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Director of Business Development, ISO Channel

New York City

Director of Business Development, ISO Channel

Location: Hybrid in New York City (3 day in-office requirement)

Qualifications: 

  • 7+ years of experience in business development, partnerships, or sales in the fintech or financial services industry.
  • Proven track record of building and scaling successful ISO or channel distribution programs.
  • Deep familiarity with the ISO/payments agent landscape, including how they operate, sell, and monetize.
  • Experience negotiating complex commercial agreements with partners and executing long-term GTM strategies.
  • Strategic thinker with a hands-on approach - you can build the strategy and roll up your sleeves to execute.
  • Strong relationship management and communication skills, both internally and externally.
  • Entrepreneurial mindset with the ability to thrive in a fast-paced, high-growth environment.

Bonus points: 

  • Previously worked at a processor, payfac, or payment gateway.
  • Have firsthand experience running or working inside an ISO or agent office.
  • Have experience in SMB-facing fintech companies or platforms.
  • Understand B2B payments, AP/AR workflows, or embedded finance models.

A day in the life and how you’ll make an impact: 

  • Lead Melio’s ISO GTM channel - identifying, negotiating, and onboarding ISO partners.
  • Develop the value proposition, incentives, and co-selling motions to attract and retain high-performing ISOs.
  • Own the full partnership lifecycle — from pipeline generation and relationship management to contract negotiation and launch.
  • Collaborate with Product, Marketing, Operations, Risk, and Legal teams to ensure ISO partnerships are set up for success.
  • Track KPIs and partner performance to drive continual optimization and scale.
  • Represent Melio at industry conferences and networking events to promote our ISO channel.
  • Bring the voice of the ISO into Melio — advocating for product and experience improvements to maximize value for both partners and end users.

About the team:

We are seeking a Director of Business Development, ISO Channel to lead the development of our Independent Sales Organization (ISO) go-to-market channel. You’ll be responsible for sourcing, closing, and scaling high-value partnerships with ISOs, super/wholesale ISOs, and other players in the payments distribution ecosystem. This is a high-impact individual contributor role that combines business development, strategic channel building, and cross-functional collaboration.

We’re looking for someone who brings deep knowledge of the ISO ecosystem - either from building a successful ISO channel at a fintech/payments company, or from firsthand experience operating as an ISO before transitioning into a corporate financial services or fintech role. This person should understand the nuances of ISO incentives, go-to-market execution, and what it takes to win their attention and trust.

About Melio USA: 

  • Competitive compensation packages: We strive to make each and every employee feel valued and appreciated. The annual base salary range for this position is $210,000 - $230-000 with an additional bonus component. 
  • Medical, Dental, and Vision: We offer generous and highly competitive plans with up to 100% employer-paid coverage, FSA and HSA.
  • 401K matching and stock options: Feel the investment of working at a hyper-growth startup.
  • Wellness: We take a holistic approach to wellness at Melio with a focus on providing financial, physical, emotional, social, and community support for our employees. 
  • Time Off: Time to rest and recharge is a priority for us. We offer competitive vacation time, sick days, holidays, parental leave and wedding days to allow you to take the time you need, when you need it. 
  • Food perks: Enjoy our fully stocked kitchens, along with a weekly Seamless stipend and plenty of catered meals each week. 
  • Office culture: Thrive in our collaborative offices in New York City or Denver, in a hybrid working environment. We are dog friendly as well!
  • Growth and development: Lean on the diverse team to foster professional and personal growth through workshops, mentorship programs, and team building activities. 

Melio builds business-to-business (B2B) payment tools so small business owners can spend less time in the back office and more time on their craft. As the fastest-growing B2B payment platform in the US, Melio is working hard to find new and better ways to help small businesses succeed in the ways that work best for them.

Melio's diversity, equity and inclusion efforts have always been a top priority within our team. We are an Equal Opportunity Employer, and all of our employees encompass different strengths, experiences and backgrounds. DEI within Melio prioritizes race, gender, age, disability status, veteran status, sexual orientation, religion and many other parts that make up one's identity. Having a diverse team across all offices is key to our success, and inclusion is each #TeaMelio member's responsibility. Melio accepts job applications on an ongoing basis until the position is filled. If you are interested in applying for this job opportunity, please do so directly on our careers page (or if you’re here already, scroll down and apply now!). This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.

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