Head of Partnerships

Head of Partnerships Location: Remote, USA (New York preferred) Reports to: CEO About XYB XYB is a complete platform for building and running modern banks. It brings together the core banking components a bank needs, the digital channels its customers interact with, and the orchestration layer that ties everything together — including the bank's existing systems and the wider partner ecosystem. Institutions use XYB to launch new propositions in weeks rather than years, without rebuilding what already works. Banks never build alone. They partner with cloud providers, system integrators, consultancies and specialist fintech vendors — and how quickly they move depends on how well that ecosystem works together. XYB is built for that reality. The orchestration layer at the heart of our platform is designed to make ecosystems work, and our go-to-market is built the same way. Everest Group and Celent have both recognised XYB as a leader in the next wave of banking technology. Why this role matters Partnerships are the single biggest driver of XYB's growth in the US and globally — the highest-leverage distribution layer we have, and a direct multiplier on revenue and reach. The institutions we serve do not win one logo at a time through cold outreach. They are reached through a set of trusted partners: the global system integrators they hire for transformation programs, the hyperscalers running their cloud, the consultancies their executives lean on, and the specialist fintechs they buy alongside us. Whoever owns those relationships shapes how XYB enters the market. There is a second reason this role is central. XYB is an end-to-end platform — core, channels, and the orchestration layer that connects them to a bank's existing systems and external partners. A platform that depends on ecosystems credibly requires a partnership function that lives the same way. The Head of Partnerships is, in effect, the human expression of what the product does. This is a foundational partnership hire. You will design the strategy, build the function behind it, and personally land the partnerships that will transform XYB. The role reports directly to the CEO, operates with autonomy and ownership. What you'll do Set the partnership strategy. Decide which partners matter most for XYB in the US, why, and in what order. Define the targets, the playbooks, and the way the rest of the company supports them. Land the transformative partnerships. Personally open and close relationships with the major integrators, consultancies, cloud providers, and specialist fintechs that get XYB into bank conversations. Own the senior relationships. Run the cadence, the joint plans, and the shared targets so each partner is genuinely investing in XYB and seeing returns. Drive partner-led pipeline. Work alongside sales to source, qualify, and close deals through partners. Partner-sourced and partner-influenced revenue is the scoreboard. Orchestrate the wider ecosystem. Map the cloud marketplaces, embedded finance platforms, regulatory technology providers, and AI tooling vendors that surround our buyers, and position XYB at the centre of the conversations they are having. Run joint go-to-market. Co-selling plays, joint events, joint content, joint demand generation designed with clear ownership, clear targets, and clear attribution. Shape how analysts and the industry talk about XYB. Brief Everest, Celent, and the other voices our buyers read. Make sure XYB shows up well in the reports decision-makers cite. Negotiate and close partnership agreements. Reseller, referral, co-sell, OEM, and technology integration deals that work commercially, hold up legally, and scale with the business. Bring the voice of the partner back into the product. Represent partner needs in the product roadmap, the GTM motion, and the leadership table. What their field is seeing, what their customers are building, what is about to change in their stack, that intelligence needs to land inside XYB before we feel it ourselves. And make sure XYB is easy to partner with. Own the numbers. Define what good looks like, measure it honestly, and use the data to double down on what is working and step away from what is not. Who you are You have 7+ years building partnerships, alliances, or business development for a B2B software, fintech, or banking technology company, with at least three years in a senior role. Time inside a Series A–C startup is a strong plus. You have built a partnership function and have a real record of partner-led revenue you can point to: specific deals, specific numbers, specific attribution. You have experience working with executives at US banks and credit unions serving consumers and small businesses, and you understand what those institutions care about and how they buy. You know the broader US financial services ecosystem payments, lending, embedded finance, RegTech, and you have a working grasp of the US regulatory and legislative landscape across the segments we sell into. You have a strong understanding of the US banking technology landscape: digital, core banking, FinCrime, cards, payments, operational capabilities, data, and cloud infrastructure. You can hold your own in a technical conversation with a buyer or a partner field engineer. You have experience working consultatively with clients, you can sit in a discovery conversation, name the real problem, and shape the path through it. You can structure and close complex partnership agreements with legal counsel, reseller, referral, co-sell, OEM, technology integration, and hold a position in a negotiation without damaging the relationship. You have worked with industry analysts and used analyst coverage to support enterprise sales. You are a natural collaborator equally comfortable presenting strategy to a CEO and co-designing an integration with a product engineer in the same week. You write clearly, present well, and can represent XYB credibly in front of senior partner audiences and at industry events. What we offer Competitive compensation: base ($130K–$200K), bonus/commission, and equity Comprehensive benefits A leadership role at a company defining a new category of banking technology A team that values initiative, fresh thinking, and getting things done XYB is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We are happy to offer reasonable adjustments throughout the recruitment process — please let us know how we can best support you. Department XYB Locations New York Remote status Fully Remote