Director of Partnerships

Who We Are Bankjoy is a Y Combinator and Bessemer Venture Partner backed FinTech startup. We are changing the way community banks and credit unions do business, enabling them to become tech-driven and digital first. Bankjoy provides modern digital banking products including mobile banking, online banking, online account opening, loan origination, and conversational AI. Our mission is to revolutionize banking tech infrastructure by leading digital transformation at financial institutions — big and small. The Role We are looking for a Director of Partnerships to build and grow Bankjoy's channel partnership ecosystem, driving revenue through relationships with core banking partners, resellers, and referral networks that connect us with credit unions and community banks nationwide. This role is primarily a pipeline generation role . Your success is measured by the volume and quality of leads you bring in through channel partners and the revenue those leads produce. You will work closely with Sales and Marketing to ensure every lead is handed off effectively and every partner relationship is nurtured for long-term productivity. The ideal candidate is a relationship-driven, commercially minded partnerships professional with deep roots in the fintech or banking technology ecosystem. You know how to identify the right partners, build trust with their teams, structure mutually beneficial arrangements, and keep those relationships active and productive over time. What You'll Do Channel Partnership Development Identify, recruit, and onboard new channel partners, including core banking system providers, resellers, referral networks, and fintech ecosystem players, that can generate qualified leads for Bankjoy Build and maintain a robust pipeline of inbound leads sourced through channel partnerships, with a focus on credit unions and community banks Structure partnership agreements that create clear, measurable incentives for partners to actively refer and resell Bankjoy's platform Develop a deep understanding of each partner's business, client base, and goals so you can position Bankjoy as a natural fit within their ecosystem Partner Relationship Management Serve as the primary relationship owner for Bankjoy's channel partners, maintaining regular touchpoints, tracking engagement levels, and keeping partners informed on Bankjoy's product roadmap and wins Proactively nurture partner relationships to ensure they remain active and productive over time, not just at signing. Represent Bankjoy at industry conferences, partner events, and credit union forums to strengthen existing relationships and develop new ones Manage a small number of resell/referral partnerships where Bankjoy refers clients to complementary vendors, ensuring those relationships are maintained appropriately Sales & Marketing Collaboration Work closely with the Sales team to ensure channel-sourced leads are handed off cleanly, followed up on promptly, and tracked through to close Partner with Marketing to develop co-marketing materials, webinars, joint campaigns, and partner-facing content that generates awareness and drives referrals Provide Sales with context on each partner and lead to improve conversion rates and shorten sales cycles Maintain accurate pipeline reporting across all channel sources so leadership has clear visibility into partnership-driven revenue contribution Strategic Contribution Build and own Bankjoy's channel partnership strategy, identifying which partner categories represent the highest ROI and prioritizing accordingly Track partnership performance metrics and continuously optimize the partner mix based on lead volume, lead quality, and revenue outcomes Contribute to Bankjoy's broader go-to-market strategy by surfacing market intelligence and partner insights that inform product and sales priorities What You Bring 5+ years of channel partnerships, business development, or strategic alliances experience, specifically within fintech, banking technology, or financial services. Established relationships within the credit union or community banking ecosystem. Familiarity with core banking providers (Corelation, Jack Henry, Fiserv, CU*Answers, or similar) is a strong advantage Proven track record of building and growing channel partnerships that generate measurable revenue. You can point to specific partners you recruited and the pipeline they produced Strong commercial instincts: you understand how to structure partnerships that create genuine mutual value and keep partners motivated to refer Excellent relationship management skills. You are proactive, responsive, and known for keeping partnerships warm and productive over the long term Experience working closely with Sales teams to ensure seamless lead handoff and follow-through Comfortable operating in a high-growth, resource-constrained environment where you're expected to build the playbook, not just run it Strong communicator, able to represent Bankjoy credibly with partner executives and at industry events Nice to Have Existing relationships with CU*Answers, Fiserv Portico, Corelation, or Jack Henry Symitar partner networks Experience structuring and managing reseller or white-label partnership agreements Familiarity with digital banking platforms and the competitive landscape for credit unions and community banks Experience using CRM tools (Salesforce or similar) to manage partner pipeline and track revenue attribution What You Get A fast-paced and collaborative environment Competitive compensation Stock options at a well-funded startup We cover 100% of medical, dental, and vision premiums for individuals on our base plan, with significant contributions toward all other plan options (USA). We cover 100% of extended medical, dental, and vision premiums for you and your family under our single, comprehensive plan (Canada). Retirement plan with 4% company matching 8 weeks paid parental leave for birthing parents, 4 weeks for non-birthing 3-5 weeks PTO depending on tenure 5 health days 15 holidays End of year shutdown Performance-based bonuses Remote first culture Equal Employment Opportunities at Bankjoy Bankjoy is committed to hiring talented and qualified individuals with diverse backgrounds for all of its tech, non-tech, and leadership roles. Bankjoy provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability. #J-18808-Ljbffr