Director of Partnerships

Oscilar is looking for a Director of Partnerships to build and scale the strategic alliances that extend our platform's reach and reinforce our position as the risk decisioning layer for financial services.

This role spans three partner categories that are central to Oscilar's growth: OEM and embedded technology partners, data and signal providers, and Global System Integrators (GSIs).

You will own the full partner lifecycle, from identifying and structuring the right relationships to negotiating commercial agreements and building joint go-to-market motions that generate pipeline, revenue, and product impact.

This is a highly strategic and hands-on role for someone who is equally comfortable navigating a term sheet negotiation, a technical integration conversation, and an executive partner meeting. Deep experience in fraud, credit risk, identity, compliance, or financial-services risk decisioning is essential.

What You’ll Do

• Identify, structure, and negotiate strategic OEM and embedded technology partnerships that enable Oscilar's decisioning capabilities to be resold, bundled, or embedded within partner platforms
• Own commercial structures for OEM relationships, including revenue-share models, pricing, contractual frameworks, and partner economics
• Partner closely with Product and Engineering to define integration requirements and ensure partners can successfully embed Oscilar into their offerings
• Build and manage a portfolio of data and signal provider partnerships across areas such as identity, device intelligence, bureau data, alternative data, KYC, AML, and fraud
• Evaluate new data sources for technical, commercial, and decisioning value, and negotiate data access, pricing, and strategic terms
• Work with Product and Data Science to prioritize partnerships that materially improve decisioning performance for customers
• Develop and operationalize relationships with Global System Integrators and consulting partners to drive co-sell, co-delivery, and partner-influenced pipeline
• Build joint solutions, playbooks, and go-to-market motions with GSI partners targeting fraud, credit, identity, and compliance transformation programs
• Recruit, enable, and manage relationships with GSI practice leaders and partner teams
• Serve as the executive relationship owner for strategic partners from initial engagement through contracting and ongoing execution
• Build the operating rhythm for Oscilar's partnerships function, including pipeline tracking, partner scorecards, QBRs, revenue attribution, and performance management
• Represent Oscilar's point of view on AI-native risk decisioning, fraud, credit, and compliance in partner and industry conversations
• Collaborate closely with Sales, Product, Marketing, Finance, Legal, and Engineering to ensure partnerships translate into measurable business and product outcomes

What You’ll Bring

• 7+ years of experience in partnerships, business development, or strategic alliances
• Direct, hands-on experience across OEM / embedded technology partnerships, data provider partnerships, and Global System Integrator relationships
• Deep domain expertise in fraud, credit risk, identity, compliance, or risk decisioning within financial services
• Experience working at a fintech, bank, card network, data or identity provider, risk platform, or GSI risk practice
• Proven track record negotiating and closing OEM, reseller, or embedded technology agreements, including commercial structures, revenue-share models, and contractual terms
• Experience building or scaling data partnerships, including evaluating data sources and negotiating data access and pricing
• Proven experience managing GSI relationships and building joint go-to-market motions that generate partner-sourced or partner-influenced pipeline
• Experience working with firms such as Accenture, Deloitte, EY, PwC, KPMG, Cognizant, TCS, Infosys, Wipro, or similar organizations
• Strong commercial and contract fluency with the ability to lead complex negotiations alongside Legal and Finance
• Excellent executive presence and the ability to represent Oscilar credibly with senior partner stakeholders and internal leadership
• Strong cross-functional instincts and the ability to operate across commercial, technical, and product conversations
• Willingness to travel as needed to support partner relationships and industry events

Preferred Qualifications

• Experience at a high-growth fraud, credit, compliance, identity, or risk decisioning platform
• Existing relationships with data providers, identity vendors, technology platforms, or GSI fraud and risk practice leaders
• Experience building a partnerships or alliances function from the ground up
• Familiarity with no-code / low-code decisioning platforms, rules engines, or financial-services infrastructure
• Experience operating in a fast-paced, high-growth environment with significant ownership and executive visibility

What Success Looks Like

• Build a structured portfolio of active OEM, data, and GSI partnerships with clear commercial models, ownership, and operating plans
• Generate measurable partner-sourced and partner-influenced pipeline within the first two to three quarters
• Establish at least one repeatable GSI go-to-market motion that consistently generates deal flow
• Build a strategic data partner roadmap that materially improves decisioning capabilities and customer outcomes
• Establish scalable partnership processes, including partner scorecards, QBRs, pipeline tracking, and revenue attribution
• Create a strong foundation for Oscilar's long-term ecosystem and partnerships strategy