Sr Partners Director

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Sr Partners Director

En Kushki, nos enorgullece ser líderes en la industria de pagos, impulsando el cambio y la innovación a través de soluciones que transforman los comercios. Nuestro compromiso con la excelencia y la creatividad nos ha llevado a la vanguardia de nuestro campo, y buscamos constantemente talentos apasionados que deseen hacer una diferencia real en el mundo.

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Propósito del rol: Liderar la estrategia, estructura y crecimiento del canal de Partners de Kushki a nivel regional, consolidando una visión única para todos los tipos de socios y geografías. Será responsable de maximizar el impacto comercial del ecosistema de partners, impulsando el crecimiento de ingresos, fortaleciendo relaciones estratégicas y construyendo una organización escalable que contribuya al posicionamiento de Kushki como líder en infraestructura de pagos en Latinoamérica.

Funciones Clave:

Strategy & Vision

Define and own the unified partner strategy across all partner types (Distribuidores, Referenciadores, ISVs, and Strategic Alliances) and all geographies where Kushki operates.

Establish the organizational model, role definitions, and operating cadence for the consolidated partnerships function — bringing together two currently parallel organizations.

Build and implement a formal partner program: tiering, certification, benefits, and lifecycle management.

Represent the partner channel at the leadership table, ensuring cross-functional alignment with Product, Technology, Finance, and Legal.

Revenue & Commercial Execution

Own the revenue target for the partner channel company-wide, covering both new business and recurring revenue.

Drive growth in the highest-opportunity segments: referral networks, technology partners (ISVs), and strategic alliances.

Develop and execute retention and growth plans for top-tier partners, with specific attention to managing revenue concentration risk.

Define and monitor KPIs by partner type: partner-sourced NB, revenue per partner, merchant activation rates, and partner churn.

Team Leadership

Lead and develop a team of ~10–12 people across two existing organizations (Mexico and Regional), including Partner Development Managers, Partner Account Managers, a Partner Program Manager, and support specialists.

Introduce clear role separation — PDM (hunting) vs. PAM (farming) — to eliminate ambiguity and sharpen commercial focus.

Build redundancy in strategic partner relationships, eliminating single-person dependencies on critical accounts.

Attract, develop, and retain top channel talent as the function grows.

Program & Operations

Standardize partner onboarding, activation, and success processes across MX and the region, building on the frameworks already in place.

Drive resolution of key cross-functional dependencies: onboarding automation, partner pricing tools, and Kushki One partner readiness.

Ensure full pipeline visibility in Salesforce for the partner channel.

Build a partner enablement framework — training, materials, sales tools — that allows the commercial team to scale without proportional headcount increases.

Requerimientos:

8+ years of experience in partnerships, channel sales, or business development, with at least 3–4 years in a senior leadership role managing multi-country or multi-segment partner organizations.

Direct experience in the payments industry: acquiring, payment infrastructure, PSPs, payment orchestration, or closely adjacent fintech. This is non-negotiable.

Proven track record building or scaling a B2B partner channel in Latin America — with measurable revenue outcomes.

Experience managing multiple partner types simultaneously: distributors/resellers, referral networks, and technology/ISV partners.

Commercial ownership: demonstrated ability to carry a revenue target, manage pipeline, and make data-driven prioritization decisions.

Strong cross-functional influencing skills — able to drive alignment with Product, Technology, Finance, and Legal without direct authority.

Fluent in Spanish and English (written and spoken