Head of Alliances & Channel Sales (with B2B BankTech experience)

Meniga is a leading hyper-personalisation banking platform, our vision is to enable banking that is genuinely personal, proactive, and valuable to every customer. We give banks the data infrastructure to make digital banking genuinely personal, proactive and valuable - not generic. Today we enrich 45 million transactions a day and serve 100+ million banking customers across 165 banks in 30+ countries. We are a global leader in transaction enrichment, AI-powered insights and hyper-personalisation for large financial institutions, a multiple Finovate “Best of Show” winner, and featured on CNBC’s 2025 list of top UK fintechs. We're a global team with offices in London, Reykjavik, Warsaw, and Cairo.

We are hiring our first Head of Alliances & Channel Sales to build indirect revenue as a deliberate growth engine. Selling data and personalisation infrastructure into Tier 1 banks is a long, high-trust motion - and the partners already inside those banks can shorten it. This role builds and owns the ecosystem that gets Meniga into more banks, faster: system integrators and consultancies, and core and digital banking platform vendors such as Temenos and Finastra. You will turn partnerships from ad hoc referrals into a repeatable, measurable source of qualified pipeline and closed revenue.

This is a senior, quota-carrying role reporting to the executive team, with a clear partner-sourced revenue target - not a business development title. You will start hands-on, sourcing and closing the first strategic partnerships yourself, then build the programme, framework and (over time) the team around what works. It sits alongside our direct Commercial team and supports Meniga’s SaaS and platform strategy and our growth across EMEA.

To qualify, you must have a track record of building partnerships or channel/alliance sales in B2B Banktech or enterprise SaaS for Banking vertical that produced measurable pipeline and revenue - not just signed MOUs. We need very targeted skillset hence Sales / Channel/ Marketing roles in other Fintech/financial services verticals must not apply. This is a commercial, target-based role carrying a number, not a purely strategic or BD role. You should understand how banks buy technology and how integrators, consultancies and platform vendors influence those decisions. Existing relationships across the banking technology ecosystem in EMEA are a strong advantage. It would be a plus if you come from technical background (tech pre sales, solutions architect, technical support) and transitioned into business development.

Key Responsibilities

• Build the Partner Strategy: Define which partner types drive the most efficient path to Tier 1 banks - global and regional system integrators (e.g. TCS, Atos, Capgemini), management consultancies (e.g. McKinsey, BCG, Accenture, Deloitte), and core/digital banking platform vendors (e.g. Temenos, SBS, Mambu) - and prioritise ruthlessly. Fewer, deeper partnerships over a long logo list.
• Source and Close Partnerships: Personally originate, negotiate and close strategic partnership and channel agreements, including commercial models (referral, resell, co-sell, embed). Own the terms and the economics, not just the relationship.
• Drive Partner-Sourced Revenue: Carry a partner-influenced and partner-sourced revenue target. Turn alliances into a predictable, measurable contribution to ARR, in step with our SaaS growth priorities.
• Enable Co-Selling: Work with our direct Commercial team so partners actively bring Meniga into their bank engagements. Build joint value propositions, enablement and account plans that make co-selling real.
• Build the Programme: Stand up the partner framework - tiering, onboarding, enablement, deal registration and governance - so the motion scales beyond you. Design it lean and fit for a scale-up, not a bureaucracy.
• Represent Meniga: Be a credible senior face for Meniga with partner executives and, through them, with bank stakeholders. Bring market and competitive insight back into Product and Commercial.

What You’ll Bring

• Industry Experience: 10+ years in partnerships, alliances or channel sales, with senior experience in B2B Banktech or enterprise SaaS for Banking vertical. You know how to sell technology into banks and how the partner ecosystem around them works.
• Proven Revenue Impact: A demonstrable record of partnerships that generated real, attributable pipeline and closed revenue - with the numbers to prove it.
• Technical/Engineering Background: Technical background (tech pre sales, solutions architect, technical support) an advantage.
• Scaleup Experience: Ideal candidate would come from scaleups / (mid sized) enterprises (100-1500 FTEs) rather than very large enterprises in the Banktech space.
• Ecosystem Network: Established relationships across integrators, consultancies and banking technology vendors, ideally in EMEA. Existing relationships with core banking platform vendors such as Temenos, Finastra, FIS, nCino etc are a strong plus - you can open doors from day one.
• Commercial Ownership: Comfort carrying a number and owning commercial negotiation and deal structuring, working in lockstep with a direct sales team rather than around it.
• Builder’s Mindset: Experience standing up a partner function or programme from an early stage, bringing structure without over-engineering it.
• Domain Credibility: Enough understanding of banking technology - data, personalisation, cloud, SaaS - to hold a strategic conversation with a partner or bank executive. Direct knowledge of enrichment, personalisation or engagement products is a plus.
• Technical Understanding: A genuine understanding of technology and, ideally, a technical background - enough to speak credibly about integration, data, cloud and platform architecture with partner and bank technical stakeholders, and to know where Meniga fits in their stack.
• Languages: English (required). Additional European languages are a plus given our EMEA focus.
• Travel: Willingness to travel up to 30% to partners, customers and industry events.

Personal Attributes

• Relationship Builder: You build trust quickly with senior stakeholders and turn it into commercial outcomes, not just goodwill.
• Commercially Disciplined: You measure partnerships by pipeline and revenue, and you walk away from activity that does not convert.
• Self-Starter: You are proactive and comfortable building something new with limited scaffolding, moving at scale-up pace.
• Collaborative: You work well across Commercial, Product and Delivery, and you make the direct sales team more effective, not territorial.

What We Offer

• Growth Opportunities: A front-row seat in a scaling fintech, international projects and career advancement.
• Financial Rewards: Competitive salary, performance-based bonus and ESOPs.