Business Development Analyst sourcing software acquisition opportunities for Embrace, an AI - driven vertical software company. Building executive relationships, managing Salesforce targets, and qualifying M&A opportunities.
About the role
- Senior Business Development Manager expanding Trulioo’s global digital identity verification partner network. Sourcing, closing, and launching reseller partnerships across international markets.
Responsibilities
- Identify new reselling partner opportunities across global markets and industry trends.
- Build and own a global pipeline of prospective partners.
- Conduct outbound prospecting and initiate relationships with target partners.
- Qualify and prioritize partners based on commercial potential, technical fit, market reach, and strategic value.
- Deliver pitches and product positioning for Trulioo’s KYC, KYB, and AML solutions.
- Negotiate and close commercial partnership and reseller agreements with Legal and Compliance.
- Drive partner onboarding, go-to-market launch, technical integration, and launch marketing through first revenue.
- Coordinate technical onboarding with Technical Account Management and Product.
- Work with Marketing on partner launch and co-marketing activities.
- Collaborate with Partner Success from signing through launch and growth.
- Maintain CRM pipeline accuracy and report on sourcing, signings, launches, and acquisition-target attainment.
- Provide market and partner intelligence to Product, GTM, and Business Development leadership.
- Use AI-assisted research and AI-enabled workflows to improve partner acquisition, account planning, content creation, and knowledge sharing.
Requirements
- 10+ years of experience in channel/partner sales, business development, or alliances, ideally in fintech, SaaS, identity, fraud, or compliance solutions.
- Demonstrated success sourcing, signing, and launching new partners.
- Experience carrying and achieving partner-acquisition or partner-sourced revenue targets.
- Experience developing partner or business opportunities across multiple international markets.
- Strong prospecting, qualification, executive-level pitching, and closing skills.
- Experience negotiating and structuring commercial partnership or reseller agreements and working with Legal.
- Comfort with technical, API-driven products and coordinating technical onboarding.
- Excellent communication, presentation, and cross-functional collaboration skills.
- Proficiency with CRM and partner management tools, such as Salesforce and PRM platforms.
- Ability to operate independently in a remote, fast-moving environment across global time zones and markets from a North American base.
- Extensive experience using AI-powered productivity and sales tools.
- Experience incorporating AI into daily workflows while maintaining critical thinking, sound judgment, and a customer-first approach.
- Direct experience with identity verification, fraud prevention, KYC/KYB/AML, or regulatory compliance solutions is nice to have.
- Familiarity with identity orchestration, risk decisioning, or onboarding platforms is nice to have.
- Established fintech, banking, or digital commerce network is nice to have.
- Experience standing up or scaling a partner/channel program is nice to have.
- Experience collaborating with post-sales or account management teams is nice to have.
- Bachelor’s degree or equivalent practical experience is nice to have.
- Legally authorized to work in Canada.
- Willingness to work from the Vancouver office three days per week on a hybrid model.
Benefits
- Health coverage
- Dental coverage
- Vision coverage
- Retirement plans with company match
- Paid time off
- Parental leave
- Annual education & training stipend equivalent to $1,000 in local currency
- Flexible hybrid working environment
- Weekly lunches
- Quality coffee
- Regular social events
- Parent rooms at many locations
- On-site gyms at many locations
- Comfortable lounges
- Adaptable workstations
- Wellness workshops and events
- Complimentary Headspace subscription
- Employee Resource Groups and inclusion communities
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