Director – Alliances

Posted on 5/7/2024



1,001-5,000 employees

Automates finance and accounts payable processes

Data & Analytics


Plano, TX, USA

Required Skills
SAP Products
  • Prior experience leading and managing an Alliances & BD team
  • 10+ years of alliance and/or business development experience in the B2B SaaS space (Fintech/payments industry strongly preferred)
  • Track record of success within ERP partnership ecosystems (eg NetSuite, Microsoft), and overall experience within in the ERP / accounting / financial management / financial ops domain
  • A proven track record in scaling and growing a thriving business development, referral program
  • Strong executive presence and communication
  • Second line leadership experience - must have had direct reports, of managers managing sales teams
  • Builder mindset comfortable leading department operations, including partner operations for recruiting, onboarding, enablement, and nurturing
  • Brings an existing network of relationships across target alliance partners
  • Strong ability to drive execution of strategic initiatives and tactics
  • Experience developing, negotiating and closing partner deals
  • Ability to sell people and partners on the vision and mission of Tipalti and of our partner program - get them emotionally and economically invested in the relationship
  • Travel required on a monthly basis
  • A willingness and passion to lead a team, while also driving your own execution
  • A track record of working in a fast-paced environment, setting your own demanding expectations, inspiring and supporting your teammates and exceeding those expectations
  • Strong Salesforce.com utilization and process orientation
  • Solid attention to detail
  • Strong project management skills and ability to drive quality execution
  • Assertive, Passionate, Persuasive, Positive, Consultative, loves to compete and win
  • Bachelor Degree or equivalent experience required
  • This role will report to the VP of Alliances
  • Manage four teams of Alliance Managers who support our referral partners' ERP ecosystems including NetSuite, Sage, Microsoft, SAP, Acumatica and more.
  • Co-create and execute the strategic plan for North American referral partners.
  • Build and execute tactical programs that recruit, onboard and enable partners to maintain a funnel of new partners and partner opportunities.
  • Manage our program goals, track, analyze, and communicate effectiveness to optimize performance
  • Ensure data integrity and quality across all revenue-related systems
  • Work cross-functionally to drive innovation and improve organizational performance and dive key business development initiatives from creation to implementation
  • Work closely with the entire field and internal sales teams, pre-sales engineers, and marketing to grow new and incremental revenue
  • Build out a repeatable effective partner engagement models to nurture and drive mutual success to our partners and sales organization
  • Drive automation to optimize processes
  • Create reports, analysis, and insights to provide go-to-market (marketing, sales, and customer experience) leadership visibility into pipelines, forecasts, and KPIs based on Salesforce data

Tipalti offers an environment that is highly valued for streamlining complex financial workflows, significantly reducing the time and effort required in accounts payable and payment management. Working at this company not only allows employees to engage with cutting-edge technology that addresses global payment and tax compliance challenges but also contributes to a culture focused on innovation in financial process automation. The commitment to eliminating manual workload and improving operational efficiencies provides a dynamic and forward-thinking workplace for professionals in the finance technology sector.

Company Stage

Series F

Total Funding



Foster City, California



Growth & Insights

6 month growth


1 year growth


2 year growth