Director of Business Development (McLean)

Director of Business Development

AirKey is a leading authentication and identity solution dedicated to providing innovative solutions that empower banks and financial institutions to reduce fraud while delivering better customer experiences. We are seeking an experienced Director of Business Development with a strong track record of selling into banks and financial institutions to drive strategic partnerships and revenue growth.

As the Director of Business Development, you will be responsible for developing, managing, and expanding our channel sales strategy within the banking and financial sector. You will identify, onboard, and nurture relationships with key partners, including technology providers, system integrators, and resellers that serve financial institutions. Your deep understanding of the banking ecosystem and ability to navigate complex sales cycles will be instrumental in driving growth through strategic partnerships.

Responsibilities

• Develop & Execute Channel Strategy – Build and implement a channel sales strategy that aligns with company objectives, focusing on partnerships with technology vendors, core banking providers, and consulting firms.

• Partner Acquisition & Management – Identify, onboard, and manage channel partners who can drive adoption of our solutions within banks and financial institutions.

• Revenue Growth – Drive partner-led sales opportunities, ensuring revenue targets are met or exceeded through collaborative selling strategies.

• Enablement & Training – Equip partners with the necessary tools, knowledge, and incentives to successfully sell and support our solutions.

• Pipeline & Forecasting – Manage a structured sales pipeline, leveraging CRM tools to track partner performance, deal progression, and forecast revenue.

• Relationship Building – Develop strong relationships with executive-level stakeholders at partner organizations and financial institutions to drive long-term collaboration.

• Industry Expertise – Stay updated on regulatory changes, market trends, and competitive landscape to inform channel strategies and maintain a competitive edge.

Basic Qualifications

• Bachelor’s Degree or Military Experience

• At least 7 years of channel sales, partnerships, or direct sales experience, specifically selling to banks and financial institutions

Preferred Qualifications

• Industry Knowledge – Deep understanding of banking technology, regulatory requirements, and financial services ecosystem. Experience selling fintech, core banking systems, digital identity, fraud prevention, payments, or compliance solutions is preferred.

• Sales Expertise – Proven ability to develop and close large, complex deals through channel partners and direct sales efforts.

• Partnership Development – Experience building and managing channel partnerships with technology providers, system integrators, or consulting firms in the financial sector.

• Strategic Thinking – Ability to develop and execute a structured channel sales strategy that aligns with company goals.

• Communication & Negotiation – Strong executive presence, excellent communication skills, and the ability to negotiate high-value contracts.

• Technology Proficiency – Familiarity with CRM tools (Salesforce) and sales enablement platforms.

• MBA