NMI - Head of Account Management - ISV Platform
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. • A track record of leading teams to grow an existing book through retention, cross-sell and wider product adoption, with the 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 what matters most to partners. • Experience with ACH, RTP, FedNow or payouts platforms. • Experience leading account management through an acquisition or platform integration. • Exposure to verticals such as property, insurance, lending, healthcare or field services. • Experience managing partners on payfac, referral and wholesale ISV/ISO models, and moving partners between them. • Do you feel like you have a slightly out of the ordinary career path or history? We are open to all walks of life and very willing to hear your story. Please don't feel like this should be a barrier to securing a great career at NMI! We appreciate success can come in all shapes and sizes. Fill in the 'Additional Info' box on our application to tell us more about your path. • As well as being a part of something exciting everyday, you will also receive the following 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 • We believe that having a diverse group of employees strengthens both our work and our workplace. We're focused on making NMI more diverse and welcoming with initiatives like having a dedicated Diversity, Equity & Inclusion action group, diversity goals for hiring, anonymized resume screening, affinity groups such as our Women's network and LGBTQ+ Network, open forums for discussions on diversity and social justice, and measuring inclusion and belonging as part of our regular employee engagement surveys. • Equal Opportunity • Equal Opportunity • NMI is committed to providing equal employment opportunity for all persons regardless of race, color, religion, sex, age, marital status, national origin, sexual orientation or sexual identity, genetic information, citizen status (except those that do not have the legal right to be employed in the United States), disability, military service, service member, veteran status, or any other basis protected by applicable law. • Please be aware that all offers of employment are made subject to receipt of satisfactory background and financial checks. • Attention job applicants: Please note that in compliance with the data protection regulations within your jurisdiction, any personal information submitted with your job application may be collected and used by NMI for the purpose of recruitment and employment-related activities. By submitting your application, you acknowledge and provide explicit consent to the processing of your personal information as described in our privacy policy found on our website. For more information on how we process your information, please read our privacy policy here: https://www.nmi.com/legal/privacy-policy/ • This is a remote role with an annual US base salary range of $200,000 – $225,000 USD. This salary range will be narrowed during the interview process based on experience, qualification, and location. • $200,000—$225,000 USD
Responsibilities
• Grow the book • Own revenue, retention and expansion for the US ISV book across NMI Payments and Money Movement. • Build account plans that expand each partner's footprint, taking them from a single product to the full platform: card, account-to-account, acquiring, gateway, value-added services and Merchant Central, our payments CRM. • Lead pricing, renewals and negotiations with the largest partners. Protect margin, and give concessions only in exchange for term, volume or product adoption. • Catch risk early, such as falling volume, dormant merchants, competitive threats or pricing pressure, and act on it before it becomes churn. • Drive merchant activation and boarding inside partner platforms. Measure time-to-first-transaction and the share of dormant merchants, and work with partners to lift attach rate. • Help ISVs build and evolve their payments monetization strategy: revenue share, residuals and pricing to their merchants. • Defend the book against competitive displacement from other platforms and in-house payfac builds. • Run joint business planning with top partners, including co-marketing, enablement and incentives that grow merchant adoption. • Build and lead the team • Hire, coach and develop channel account managers, with clear ownership, partner tiers and coverage. • Run a weekly rhythm covering pipeline, forecast, partner health and escalations, backed by clean Salesforce data. • Create the playbooks the team runs on: QBRs, success plans, and renewal and expansion motions. • Lead the migration and consolidation of the Dwolla and NMI Payments partner books into a single coverage model, account plan and Salesforce view. • Use data and AI tooling to segment the book, predict churn and target expansion, not just to report on it. • Deliver for partners • Make NMI the easiest payments partner to work with, and the one partners recommend. • Own the partner experience from go-live to renewal, working with Product, Partner Success and Support. • Act as executive sponsor and escalation point for top ISVs. • Partner with Risk, Underwriting and Compliance on partner and merchant health: PCI, Nacha rules for ACH, chargebacks and fraud exposure. • Be the voice of the partner • Bring a ranked view of partner needs to quarterly roadmap planning, sized by revenue at risk and expansion unlocked. Negotiate trade-offs with Product and Engineering, and set honest expectations with partners. • Own the partner side of every launch: recruit beta partners, drive adoption and keep partners informed. When something breaks, co-own the response through to root cause.
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 • We believe that having a diverse group of employees strengthens both our work and our workplace. We're focused on making NMI more diverse and welcoming with initiatives like having a dedicated Diversity, Equity & Inclusion action group, diversity goals for hiring, anonymized resume screening, affinity groups such as our Women's network and LGBTQ+ Network, open forums for discussions on diversity and social justice, and measuring inclusion and belonging as part of our regular employee engagement surveys. • Equal Opportunity • NMI is committed to providing equal employment opportunity for all persons regardless of race, color, religion, sex, age, marital status, national origin, sexual orientation or sexual identity, genetic information, citizen status (except those that do not have the legal right to be employed in the United States), disability, military service, service member, veteran status, or any other basis protected by applicable law. • Please be aware that all offers of employment are made subject to receipt of satisfactory background and financial checks. • Attention job applicants: Please note that in compliance with the data protection regulations within your jurisdiction, any personal information submitted with your job application may be collected and used by NMI for the purpose of recruitment and employment-related activities. By submitting your application, you acknowledge and provide explicit consent to the processing of your personal information as described in our privacy policy found on our website. For more information on how we process your information, please read our privacy policy here: https://www.nmi.com/legal/privacy-policy/ • This is a remote role with an annual US base salary range of $200,000 – $225,000 USD. This salary range will be narrowed during the interview process based on experience, qualification, and location.
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