Upside

Senior Director, Retailer and Channel Partnerships

Upside

full-time

Posted on:

Location Type: Hybrid

Location: Austin • Texas • United States

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Salary

💰 $188,000 - $224,000 per year

Job Level

Senior

About the role

  • Build and operationalize a scalable, one-to-many enablement strategy to accelerate merchant adoption of Upside’s Pay and marketplace products.
  • Drive meaningful merchant growth through channel and referral partnerships across POS platforms, processors, hardware providers, SaaS companies, and fintech partners.
  • Explore and execute marketplace and embedded distribution opportunities within SaaS ecosystems while maintaining strong unit economics.
  • Act as the voice of the merchant in all partner relationships.
  • Develop and execute a long-term partnership strategy aligned with Upside’s growth goals and vertical expansion.
  • Lead cross-functional deal teams to build operational plans for each partnership and manage execution end-to-end.
  • Establish performance metrics, monitor results, and ensure on-time, in-full delivery of contractual commitments.
  • Champion prioritization of initiatives that maximize holistic impact while balancing product and engineering investment.
  • Structure and negotiate multi-year commercial agreements across fintech, merchant processing, and retail technology ecosystems.
  • Partner with Legal, Finance, Product, and Operations to deliver scalable, durable agreements that unlock long-term value.
  • Serve as a senior external ambassador for Upside at industry forums, partner events, and merchant coalitions.
  • Position Upside as the leading incremental-profit platform for brick-and-mortar businesses.

Requirements

  • 10+ years of experience in business development, strategic partnerships, corporate strategy, management consulting, or related commercial leadership roles.
  • Deep experience negotiating complex commercial agreements and interpreting legal frameworks.
  • Strong background in financial services, payments, retail technology, or merchant processing ecosystems.
  • Experience working with ISVs, POS providers, processors, or SaaS platforms strongly preferred.
  • Proven program management capability—driving technical and business implementations across cross-functional teams.
  • Strong analytical and quantitative skills with a data-driven approach to decision-making.
  • Ability to operate effectively in a fast-paced, matrixed, high-growth environment.
  • Willingness to travel (approximately 10–40%).
  • MBA or advanced degree preferred.
Benefits
  • Medical, dental, and vision coverage starting on Day 1
  • Equity (ISOs)
  • 401(k) program
  • Family planning programs + paid parental leave
  • Physical fitness and wellness memberships
  • Emotional and mental health support programs
  • Unlimited PTO + 10 paid federal holidays + our annual, week-long Winter Break
  • Flexible work environment
  • Lunch reimbursement for in-office employees
  • Employee Resource Groups
  • Learning and Development stipend
  • Transparent culture
  • Amazing mission!
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
business developmentstrategic partnershipsnegotiating commercial agreementsprogram managementanalytical skillsquantitative skillsdata-driven decision-making
Soft Skills
leadershipcommunicationcross-functional collaborationstrategic thinkingproblem-solving
Certifications
MBAadvanced degree