Senior Channel Sales Executive (BPN)
Billtrust
As a Senior Channel Sales Executive, you will be responsible for driving revenue growth through strategic channel partnerships that accelerate the adoption of Billtrust’s proprietary virtual card acceptance platform – the Business Payments Network (BPN). Your focus will be sourcing, developing, and managing relationships with banks, fintech platforms, payment processors, and other ecosystem players to expand Billtrust’s market presence and revenue footprint.
You will act as both a business development leader and sales executive, identifying high-impact partnership opportunities, negotiating agreements, and collaborating cross-functionally to convert channel relationships into scalable, revenue-generating engines.
What You'll Do:
- Source and close strategic partnerships that drive virtual card acceptance and payment volume through BPN.
- Own and manage a partner-sourced pipeline, including forecasting, deal strategy, and quota attainment.
- Establish and deepen relationships with executive-level stakeholders at partner organizations (e.g., issuing banks, fintechs, payment platforms).
- Position BPN as a differentiated, revenue-driving solution, aligning with partner business models and client pain points.
- Collaborate with internal teams (sales, product, legal, marketing) to structure and operationalize partner deals.
- Influence product roadmaps through partner and market feedback; identify integration and GTM opportunities.
- Monitor partner performance and drive engagement strategies to maximize adoption, throughput, and mutual success.
- Represent Billtrust at industry events, partner summits, and strategic forums to strengthen our partner ecosystem.
- Deliver clear reporting on partner pipeline, forecasts, and key performance indicators to leadership.
What You'll Bring
- 5+ years of experience in channel sales, partnerships, or business development, ideally in B2B payments, fintech, or financial services.
- Proven track record of sourcing, negotiating, and scaling revenue-producing partnerships.
- Strong understanding of virtual card acceptance, issuer/acquirer models, payment networks, and embedded finance.
- Executive presence and ability to build credibility with C-level partner stakeholders.
- Strong commercial instincts with the ability to translate strategic value into actionable sales opportunities.
- Familiarity with SaaS platforms, APIs, and financial technology integrations is preferred.
- Excellent communication, negotiation, and cross-functional collaboration skills.
- Comfortable working in a fast-paced, highly matrixed environment.
- Willingness to travel (~25%) for key partner meetings and industry events.
The expected base salary range for this position is $130,000 - $160,000 annually.
Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.
Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Billtrust, we celebrate and support diversity and are committed to creating an inclusive environment for all employees. So, if your experience aligns but doesn't exactly match each and every qualification, apply anyway. You may be exactly what we are looking for!
What You'll Get:
- Work from Anywhere: Your home, a coffee shop, a company paid WeWork.... you decide!
- A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions - big and small - each and every day.
- Flexible Working Hours: We support your lifestyle- the results are what count.
- Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
- Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
- Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
- Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs- we foster an environment where all employees can grow.
- Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
- Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
- Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.
Who We Are: