Remote
US
$132K–$184K
💼Sales
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Onbe, a fast-growing FinTech, bringing innovation to a rapidly growing global marketplace, stands for “on behalf.” Because that’s exactly how we work: on behalf of our clients, as their comprehensive payments partner. We transform the way payments are imagined — as an opportunity for innovation, a source of insight to customers, and a way to connect with partners around the globe!
Summary: Onbe seeks an impactful Sales Executive Senior Director to establish new, high potential partnerships with channel partners in the financial services space. Leveraging our global reach and proprietary technology, this role will help establish partnerships and partner models that deliver scaled distribution to Onbe and value to our partners in their efforts to retain, grow and expand their customer base. Our solutions focus on payments to consumers, workforces, and service providers, including refunds, rewards, and payroll delivered digitally and physically. The ideal candidate will possess deep industry knowledge, excel in relationship building, strategic thinking, and negotiation. Key responsibilities include identifying high fit/high potential new partners, leading deal teams, navigating complex negotiations, defining partnership priorities and key KPIs, and launching the relationship to maximize value for both parties. Reporting to senior leadership, the candidate will ensure alignment with organizational priorities and drive mutual growth.
This position is remote, but it's essential that candidates reside within 30 miles of the Metro Boston area. The role may occasionally require in-person meetups and travel.
Responsibilities:
Develop a target list of high fit/high potential new partnerships; manage a diverse pipeline and secure new partners in support of Onbe’s channel distribution strategy.
Establish relationships with multiple partner stakeholders; build trust and uncover organizational priorities, operating structures and decision-making criteria.
Assemble and lead deal teams; based on a deep understanding of partner’s priorities and decision-making processes, define and articulate win strategies to execute a successful organizational selling motion.
In line with partner priorities and go-to-market practices, ensure partner is equipped with scalable pricing models and product options.
Lead pricing and contracting negotiations; architect meaningful incentive structures to motivate partner to drive volume.
Develop partnership plans to ensure alignment between partner and Onbe: document mutually identified revenue goals, priorities, resources, roles & responsibilities and KPIs.
Bring Onbe resources (e.g., project management, channel marketing, relationship management, etc.) to the field to set the partnership up for long-term success. Provide oversight and ensure successful launch of partnership through pilot.
With a land & expand mindset, uncover additional opportunities for Onbe to add value within the partner ecosystem or via referrals; win opportunities across new buying centers and nurture a network/referral effect to extend the value of the partnership.
Qualifications:
10+ years in a consultative B2B2C sales role
Experience in payments and disbursements preferred.
Familiarity with the refunds, incentive or rewards spaces is a plus.
Demonstrated ability to sell to multiple C-level personas, including finance, marketing and digital engagement personas.
Must display excellent verbal and written presentation, interpersonal and communication skills.
Experience working with a CRM such as Microsoft Dynamics or Salesforce
Up to 20% domestic travel may be required
The base salary range for this position is between $159,480.00 to $178,500.00 plus commission. The actual base salary offered depends on a variety of factors, including but not limited to the qualifications of the individual applicant for the position, years of proven experience, specific and unique skills, level of education attained, certifications or other professional licenses held, business needs, and market demand. Our competitive benefits include medical, dental, vision, wellness, 401(k) matching, open paid time off, generous parental leave, and more! Our job titles may span more than one career level. All candidates are encouraged to apply.
At Onbe, a diverse group of people, ideas, and perspectives are key to achieving phenomenal things. For over 25 years, our focus has remained on building a culture of openness and ingenuity, where employees come together to innovate and build disbursement solutions that make the lives of our clients and their consumers and workforces easier and better. Our definition of success includes celebrating differences and affirming belonging. To that end, we ask employees to come to Onbe as they are and contribute their diverse perspectives, identities, and experiences.
We believe that the recruiting phase is only the very beginning of diversity and inclusion. At Onbe, we’re constantly evolving the way we celebrate diversity every day and in everything we do. With several internal committees that are dedicated to mental and physical wellness, diversity, inclusion, and community outreach, we are committed to making a culture that is inclusive to all.
Onbe is proud to be an equal opportunity employer. We seek out ways to create a mindful workforce that embraces diversity and celebrates a culture of inclusion. We do not discriminate against employees or job applicants on the basis of race, color, ancestry, national origin, sex (including pregnancy), gender identity, sexual orientation, marital or family status, religion, age, disability, genetic information or military service. Our equal opportunity policy applies to all decisions of employment including hiring, placement, promotion or advancement, termination, layoff, recall, transfer, compensation, training and leaves of absence
USD 159,480 - 178,500
Annually
Health Insurance
Dental Insurance
Vision Insurance
Health Savings Account (HSA)
Flexible Spending Account (FSA)
Life Insurance
Mental Health Benefits
Pet Insurance
Wellness Programs
Employee Assistance Program
401(k) / Retirement Plan
401(k) Match
Pay Transparency
Performance Bonus
Unlimited PTO
Paid Holidays
Summer Fridays
Flexible Schedule
Company Offsites / Retreats
Parental Leave
Learning & Development Budget
Free Snacks & Drinks
Two days a week onsite. Onbe runs a structured hybrid: 18 of its 29 current job postings carry an explicit two-days-per-week onsite mandate, and the offices behind the metro names are Buffalo Grove, Illinois for Chicago, Conshohocken, Pennsylvania for Philadelphia, and Plano, Texas for Dallas. Eight of the 29 postings say nothing about a working model at all, so it is worth asking the recruiter directly which category a role falls into.
A few, and they are tied to a specific US metro. Two senior sales postings are described as remote but require candidates to live within 30 miles of Metro Atlanta or Metro Boston. One other posting notes that candidates not located in its named locations will be considered remote employees. Remote is the exception at Onbe rather than the default, and it still comes with a geographic tether.
The United States only, at present. All 29 currently open roles are US-based, spread across Pennsylvania, Illinois, Texas, Georgia and Massachusetts, with Conshohocken PA, Plano TX and Buffalo Grove IL accounting for most of them. Onbe's About page mentions a London office, but no roles are posted outside the US.
Yes, on nearly every role. 28 of the 29 current postings list a base salary range, the one exception being an evergreen talent-community listing. Seven job titles are posted in three to five different cities each, and every one carries an identical range in all of its cities, including between higher-cost and mid-cost metros. Onbe's offer-factors disclaimer lists qualifications, years of experience, specific skills, education, certifications, business needs and market demand, and does not mention location at all.
The careers page lists Open Paid Time Off, 13 paid holidays, parental leave up to 15 weeks, an HSA employer contribution, rewards and discounts through Nectar, pet benefits, and flexible working conditions. Job posting boilerplate adds medical, dental, vision, wellness and 401(k) matching. Note that Onbe names its time-off policy four different ways across its own pages and postings: Open Paid Time Off, Open PTO, open paid time off, and unlimited PTO. Worth pinning down in writing.
Onbe publishes almost nothing about how it runs meetings. The only meeting norm it states anywhere is a benefit bullet reading "Summer Fridays / No Meeting Fridays." No core hours, timezone-overlap requirement, documentation-first practice or meeting policy appears on any Onbe page or in any of its 29 current job postings, so ask about team meeting load in the interview.
Military Leave
