Product Partnerships Lead

Role overview

Lead the commercial and relationship side of a data and vendor partner program within a risk decisioning platform serving financial institutions. This is a build-the-process role: you will establish and maintain a continuously refreshed bench of data vendors across categories such as sanctions/PEP/AML and KYB/KYC, moving the organization away from reactive, escalation-driven sourcing toward a proactive pipeline of vetted partners.

Responsibilities

- Build and curate a long list of credible data and vendor partners across assigned categories, drawing on market intelligence, competitive insight, and existing relationships, and keep it current as needs evolve - Run commercial diligence on each candidate, covering pricing models, contract terms, liability and indemnification, resale economics, and margin structure, then close terms with vendors that pass technical validation - Package approved vendors into sellable SKUs and bundles aligned with direct sales and OEM/reseller motions, including markup, floor pricing, and reseller guardrails - Own day-to-day relationships with live partners post-selection, including SLAs, escalations, renewals, performance issues, and commercial resolution of customer escalations - Partner with account executives on active deals to scope which vendors and data sources a prospect needs, flag integration lead times, and provide reusable scoping tools such as capability matrices and category one-pagers - Coordinate with Product subject-matter experts on technical evaluation rubrics and timelines, and partner with Legal and Finance on cost absorption, liability, billing, and contract carve-outs

Requirements

- 5–7+ years in partnerships, business development, or vendor management, ideally within fintech, risk and compliance, or data and API businesses - Demonstrated success negotiating commercial terms with data or technology vendors, including pricing, contracts, and resale economics - Comfort operating with ambiguity and creating structured processes where none currently exist - Strong cross-functional coordination skills, working regularly across Product, Legal, Finance, and Sales - Experience supporting account executives or sales teams in a pre-sales capacity, scoping technical and vendor requirements against live deal timelines - Familiarity with the sanctions, AML, KYC, or KYB vendor landscape is a plus, with research and relationship-building instincts valued over pre-existing domain depth

Nice to have

- Prior experience in risk decisioning, fraud, or compliance data ecosystems - Track record of building or scaling a partner or vendor bench process from scratch - Existing relationships with sanctions, PEP, identity, or KYB data vendors