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, spe…