Head of ISV Partnerships & ISO Development
Compensation & Benefits:- • $125,000–$160,000 base salary
- Bonus/commission structure to be discussed
- Medical, dental, and vision insurance
- Short- and long-term disability
- Paid time off and holidays
- Retirement plans
- High-impact leadership role with significant growth opportunity
Job Summary:
Our client is seeking a Head of ISV Partnerships & ISO Development to lead the recruitment, onboarding, and growth of Independent Sales Organizations (ISOs) specializing in Integrated Software Vendor (ISV) partnerships. This is a hands-on, revenue-generating leadership role requiring strong knowledge of the payments ecosystem, including gateway integrations, underwriting, sponsor bank relationships, and partner economics. The Head of ISV Partnerships & ISO Development will own the full partnership lifecycle—from prospecting and contracting through activation and revenue growth. This individual will be accountable for pipeline generation, partner performance, forecasting, and deal execution while working closely with Product, Legal, Marketing, Onboarding, Compliance, and Finance teams.
Job Responsibilities:- Lead and manage ISV and ISO sales teams with clear expectations, coaching, and accountability for revenue targets.
Develop and execute go-to-market strategies for acquiring new ISV integrations and ISO referral partners.
Build a predictable pipeline by developing outbound strategies, targeted prospecting, industry engagement, and partner development initiatives.
Own deal progression from initial meeting through contract execution and activation.
Coordinate complex opportunities across Product, Legal, Compliance, Onboarding, Marketing, and Finance.
Establish repeatable sales processes for both long-cycle ISV integrations and fast-cycle ISO recruitment.
Maintain a consistent operating rhythm, including forecasting, pipeline reviews, activity standards, and performance management.
Recruit, train, manage, and develop ISV and ISO sales talent.
Step into strategic opportunities and complex negotiations when needed to help close revenue.
Identify high-growth software verticals, including POS, SaaS, ERP, and niche industry software, for partnership development.
Monitor partner performance and identify opportunities to increase revenue and strengthen channel relationships.
Qualifications:- Bachelor's degree with 5+ years of sales experience, or high school diploma/GED with 10+ years of relevant experience.5+ years of leadership experience in Merchant Services or Payments Processing.
Strong background in FinTech, SaaS, or Payments.
Proven experience managing end-to-end channel relationships and partnership development.
Strong understanding of gateway integrations, BIN sponsorship, underwriting, and ISV revenue-share structures.
Familiarity with payments platforms and environments such as TSYS, First Data, Elavon, or Fiserv.
Established industry network and experience selling to or partnering with ISOs, ISVs, and Agent partners.
Proven track record of revenue growth and successful channel development.
Strong C-level presentation, negotiation, and relationship management skills.
Proactive, solution-oriented approach with the ability to operate effectively in a fast-paced, high-pressure environment.
Strong leadership, coaching, forecasting, and sales management capabilities.
About the Company:
Our client is a fast-growing payment processing company focused on delivering customized merchant solutions throughout North America. The company specializes in underwriting, risk management, and operational excellence, while helping partners scale efficiently through flexible payment solutions and strong channel support. As the organization expands its channel distribution strategy, this role will play a key part in recruiting and developing ISV-focused ISO partners and driving continued revenue growth.
Type: Direct Hire
Category: Sales
Date Posted: 2026-08-17
