VP of Strategic Partnerships & Ecosystems

Job description

**About Versapay** Versapay's Accounts Receivable Efficiency Suite automates invoicing, streamlines B2B payments, and applies AI to cash application and exception management. Our platform integrates natively with leading ERPs and enables businesses to collaborate seamlessly with their customers through a self-serve payment portal. Backed by Great Hill Partners, Versapay operates across the U.S. and Canada and processes approximately $257B in annual payment volume. ### The Opportunity B2B payments and receivables remain burdened by manual processes, fragmented systems, and unnecessary friction, costing businesses time, capital, and growth. Versapay is transforming how businesses invoice, collect, and collaborate by delivering the industry's first accounts receivable network, connecting buyers and sellers in a unified digital experience. As a market leader serving over 10,000 customers and nearly five million businesses, Versapay is building the future of B2B payments: one that is automated, intelligent, and network-driven. This role offers the opportunity to shape that future by defining where Versapay's partner ecosystem goes next: new categories of partner, new commercial models, and new sources of durable, scalable growth. ### The Role Versapay is seeking a VP of Strategic Partnerships & Alliances to define where our partner ecosystem goes next: identifying new categories of partnership, evaluating build-vs-buy-vs-partner decisions, and designing the operating models that let new partner motions scale. This is a strategy- and ecosystem-design-oriented mandate, distinct from, and built to work in close lockstep with, the leadership already driving revenue execution across our existing ERP, ISV, and financial institution partner base. Reporting to the executive leadership team, this role carries significant cross-functional visibility. It partners closely with the leader of Versapay's ERP Channel Partnerships organization, who owns partner driven pipeline, revenue, and day-to-day commercial management across our live partner ecosystem. The two functions are intentionally complementary: one asks where the ecosystem should go next and how to structure it; the other drives revenue and performance within it today. As Versapay's partnership strategy matures, we expect the scope and seniority of both functions, including the ERP Channel Partnerships leadership role, to grow accordingly. ### Key Responsibilities - **Ecosystem Strategy & Vision:** Define and maintain a multi-year partnership strategy and roadmap, including build-vs-buy-vs-partner evaluations for new categories of partner (fintech, embedded finance, AI-enabled platforms, and adjacent technology providers). - **Product & Innovation Partnerships:** Partner with Product and Engineering to identify co-innovation opportunities, embedded experiences, and joint roadmap investments with strategic technology and platform partners. - **Partner Success & Operational Excellence:** Design scalable partner operating models (onboarding, activation, enablement, and governance frameworks) that can be handed to execution teams (including the ERP Channel Partnerships organization) to run at scale. - **Strategic Business Development:** Identify and evaluate new market segments and indirect go-to-market routes; build the business case and commercial framework for entering them, then transition ownership to the appropriate execution leader once a motion is proven. - **Cross-Functional Leadership:** Serve as a connective, executive-level partner to Sales, Marketing, Product, Risk, Legal, and the ERP Channel Partnerships organization, sponsoring and aligning stakeholders around ecosystem strategy without duplicating existing partner-relationship ownership. - **Ecosystem Performance & Scalability:** Build the metrics, dashboards, and reporting frameworks that measure ecosystem health and new-motion performance, and use them to inform where to invest next. - **Team Development:** Maintain a lightweight strategy/ecosystem-design team focused on new-partner evaluation and operating-model design; execution and revenue-owning teams, including the ERP Channel Partnerships organization, remain separately led and are expected to scale in parallel. ### Qualifications - 15+ years of experience in strategic partnerships, corporate strategy, business development, or ecosystem/product-partnership roles within SaaS, payments, fintech, or adjacent enterprise technology sectors. - Proven success identifying and scaling strategic partnerships that drive product adoption, market expansion, or platform innovation, ideally including experience in ERP, financial institution, ISV, VAR, or channel ecosystems. - Deep understanding of B2B payments, ERP ecosystems, embedded finance, and indirect go-to-market models. - Demonstrated ability to design partnership strategy end-to-end, including build-vs-buy-vs-partner evaluation, operating-model design, and performance measurement, and to hand proven motions off to execution teams. - A systems thinker comfortable operating at the strategy layer while staying closely aligned with the leaders who own day-to-day partner revenue and relationships. - Strong executive presence with advanced negotiation, stakeholder management, and communication skills. - Experience operating in fast-paced, high-growth environments with a metrics-driven approach to execution. - Knowledge of data-sharing regulations and a strong point of view on how AI/ML can responsibly accelerate partnership sourcing, enablement, and performance. ### Why This Role Matters This is a foundational strategy role at the intersection of revenue growth, product strategy, and ecosystem expansion. The VP of Strategic Partnerships & Alliances will shape where Versapay's partner ecosystem goes next, working alongside, not in place of, the leadership driving revenue and performance across our existing partner base today. Structured well, both functions grow together: this role expands the frontier, while ERP Channel Partnerships leadership scales to match it.