Senior Business Development Manager (Channel Partnerships)

Convera is seeking a commercially driven Senior Business Development Manager to generate net-new pipeline and win strategic channel partnerships across North America. This is a dedicated proactive new business development role, focused on creating and converting new opportunities rather than managing established partner portfolios. The near-term priority is workforce payments, with primary emphasis on payroll and pension and selected opportunities across travel and expense and global mobility.

Responsibilities

Net-new pipeline generation across payroll, pension, travel and expense, and global mobility partners, with primary focus on payroll and pension; Develop and execute a North American account and territory plan; Prioritise ideal partners with large customer books, recurring cross-border flows, mature KYC practices, and influence over payables or receivables; Create opportunities through targeted outbound activity, executive networking, referrals, advisers, technology ecosystems, conferences, and coordinated marketing; Conduct consultative discovery of partner models, payment flows, FX economics, technical requirements, and commercial value; Lead with Convera's value proposition in global network, compliance, FX expertise, local payout rails, hedging, and relationship management; Own complex opportunities from initial engagement through contracting and internal approval; Identify anchor partnerships with strategic brand, credibility, or co-development value; Mobilise cross-functional teams to progress opportunities and resolve barriers; Hand over signed partners cleanly to implementation, activation, and account-management teams; Maintain selective coverage of marketplace and AP automation opportunities; Maintain accurate CRM data, forecasting, and sales discipline

Requirements

7+ years in B2B business development or enterprise sales, ideally within payments, fintech, payroll, pension, HR technology, SaaS, or financial services; Proactive new business development track record, with demonstrated success creating pipeline from the ground up and closing complex net-new business; Channel sales experience selling through partnerships, platforms, intermediaries, or embedded distribution models, including an understanding of downstream customer economics; Payments knowledge, including cross-border payments, mass payments, local payout rails, foreign exchange, hedging, compliance, and partner-led payment models; Technical confidence to sell integrated and API-enabled solutions credibly while matching the solution to current product capability and implementation readiness; Commercial acumen in qualification, opportunity sizing, business cases, pricing, negotiation, and multi-party deal structuring; Executive influence when engaging senior commercial, product, technology, finance, treasury, compliance, and operations stakeholders; High ownership, persistence, sound judgement, curiosity, and the ability to operate effectively in a remote, cross-functional environment

Nice to have

An established network across North American payroll, pension, HR technology, workforce management, travel and expense, global mobility, or enterprise payments; Experience with complex partner models involving end-customer onboarding, activation, revenue sharing, FX capture, or joint go-to-market activity; Experience working across the United States and Canada

Benefits

Competitive salary; Opportunity to earn a bonus (dependent on performance); Commission; Great career growth and development opportunities in a global organization; Corporate benefits; Health insurance (medical, dental, vision); Retirement savings plan; Paid time off, holidays, and parental leave; Wellness programs and mental health resources