordinating proofs of concept with engineering and data science to validate data quality, latency, and model performance.\n Lead build, buy, or partner assessments with product and engineering leadership, and build the business case for each recommendation including cost per decision, margin impact, and time to production.\n Negotiate commercial terms for technology and data partnerships with regards to licensing, usage pricing, minimum commitments, SLAs, exclusivity, and renewal and termination provisions\n Own vendor spend and unit economics as a direct input to platform gross margin, identifying consolidation and renegotiation opportunities as volume grows.\n Serve as day-to-day owner and escalation path for Realta’s partners and vendors, building executive-level relationships and running a business review cadence that turns performance, usage, and cost data into agreed action plans.\n Align partner roadmaps with Realta’s to secure early visibility into releases, deprecations, and coverage changes, and develop joint solutions where combined capability is stronger than either party alone.\n Oversee partner onboarding, API integrations, data migrations, and third-party connectivity, working directly with Realta engineering in Ireland, partner technical teams, and client IT where required.\n Establish the partner governance model such as tiering criteria, executive sponsorship, review cadence, and scorecards and recommend remediation, replacement, or exit where partners fall short of contractual commitments.\n Own third-party risk and due diligence coordination with compliance, information security, and legal, and maintain contingency plans for critical single-source dependencies.\n Track and report on partnership KPIs including integration delivery against plan, SLA and uptime compliance, data quality and coverage, cost per decision, and qualified opportunities handed to sales.\n Originate and qualify partner-sourced opportunities and hand them to the Head of Sales for pursuit and close, supporting deal registration and account conflict rules; commercial accountability for those deals sits with sales.\n Equip sales to sell through and alongside partners with positioning, solution briefs, integration detail, and pricing inputs, and represent Realta in technical and vendor forums and industry events.\n\n\nWhat we need from you:\n\n\n Bachelors Degree in a related field\n 8+ years in partnerships, alliances, vendor management, or technical business development within B2B SaaS, preferably in Risk Management, FinTech, RegTech, payments, or financial services.\n Demonstrated experience selecting and managing data or technology vendors in a regulated environment, including due diligence and ongoing oversight such as data providers, identity and verification vendors, payment processors, sponsor banks, ISVs, or systems integration firms.\n Experience managing complex, cross-functional programs involving commercial, legal, product and engineering stakeholders.\n Working knowledge of AML/KYC regulations, transaction monitoring, credit risk assessment, or broader financial compliance frameworks.\n Proven track record of identifying, evaluating, and managing technology or data vendor relationships, with measurable results in performance, cost, or delivery.\n Strong commercial and contracting acumen across licensing, usage-based pricing, minimum commitments, and SLAs, with the ability to negotiate directly with counterparties and their legal teams.\n Technical proficiency to evaluate APIs, data feeds, and model-driven products credibly, hold\n vendor engineering teams to account, and translate findings into requirements for product and engineering.\n Strong analytical mindset; comfortable building business cases, modeling vendor economics, and demonstrating return on partnership investment.\n Excellent communication skills, with credibility in front of both technical and executive audiences and across remote teams at all levels of the organization.\n Ability to operate independently in a startup environment, moving between strategy and hands-on execution without waiting for structure to exist.\n\n\nHow to stand out (Preferred):\n\n\n CAMS (Certified Anti-Money Laundering Specialist) certification, Certified Fraud Examiner or equivalent compliance or fraud credentials\n\n\nTravel Requirements: Up to 25%\n\nWhat we offer:\n\n Medical, Dental, & Vision Coverage\n Flexible Paid Time Off\n 401(k) + Match\n Mental Health Support & Well-Being Program\n Paid Maternity & Paternity Leave\n Education Assistance\n Company-funded Lifestyle Spending Account\n\n\nSalary range: $125,000-$200,000\nPay within this range varies by work location and on job-related knowledge, skills, and experience. We look forward to discussing your salary expectations and our full total rewards offerings throughout the interview process.\n\nWho we are:\n\nRealta is designed to protect the entire payment lifecycle end to end, from intelligent onboarding through sophisticated fraud and money laundering detection, enabling confident decisions on individuals, transactions, and entities at scale. This technology not only safeguards transactions but also unlocks growth by giving customers the confidence to move faster.\n\nAt Realta, we celebrate diversity and create an inclusive environment for everyone. We are an equal opportunity employer.\n