Director of Partnerships

Director of Partnerships This is a pivotal moment for the digital asset ecosystem as regulatory scrutiny, institutional adoption, and client expectations accelerate worldwide—the need for trusted, high-impact crypto-asset risk solutions has never been more urgent. Elliptic’s Director of Partnerships role puts you at the centre of this shift, responsible for building a world-class services platform that empowers financial institutions and fintechs to realise value rapidly and securely from innovative technologies. What you create now will define our ability to scale globally, drive revenue, and set the industry standard for delivery excellence at a time when market momentum is peaking Commercial impact As Director of Partnerships, you’ll play a pivotal role in driving Elliptic’s commercial growth by building and scaling a high-impact partner ecosystem. Focused on strategic alliances across referral, reseller, and technology partners, you will: - Unlock new revenue streams through scalable indirect sales channels. - Accelerate market expansion and adoption of Elliptic’s crypto AML and blockchain analytics solutions. - Deepen our strategic positioning across the Web3, fintech, and compliance ecosystems. - Drive joint go-to-market initiatives and facilitate product co-innovation with key partners. - Enhance operational efficiency through structured partner enablement and revenue-focused programs. KEY RESPONSIBILITIES What you will do: - Define and own the global partnership strategy, including portfolio design, partner segmentation structures, and governance models that ensure predictable, high-performing outcomes. - Lead commercial negotiations, structure joint business plans with partners, and oversee performance management and capability development. - Collaborate cross-functionally with Sales, Services, Product, Marketing, and Regulatory teams to align partnership strategies with overall business goals and ensure readiness for new product launches and go-to-market initiatives. - Represent Elliptic externally as a partnership leader, building strong relationships with C-level executives at partner and customer organisations. - Own partnership pipeline development, deal forecasting, partner contribution to revenue, ROI assessment, go-to-market execution, and co-sell/upsell motions. - Build and nurture a global ecosystem of partners—ranging from system integrators and consultancies to technology platforms and resellers—to drive scale, market reach, and differentiated value for Elliptic’s clients. - Design and implement engagement frameworks, enablement programmes, and incentive programmes - Oversee and execute integrations with Elliptic ecosystem partners, e.g. Custodian and Travel rules providers Commercial Impact - Delivering 10-20% of incremental annual revenue within 12–18 months with the goal to get to 30% - Drive incremental channel and partnership revenue, expanding Elliptic’s footprint with key industry players and new market segments. - Accelerate time-to-value for clients and enhance customer satisfaction through best-in-class joint delivery models. Key KPIs - Partnership-attributed revenue and gross margin - Partner pipeline and conversion rates - Engagement and certification levels across the partner ecosystem - Joint go-to-market/launch success and new market penetration milestones - Partner contribution to overall deal velocity, win rates, and customer retention SKILLS, KNOWLEDGE & EXPERTISE You'll Thrive Here If You Have - Extensive experience building and leading global partnership or business development teams in B2B SaaS, fintech, regtech, or related enterprise software markets. - Track record of designing and scaling partnership programmes that drive measurable commercial, operational, and brand impact. - Exceptional capabilities in commercial negotiation, strategic planning, cross-functional collaboration, and performance management. - Proven ability to cultivate C-suite relat ... (truncated, view full listing at source)