Director of Partnerships

Elliptic Enterprises Limited

Job Overview

Location

Remote

Job Type

Full-time

Full Job Description

📋 Description

• In a pivotal moment for the digital asset ecosystem, where regulatory scrutiny, institutional adoption, and client expectations are accelerating globally, the need for trusted, high-impact crypto-asset risk solutions has never been more urgent. Elliptic Enterprises Limited is seeking a visionary Director of Partnerships to spearhead the development of a world-class services platform. This role is instrumental in empowering financial institutions and fintechs to rapidly and securely realize value from innovative technologies. The work you do will define our ability to scale globally, drive significant revenue, and set the industry standard for delivery excellence during a period of peak market momentum.
• As the Director of Partnerships, you will play a pivotal role in driving Elliptic's commercial growth by building and scaling a high-impact partner ecosystem. Your focus will be on forging strategic alliances across referral, reseller, and technology partners, with the overarching goal of unlocking new revenue streams through scalable indirect sales channels. You will be instrumental in accelerating market expansion and the adoption of Elliptic’s comprehensive suite of crypto AML and blockchain analytics solutions. Furthermore, you will deepen our strategic positioning across the Web3, fintech, and compliance ecosystems, driving joint go-to-market initiatives and facilitating product co-innovation with key partners. Enhancing operational efficiency through structured partner enablement and revenue-focused programs will also be a core responsibility.
• Your key responsibilities will encompass defining and owning the global partnership strategy. This includes designing the portfolio, establishing partner segmentation structures, and implementing governance models that ensure predictable, high-performing outcomes. You will lead complex commercial negotiations, structure joint business plans with partners, and oversee their performance management and capability development. Crucial to this role is cross-functional collaboration with Sales, Services, Product, Marketing, and Regulatory teams to ensure alignment of partnership strategies with overall business goals and to guarantee readiness for new product launches and go-to-market initiatives.
• You will represent Elliptic externally as a recognized partnership leader, cultivating strong relationships with C-level executives at both partner and customer organizations. Owning the partnership pipeline development, deal forecasting, tracking partner contributions to revenue, conducting ROI assessments, executing go-to-market strategies, and driving co-sell and upsell motions will be central to your success. A significant part of your role will involve building and nurturing a global ecosystem of diverse partners, ranging from system integrators and consultancies to technology platforms and resellers. This ecosystem is designed to drive scale, expand market reach, and deliver differentiated value to Elliptic’s clients.
• You will be responsible for designing and implementing effective engagement frameworks, comprehensive enablement programs, and compelling incentive programs to foster strong partner relationships and performance. Overseeing and executing integrations with Elliptic’s ecosystem partners, such as custodian and Travel Rule providers, will be critical for seamless service delivery.
• The commercial impact of this role is substantial. You will be tasked with delivering 10-20% of incremental annual revenue within 12-18 months, with a clear goal to reach 30%. This will be achieved by driving incremental channel and partnership revenue, thereby expanding Elliptic’s footprint with key industry players and penetrating new market segments. A key objective is to accelerate time-to-value for clients and enhance customer satisfaction through the development and implementation of best-in-class joint delivery models.
• Key performance indicators (KPIs) for this role will include partnership-attributed revenue and gross margin, partnership pipeline development and conversion rates, engagement and certification levels across the partner ecosystem, success of joint go-to-market launches, new market penetration milestones, and the partner contribution to overall deal velocity, win rates, and customer retention.
• You will thrive in this role if you possess extensive experience building and leading global partnership or business development teams within B2B SaaS, fintech, regtech, or related enterprise software markets. A proven track record of designing and scaling partnership programs that deliver measurable commercial, operational, and brand impact is essential. Exceptional capabilities in commercial negotiation, strategic planning, cross-functional collaboration, and performance management are required. The ability to cultivate C-suite relationships, manage strategic accounts, and act as an executive sponsor with high-stakes partners is also critical. You should be analytical and results-oriented, comfortable taking on P&L responsibility and adapting to a rapidly evolving market. While not mandatory, experience in financial crime compliance, blockchain analytics, or crypto risk management is a strong plus, as is familiarity with regulated financial institutions and complex enterprise environments.

🎯 Requirements

• Extensive experience building and leading global partnership or business development teams in B2B SaaS, fintech, regtech, or related enterprise software markets.
• Proven track record of designing and scaling partnership programs 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 relationships, manage strategic accounts, and act as an executive sponsor with high-stakes partners.
• Analytical and results-oriented, comfortable taking on P&L responsibility and adapting to a rapidly evolving market.
• Experience in financial crime compliance, blockchain analytics, or crypto risk management is a strong plus, as is familiarity with regulated financial institutions and complex enterprise environments.

🏖️ Benefits

• Hybrid working model with the option to work remotely from almost anywhere for up to 90 days per year.
• 500 remote working budget to help set up your home office space.
• 1,000 Learning & Development budget to use on professional growth and development, agreed with your manager.
• 25 days of annual leave plus bank holidays, and an extra day for your birthday.
• Enhanced parental leave: 16 weeks fully-paid leave for eligible employees, regardless of gender or how they become a parent (birth or adoption).
• Private Health Insurance (Vitality).
• Full access to Spill Mental Health Support.
• Life Assurance cover (4 times salary).
• 100 worth of Crypto as a welcome gift.
• Cycle to Work Scheme.

Skills & Technologies

Remote

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Elliptic Enterprises Limited

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About Elliptic Enterprises Limited

Elliptic is a global leader in crypto-asset risk management. The company provides a comprehensive suite of tools and services designed to help businesses, regulators, and law enforcement agencies understand and manage the risks associated with cryptocurrencies. Their technology analyzes blockchain data to detect illicit activity, identify high-risk transactions, and ensure compliance with anti-money laundering (AML) and counter-terrorist financing (CTF) regulations. Elliptic's solutions are used by financial institutions, exchanges, and governments worldwide to protect against financial crime, enhance security, and foster the safe adoption of digital assets.

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