Director of OEM Sales

Location

Location:

US (remote, East Coast preferred but flexible)

Compensation & Base Pay

Comp: ~ $300k OTE (c.split) + meaningful equity. Can stretch higher for a proven OEM closer.

Base pay range $/yr - $/yr

Role Overview

I’m working with a high‑growth cyber/fraud vendor (early‑stage, double/triple‑digit YoY growth) that’s now ready to build out OEM as a major go‑to‑market motion. We’re looking for a hands‑on OEM leader to own a small number of high‑value platform partnerships – think core banking / payments / financial software – and turn them into a serious revenue engine.

Responsibilities

• Identify and target key financial platforms – e.g. core banking, payment processors, treasury / payments infrastructure, financial SaaS platforms (names like Fiserv, FIS, Bottomline, etc.).

• Sell the OEM vision internally to those platforms: product, sales, legal, finance, execs – you’ll need all of them bought in.

• Structure and close OEM agreements

• Multi‑year, usage‑based or per‑transaction models

• Pre‑pay / minimum commitments where possible

• Revenue‑share and margin that works for both sides

• Drive sell‑through, not just signatures

• Enable and motivate the OEM’s sales org so you’re not just “on the shelf”

• Build joint value props, decks, and playbooks with marketing and product

• Regular pipeline reviews to make sure the OEM is actually selling

• Collaborate with existing partners

• They already have local partners (e.g. big consulting / SI brands, including a global firm like Deloitte) – you’ll plug OEM into that broader partner ecosystem.

Qualifications

• You’ve been on the vendor side, embedding your solution into larger platforms.

• You’re not just “inside the partner network” at Fiserv/FIS/Bottomline – you’ve sold to or through them.

• Financial / payments background

• You’ve sold into or through banks, FIs, payment processors, or core banking platforms.

• Full‑lifecycle OEM

• You can point to specific OEMs you signed, and the revenue still flowing from them.

• Start‑up / scale‑up DNA

• You’ve worked in companies in the $5–10M ARR range and helped them grow.

• Comfortable in ambiguity, rolling up your sleeves, building process as you go.

• Sales‑first mindset

• Maybe you started your career as an Enterprise AE, then moved into alliances / OEM.

• You still think in pipeline, win rates, and revenue, not just “partnership activity”.

Why this is interesting

• Stage & trajectory: early enough that you can shape the OEM motion from scratch, but already with strong ARR growth, reference customers and real product‑market fit.

• Impact: a small number of the right OEMs could become a major percentage of company ARR. You’ll be close to the CEO, CRO and product.

• Upside: competitive OTE, plus equity in a company that’s already scaled its valuation multiple times and is aiming for “next Datadog/Crowd Strike” scale, not a quick flip.

Interested?

If you’ve signed and grew OEM deals with financial platforms and want to build an OEM practice almost from the ground up, I’d love to hear from you.

Seniority & Employment

Seniority level:
Director

Employment type:

Full‑time

Job function:
Software Development

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