Who we are:
Quavo is the industry leader in fraud and disputes management technology, offering the world’s only E2E cloud-based Disputes as a Service solution for issuing financial services organizations. Quavo is an organization of tenacious experts who are innovative and challenge complacency to continuously deliver cutting edge technology and AI. Our experts are passionate about delivering value in our solutions and empowering our client community to enhance and evolve industry standards in fraud and disputes management.
Who you are:
Quavo is looking for authentic and courageous professionals to join our team. If you are a driven, accountable, and innovative problem solver searching for a collaborative environment of like-minded teammates dedicated to improving the client experience…. Then you are going to love working at Quavo!
Responsibilities include:
Revenue & Pipeline Generation
- Achieve quarterly and annual quotas for partner-sourced and partner-influenced CARR.
- Own and manage a pipeline of partnership opportunities across Quavo's four strategic partnership categories: Issuer Processor Managed Services (OEM/White-Label)andDistribution Platforms (Embedded/Rev Share)
- Accurately forecast joint revenue with partners and maintain pipeline visibility through CRM.
Partner Development & Management
- Source, recruit, and activate new strategic partners — with primary focus on Tier 1 and Tier 2 issuer processors (Fiserv, FIS, Jack Henry, Velera, Galileo, Marqeta, i2c, TSYS/Global Payments) and digital banking platforms (Q2 Holdings, Alkami, Glia, Backbase, Narmi, Finastra).
- Manage the complete partner lifecycle: initial outreach, value assessment, pilot/POC scoping, contract negotiation, and ongoing performance management.
- Cultivate and maintain executive-level relationships (SVP+) at partner organizations, ensuring alignment on priorities and accountability to commitments.
- Develop and maintain a portfolio of 10–15 active partner relationships at various stages of engagement.
Go-to-Market Execution
- Develop and execute joint go-to-market campaigns, co-marketing initiatives, and co-sell motions with partners to expand market reach.
- Build joint solution narratives tailored to each partner category (e.g., "detect + resolve" for fraud partners, "comply + execute" for compliance partners).
- Coordinate co-branded collateral, joint webinars, conference presence, and partner portal listings with Quavo's Marketing team.
- Support partner enablement by training partners to position, market, and sell Quavo's solutions effectively.
Cross-Functional Collaboration
- Work closely with Product, Engineering, Sales, Marketing, Implementations, Legal, and Customer Success teams to align on partnership strategies, integration requirements, and joint initiative execution.
- Provide market intelligence on industry trends, competitive landscape, and partner ecosystem developments to inform Quavo's partnership strategy.
- Support Legal in structuring OEM, white-label, reseller, referral, and data licensing agreements.
Strategic Input & Reporting
- Provide input to strategic decisions affecting the partnership function, including partner prioritization, pricing models, and revenue-share structures.
- Maintain accurate partner records and pipeline data in CRM (Salesforce), supporting data-driven decision-making.
- Deliver quarterly partner performance reviews and contribute to board-level partnership updates.
Required Qualifications:
- 5+ years of experience commercializing SaaS partnership agreements and contracts in financial services, payments, and/or the fraud/disputes sector.
- Demonstrated experience working with or selling to issuer processors (Fiserv, FIS, Jack Henry, Velera, TSYS/Global Payments) or payment networks (Visa, Mastercard).
- Partnership work experience at companies servicing fraud, disputes, identity, chargeback, payments, or BaaS industries with financial institutions as end customers.
- Proven track record of initiating and closing OEM, white-label, embedded, or reseller partnership agreements — not just referral relationships.
- Experience generating pipeline and revenue through strategic partnerships, with demonstrated ability to meet or exceed quota targets.
- Strong negotiation, relationship-building, and closing skills in a partnership context, with comfort navigating large, complex organizations with 12–18 month sales cycles.
- Excellent communication skills with the ability to articulate value propositions and influence stakeholders at SVP+ levels.
- Experience with CRM platforms (Salesforce preferred) for pipeline management and forecasting.
- Willingness to travel for partner meetings and industry events (33%+ annually).
Preferred Qualifications:
- Experience in a high-growth or PE/VC-backed technology company environment.
- Existing relationships within the issuer processor managed services ecosystem (Fiserv Output Solutions, FIS Disputes, Jack Henry Symitar/Episys, Velera/PSCU).
- Familiarity with digital banking platforms (Q2 Holdings, Alkami, Narmi, Backbase, Finastra) and their FI distribution models.
- Experience with data licensing or data monetization partnerships in the financial services sector.
- Understanding of Regulation E, Regulation Z, and chargeback lifecycle processes.
- Background in fraud detection, identity verification, or risk analytics technology (NICE Actimize, Verafin, Early Warning/Zelle, FICO, Feedzai, Socure).
- Experience structuring revenue-share, OEM licensing, and per-transaction pricing models.
- Bachelor's degree or equivalent combination of education and experience.
Originally posted on Himalayas