GTM & Sales Lead, Ecosystem Partnerships at Backbase

Atlanta, Georgia, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Fintech, BankingIndustries

Requirements

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
Strong sales, strategy and analytical skills
Have built successful relationships with partner sales teams, working with senior leadership and multiple cross-functional stakeholders
Comfortable to work in an environment where entrepreneurship is expected, teamwork, collaboration and delivered business outcomes are expected

Responsibilities

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
Enabling and driving 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), including building detailed account plans, GTM plans, building pricing sheets, participating in QBRs, and all related operational responsibilities

Skills

Key technologies and capabilities for this role

GTM StrategySales LeadershipPartnership ManagementFintech PartnershipsSales ForecastingPricing StrategyAccount PlanningDeal NegotiationQBR ManagementDeal ExecutionLegal Contracts

Questions & Answers

Common questions about this position

What experience is required for this GTM & Sales Lead role?

Candidates need 6 to 9+ years of experience in strategic partnerships sales to financial institutions, working closely with sales leaders, account teams, and partner sales teams. A strong understanding of payments, payments modernisation, money movement, fraud, and broader fintech capabilities in digital banking is essential.

What is the salary or compensation for this position?

This information is not specified in the job description.

Is this role remote or does it require office presence?

This information is not specified in the job description.

What does the team structure look like for this position?

You will report to the VP, Global Head of Marketplace, and work closely with fintech partner managers, product team, value consulting team, regional sales leaders, Account Executives, Solution Engineers, and teams in Product (R&D), Sales, Customer Success, Account Management, Marketing, and Legal.

What makes a strong candidate for this role?

A strong candidate has 6-9+ years in strategic partnerships sales to FIs, fluency in English, deep fintech knowledge in payments and fraud, and preferably a Bachelor’s or Master’s from a Tier 1 institution. Experience collaborating across sales, product, and partner teams is key.

Backbase

Engagement banking platform for digital transformation

About Backbase

Backbase offers an Engagement Banking Platform that helps banks modernize their customer interactions and internal operations by replacing outdated IT systems. The platform allows banks to enhance customer journeys and eliminate operational silos, empowering both customers and employees. Backbase stands out by providing out-of-the-box web and mobile solutions, along with Model Bank accelerators that simplify digital transformation. The company generates revenue through platform usage fees, comprehensive documentation, and training, while also enabling banks to create unique features with their open APIs and SDK.

Amsterdam, NetherlandsHeadquarters

2003Year Founded

$128.4MTotal Funding

GROWTH_EQUITY_VCCompany Stage

FintechIndustries

1,001-5,000Employees

Benefits

Hybrid Work Options

Risks

Emerging regulations like the EU AI Act may increase compliance costs for Backbase.

Competition from other fintech companies could erode Backbase's market share.

Integration challenges with TD Bank may arise if customer expectations are not met.

Differentiation

Backbase's platform offers seamless integration with any back-end system for banks.

The company provides out-of-the-box web and mobile journeys for digital transformation.

Backbase's Model Bank accelerators embody industry best practices for rapid implementation.

Upsides

Partnership with TD Bank enhances digital experiences for over two million cardholders.

Collaboration with Seven expands Backbase's influence in Africa and the Middle East.

Increased AI adoption in banking offers Backbase opportunities to enhance platform capabilities.

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