Senior Channel Sales Executive (BPN)

As a Senior Channel Sales Executive, you will be responsible for driving revenue growth through strategic channel partnerships that accelerate the adoption of Billtrust’s proprietary virtual card acceptance platform – the Business Payments Network (BPN). Your focus will be sourcing, developing, and managing relationships with banks, fintech platforms, payment processors, and other ecosystem players to expand Billtrust’s market presence and revenue footprint.

You will act as both a business development leader and sales executive, identifying high-impact partnership opportunities, negotiating agreements, and collaborating cross-functionally to convert channel relationships into scalable, revenue-generating engines.

• Source and close strategic partnerships that drive virtual card acceptance and payment volume through BPN.
• Own and manage a partner-sourced pipeline, including forecasting, deal strategy, and quota attainment.
• Establish and deepen relationships with executive-level stakeholders at partner organizations (e.g., issuing banks, fintechs, payment platforms).
• Position BPN as a differentiated, revenue-driving solution, aligning with partner business models and client pain points.
• Collaborate with internal teams (sales, product, legal, marketing) to structure and operationalize partner deals.
• Influence product roadmaps through partner and market feedback; identify integration and GTM opportunities.
• Monitor partner performance and drive engagement strategies to maximize adoption, throughput, and mutual success.
• Represent Billtrust at industry events, partner summits, and strategic forums to strengthen our partner ecosystem.
• Deliver clear reporting on partner pipeline, forecasts, and key performance indicators to leadership.

• 5+ years of experience in channel sales, partnerships, or business development, ideally in B2B payments, fintech, or financial services.
• Proven track record of sourcing, negotiating, and scaling revenue-producing partnerships.
• Strong understanding of virtual card acceptance, issuer/acquirer models, payment networks, and embedded finance.
• Executive presence and ability to build credibility with C-level partner stakeholders.
• Strong commercial instincts with the ability to translate strategic value into actionable sales opportunities.
• Familiarity with SaaS platforms, APIs, and financial technology integrations is preferred.
• Excellent communication, negotiation, and cross-functional collaboration skills.
• Comfortable working in a fast-paced, highly matrixed environment.
• Willingness to travel (~25%) for key partner meetings and industry events.

The expected base salary range for this position is $130,000 - $160,000 annually.
Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.