Strategic Partnerships Director

The Role

FrankieOne is an Australian regtech company that makes it easier for financial services businesses to onboard and monitor customers safely and compliantly. Our single API connects to more than 350 identity, KYC/KYB, AML, and fraud data sources across APAC and beyond, removing the complexity of managing dozens of vendor integrations and allowing our customers to focus on building great products.

We work with banks, fintechs, lenders, gaming operators, and government agencies that require fast, reliable, and compliant identity infrastructure.

The Partnerships team sits within the broader Go-to-Market (GTM) organisation and manages both sell-side reseller relationships and buy-side supplier partnerships.

As Strategic Partnerships Director, you will be the commercial owner of FrankieOne’s supplier network—the data providers, identity vendors, and API partners that underpin our platform. You will work closely with Product and Technical Operations to understand capability requirements, partner with GTM to support data coverage discussions during sales cycles, and collaborate with the Vendor Contracts team on commercial terms and renewals.

Reporting directly to the Chief Commercial Officer (CCO), you will play a critical role in ensuring our supplier ecosystem supports FrankieOne’s growth and product strategy.

You are a commercially minded partnerships professional who is equally comfortable building new supplier relationships from the ground up and optimising the performance of existing partners. In this role, you will own the identification, acquisition, onboarding, and ongoing management of data and technology suppliers across identity verification, KYC/KYB, AML screening, fraud prevention, and device intelligence.

You will monitor coverage gaps, evaluate emerging providers, negotiate commercial agreements, and ensure our supplier portfolio evolves alongside our product roadmap and market expansion plans.

Your Ticket to Success

• Be an advocate for FrankieOne, our supplier ecosystem, and the customers who rely on us to provide the right data at the right price.

• Develop deep knowledge of our supplier landscape, including capabilities, commercial models, performance metrics, and market alternatives.

• Identify opportunities to improve supplier coverage, performance, and commercial outcomes.

• Build strong relationships with key suppliers and negotiate mutually beneficial commercial agreements.

• Partner with internal stakeholders to ensure supplier capabilities align with customer and product needs.

In a Previous Life, You Have

• 5+ years' experience in partnerships, supplier management, commercial development, or business development, ideally within data, fintech, regtech, SaaS, or technology environments.

• Demonstrated success identifying, evaluating, onboarding, and managing suppliers or strategic partners. You know how to assess a vendor, lead commercial discussions, and successfully negotiate agreements.

• Strong analytical skills and experience using data to assess supplier performance, including pass rates, coverage gaps, cost-per-check, and SLA attainment.

• Experience presenting insights and recommendations to senior stakeholders to support commercial decision-making.

• Proven ability to work cross-functionally with Product, Engineering, and technical teams to translate business requirements into supplier briefs and integration roadmaps.

• Excellent relationship management, negotiation, and stakeholder engagement skills.

Nice to Have

• Experience in sales, pre-sales, or sales enablement.

A key part of this role is enabling the GTM team to understand how suppliers fit within our platform, how to position capabilities in customer conversations, and when to recommend one solution over another. Candidates who have worked in sales or pre-sales environments will be able to ramp up more quickly and contribute immediate value to our go-to-market efforts.