Vice President of Alliances and Business Development

Partnerships are core to who we are at InvoiceCloud. As a partner-first organization since inception, we generate more than 80% of our annual revenue through strong, collaborative alliances built on revenue-share and co-sell models.

The Vice President, Alliances & Business Development is a critical senior executive leader responsible for defining and executing InvoiceCloud’s long-term partner revenue growth strategy. Reporting directly to the Chief Revenue Officer, this role shapes how InvoiceCloud builds, scales, and monetizes strategic relationships with key technology partners—expanding our market presence and driving revenue growth across Insurance, Utilities, and ISV sectors.

This leader will be the architect and driver of InvoiceCloud’s partner revenue growth strategy—aligning alliances, channel programs, and technology integrations to deliver measurable business impact. The VP will lead a team focused on turning strategic partnerships into scalable revenue streams that advance our mission to simplify payments and elevate the customer experience.

Success Profile:

At InvoiceCloud, leadership success is defined by strategic vision, measurable outcomes, and cross-functional influence. This role is anchored in our core leadership competencies.

Strategic Leadership

• Develop and execute a multi-year alliance and partner strategy aligned with InvoiceCloud’s corporate growth priorities.
• Establish InvoiceCloud as the preferred EBPP and digital engagement partner within the ISV InsurTech, and payments technology ecosystems.
• Identify, evaluate, and negotiate new alliance opportunities that expand market reach, accelerate client acquisition, and drive innovation.
• Partner closely with Product, Sales, Marketing, and Customer Success to align partnership strategy with go-to-market plans and roadmap priorities.

Ecosystem Development

• Build and deepen relationships with key ISV, payments, and insurance technology providers, creating joint go-to-market plans and co-selling frameworks.

• Oversee the development of integration and certification programs that extend platform value and create a seamless partner experience.
• Lead the creation of scalable revenue-sharing models and partner enablement programs that produce measurable financial results.
• Represent InvoiceCloud at industry events and executive forums to position the company as a top-tier ecosystem partner.

Results Driven

• Implement clear performance metrics and governance structures to manage partner-sourced pipeline, revenue, and ROI.
• Use data and AI-driven analytics to identify high-potential opportunities, optimize performance, and forecast growth impact.
• Establish repeatable best practices for partner onboarding, joint business planning, and success measurement.

Team Leadership

• Lead a high-performing Alliances team that balances innovation with disciplined execution.
• Foster a culture of collaboration, accountability, and continuous learning across the Alliances organization.
• Mentor team members to become trusted advisors to partners and cross-functional peers.
• Collaborate with the broader Revenue organization to ensure partnership initiatives are tightly integrated with sales motions and customer outcomes.
• Owns and delivers partner-sourced revenue, pipeline creation, and margin

Innovative

• Champions next-generation partnership models and monetization pathways that extend platform reach.
• Introduce GenAI tools and digital workflows that enhance co-selling, reporting, and partner collaboration at scale.

Requirements:

• 15+ years of progressive experience in enterprise SaaS, fintech, or platform alliance leadership roles, with a proven record of strategic influence and measurable revenue impact.
• Experience in Insurance, Utilities, or Independent Software Vendor (ISV) sectors—including hands-on experience building partnerships with leading technology vendors and solution providers – is highly preferred.
• Demonstrated success developing and scaling revenue-producing ecosystems (ISV, channel, or integration partnerships).
• Proven ability to influence at all organizational levels, from board members to partner C-suites.
• Strong executive presence and communication skills, capable of representing InvoiceCloud externally and driving internal alignment.
• Data-driven, creative, and comfortable operating at the intersection of strategy, technology, and go-to-market execution.
• Bachelor’s degree required; MBA or equivalent advanced degree strongly preferred.
• Must be based in Boston, MA.