Head of ISV Partnerships & ISO Development

Head of ISV Partnerships & ISO Development

Compensation & Benefits

• $125,000–$160,000 base salary
• Bonus/commission structure to be discussed
• Medical, dental, and vision insurance
• Short- and long-term disability
• Paid time off and holidays
• Retirement plans
• High-impact leadership role with significant growth opportunity

Job Summary

Our client is seeking a Head of ISV Partnerships & ISO Development to lead the recruitment, onboarding, and growth of Independent Sales Organizations (ISOs) specializing in Integrated Software Vendor (ISV) partnerships .

This is a hands-on, revenue-generating leadership role requiring strong knowledge of the payments ecosystem , including gateway integrations, underwriting, sponsor bank relationships, and partner economics.

The Head of ISV Partnerships & ISO Development will own the full partnership lifecycle—from prospecting and contracting through activation and revenue growth . This individual will be accountable for pipeline generation, partner performance, forecasting, and deal execution while working closely with Product, Legal, Marketing, Onboarding, Compliance, and Finance teams.

Job Responsibilities

• Lead and manage ISV and ISO sales teams with clear expectations, coaching, and accountability for revenue targets.
• Develop and execute go-to-market strategies for acquiring new ISV integrations and ISO referral partners.
• Build a predictable pipeline by developing outbound strategies, targeted prospecting, industry engagement, and partner development initiatives.
• Own deal progression from initial meeting through contract execution and activation.
• Coordinate complex opportunities across Product, Legal, Compliance, Onboarding, Marketing, and Finance.
• Establish repeatable sales processes for both long-cycle ISV integrations and fast-cycle ISO recruitment.
• Maintain a consistent operating rhythm, including forecasting, pipeline reviews, activity standards, and performance management.
• Recruit, train, manage, and develop ISV and ISO sales talent.
• Step into strategic opportunities and complex negotiations when needed to help close revenue.
• Identify high-growth software verticals, including POS, SaaS, ERP, and niche industry software , for partnership development.
• Monitor partner performance and identify opportunities to increase revenue and strengthen channel relationships.

Qualifications

• Bachelor's degree with 5+ years of sales experience , or high school diploma/GED with 10+ years of relevant experience .
• 5+ years of leadership experience in Merchant Services or Payments Processing.
• Strong background in FinTech, SaaS, or Payments .
• Proven experience managing end-to-end channel relationships and partnership development.
• Strong understanding of gateway integrations, BIN sponsorship, underwriting, and ISV revenue-share structures .
• Familiarity with payments platforms and environments such as TSYS, First Data, Elavon, or Fiserv .
• Established industry network and experience selling to or partnering with ISOs, ISVs, and Agent partners .
• Proven track record of revenue growth and successful channel development.
• Strong C-level presentation, negotiation, and relationship management skills.
• Proactive, solution-oriented approach with the ability to operate effectively in a fast-paced, high-pressure environment.
• Strong leadership, coaching, forecasting, and sales management capabilities.

About the Company

Our client is a fast-growing payment processing company focused on delivering customized merchant solutions throughout North America.

The company specializes in underwriting, risk management, and operational excellence , while helping partners scale efficiently through flexible payment solutions and strong channel support.

As the organization expands its channel distribution strategy, this role will play a key part in recruiting and developing ISV-focused ISO partners and driving continued revenue growth.