GTM & Sales Lead, Ecosystem Partnerships

Atlanta

As GTM & Sales Lead for Ecosystem Strategic Partnerships you will be part of a growing team leading Fintech Partnerships globally. The goal of the business unit is to build a global ecosystem of leading fintech partners that are deeply integrated into the Backbase Engagement Banking platform and resell their capabilities directly to Backbase FI customers. You will overall be responsible for enabling and driving our Marketplace commercial sales opportunities in the Assigned Region(s) working closely with the VP and Global Head of Marketplace, fintech partner managers, product team, value consulting team and primarily our regional sales leaders in the Assigned Region(s).

The roles include end‑to‑end responsibility of identifying opportunities, partnering closely with regional sales teams, understanding various fintech propositions, forecasting, building detailed account plans, GTM plans, building pricing sheets, participating in QBRs and all related operational responsibilities. You will report to the VP, Global Head of Marketplace. Our vision is to be the partner of choice who provides best‑in‑class fintech capabilities and partnerships embedded as part of their digital banking platform to our FI customers.

• This is a quota‑carrying role in which you will be responsible for end‑to‑end responsibility of identifying opportunities, partnering closely with regional sales teams, understanding various fintech propositions, understanding FIs requirements, forecasting, building pricing and margin sheets, and all related operational responsibilities;
• Create detailed account plans working closely with the Account Executives, Solution Engineers, Regional Account team and Marketplace leadership. Lead the strategy per sales opportunity and broader sales pipeline, including pricing, deal analytics, forecasting, and weekly updates;
• Responsible for deal‑level legal contracts and execution partnering with the legal team and AE.
• Managing and closing small and large fintech‑partnerships‑led deals that are part of new FI sales and/or strategic upsell to existing FI customers.
• Closely manage relationships with the sales leadership and extended team on the field.
• Partner and collaborate closely with Fintech Partners’ sales teams on opportunities, demos, engagement and closings;
• Work with a broad range of internal global and local team members in Product (R&D), Sales, Customer Success, Account Management, Marketing and Legal.

• 6 to 9+ years of experience in strategic partnerships sales to financial institutions working closely with the sales leaders, account team, and sales team at the partner side;
• Fluent in English, verbal and written;
• Strong understanding of payments / payments modernisation / money movement, Fraud and broader fintech capabilities as part of digital banking;
• Bachelor’s degree from Tier 1 institutions preferred. Master’s degree preferred;
• Track record of working through the complexities of partnerships sales. Ideally with Enterprise FI customers;
• Have strong sales, strategy and analytical skills;
• Have built successful relationships with partner sales teams, working with senior leadership and multiple cross‑functional stakeholders;
• Should be comfortable to work in an environment where entrepreneurship is expected, teamwork, collaboration and delivered business outcomes are expected.

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