Head of Account Management – ISV Platform

🔥 12 hours ago

🇺🇸 United States – Remote

💵 $200k - $225k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

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NMI

WebsiteLinkedInAll Job Openings

201 - 500 employees

💼 Consulting

📦 Logistics

📣 Marketing

Consulting • Logistics • Marketing

NMI is a leading global embedded payments enablement platform that provides a comprehensive, all-in-one solution for accepting and managing payments. Their platform is designed to support a variety of payment methods, including online, in-person, mobile, and self-service transactions. NMI offers flexible and feature-rich payment gateways, merchant relationship management solutions, and fraud defense tools. Serving independent sales organizations, banks, software developers, and payment facilitators, NMI helps its partners grow by simplifying the complexities of payment processing and offering a scalable and unified payments experience. With over 20 years of experience, NMI connects over 237,000 devices and processes over $200 billion in payment volumes annually. Their innovative approach and focus on flexibility and modularity make them a strategic partner in the evolving fintech landscape.

📋 Description

• Lead, own and grow NMI’s US ISV book across NMI Payments and Money Movement. • Lead a team of four channel account managers covering 525 software partners and approximately $40M in annual revenue. • Design the coverage model, operating rhythm and service standards. • Own revenue, retention and expansion across the US ISV book. • Build account plans to expand partner adoption across card, account-to-account, acquiring, gateway, value-added services and Merchant Central. • Lead pricing, renewals and negotiations with major partners while protecting margin. • Identify risks such as falling volume, dormant merchants, competitive threats and pricing pressure before churn. • Drive merchant activation and boarding within partner platforms. • Help ISVs develop payments monetization strategies. • Defend the book against competitive displacement. • Run joint business planning, co-marketing, enablement and adoption initiatives with top partners. • Hire, coach and develop channel account managers. • Run weekly pipeline, forecast, partner health and escalation reviews using Salesforce data. • Create QBR, success-plan, renewal and expansion playbooks. • Lead consolidation of Dwolla and NMI Payments partner books into a unified coverage model, account plan and Salesforce view. • Use data and AI tooling to segment the book, predict churn and target expansion. • Own partner experience from go-live through renewal in collaboration with Product, Partner Success and Support. • Serve as executive sponsor and escalation point for top ISVs. • Partner with Risk, Underwriting and Compliance on PCI, Nacha rules, chargebacks and fraud exposure. • Represent partner needs in roadmap planning and negotiate trade-offs with Product and Engineering. • Own partner participation, adoption and communications for launches, including response through root cause when issues occur.

🎯 Requirements

• 10+ years in account management, partnerships or sales in payments, fintech or SaaS, with real depth in ISV and embedded payments partners. • 5+ years leading account or partner managers, including hiring and building a team. • Strong knowledge of acquiring and processing economics, and of how ISVs make money from payments. • Commercial confidence in pricing, renewals and complex negotiations with senior partner leaders. • Track record of leading teams to grow an existing book through retention, cross-sell and wider product adoption, with NRR results to prove it. • Operating discipline across forecasting, pipeline management, KPIs and Salesforce. • Experience partnering with Product and Engineering leaders to shape the roadmap, using partner insight and data to champion partner priorities. • Experience with ACH, RTP, FedNow or payouts platforms is preferred. • Experience leading account management through an acquisition or platform integration is preferred. • Exposure to property, insurance, lending, healthcare or field services is preferred. • Experience managing payfac, referral and wholesale ISV/ISO models is preferred. • Must have the legal right to be employed in the United States. • Satisfactory background and financial checks required.

🏖️ Benefits

• A remote first culture! • Competitive compensation and benefits • Personal growth and advancement opportunities • Flex PTO & dedicated sick time • Health, Dental and Vision Insurance • Life, ADD, Short-term and Long-term Disability insurance • 401k matching up to 4% after two months of service • Flexible Spending Account • Paid Parental Leave • Company volunteer days • Employee referral program • Bonusly colleague recognition • Diversity, Equity & Inclusion initiatives, affinity groups, and employee engagement surveys

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