Mid-Market OEM/Reseller Partnerships Manager

At Oscilar, we're building the most advanced AI Risk Decisioning™ Platform. Banks, fintechs, and digitally native organizations rely on us to manage their fraud, credit, and compliance risk with the power of AI. If you're passionate about solving complex problems and making the internet safer for everyone, this is your place.

Why Join Us?

• Mission-driven teams: Work alongside industry veterans from Meta, Uber, Citi, and Confluent, all united by a shared goal to make the digital world safer.

• Ownership and impact: We believe in extreme ownership. You'll be empowered to take responsibility, move fast, and make decisions that drive our mission forward.

• Innovate at the cutting edge: Your work will shape how modern finance detects fraud and manages risk.

Role Overview

Oscilar is hiring a Mid-Market OEM/Reseller Partnerships Manager to grow and deepen our mid-market reseller channel. This is an externally facing individual contributor role where the primary job — after activation — is farming: expanding Oscilar's footprint within an existing partner's AE team and customer base, growing partner-sourced ARR over time, and turning good partner relationships into compounding revenue engines.

You'll own a portfolio of mid-market fintech platforms, LOS/LMS providers, and embedded finance players. You'll know their sales orgs, their pipelines, their internal champions, and their gaps. You'll show up as the person who makes Oscilar easy to sell — and easier to keep selling.

This role is right for someone who genuinely enjoys the long game of channel management: building trust inside a partner org, running disciplined deal reviews, coaching reps over multiple quarters, and finding the next opportunity inside a relationship you've already earned.

What You’ll Do

Activate & Onboard

• Drive new partners from signed agreement to first deal through structured onboarding: AE certification, joint playbooks, and early deal support

• Establish the foundation for a productive long-term relationship — clear processes, mutual accountability, and a shared view of what success looks like

Farm & Grow (the core of this role)

• Own revenue growth within your partner portfolio — tracking partner-sourced ARR trends, identifying expansion opportunities, and holding partners accountable to pipeline commitments

• Multi-thread into partner orgs: build relationships across AEs, sales managers, product owners, and implementation teams — not just the primary partner contact

• Run structured deal reviews with partner AEs to advance active opportunities, sharpen positioning, and accelerate deal velocity

• Identify cross-sell and upsell signals within a partner's existing customer base and bring them back into the joint pipeline

• Continuously refresh partner AEs on new Oscilar use cases, product capabilities, and competitive positioning — keeping Oscilar top of mind and easy to pitch

• Build internal champions who proactively bring Oscilar into deals, not just partners who respond when asked

• Conduct regular QBRs with partner leadership to review portfolio health, celebrate wins, surface blockers, and align on the next quarter's pipeline targets

Collaborate & Contribute

• Support partner AEs on active deals with pricing guidance, deal structuring, and objection handling; escalate commercial complexity to Deal Desk and senior partnerships leadership as needed

• Work cross-functionally with Sales, Marketing, and Deal Desk on deal motion, enablement assets, and partner-specific SKU/pricing questions

• Surface patterns from the field — what's working, what's blocking — to help improve OEM/Reseller playbooks, enablement materials, and program structure

What You’ll Bring

• 4–7 years in channel partnerships, reseller management, or OEM business development in B2B SaaS

• Proven track record of growing partner-sourced revenue within an existing partner portfolio — not just launching new partners

• Experience building multi-threaded relationships inside partner orgs (field AEs, sales leadership, implementation teams)

• Comfort running structured deal reviews, QBRs, and pipeline accountability conversations with partner teams

• Solid grasp of reseller and OEM economics: wholesale pricing, rev-share structures, and channel conflict dynamics

• Disciplined follow-through — you manage a portfolio of relationships without dropping threads, and partners know they can count on you

• Clear communicator, equally comfortable running a partner deal review and writing a crisp internal pipeline summary

Preferred Qualifications

• Exposure to fintech, banking, fraud, AML, payments, or risk/compliance technology

• Familiarity with LOS/LMS platforms, core banking providers, or fintech infrastructure companies

• Experience working with regulated buyers (banks, credit unions, fintechs)

• Familiarity with Salesforce CRM and/or partner management platforms (PRM)

Benefits and Other Perks:

• Compensation: Competitive salary and equity packages, including a 401k plan.

• Flexibility: Remote first culture.

• Health: 100% Employer covered comprehensive health, dental, and vision insurance with a top tier plan for you and your dependents. (US)

• Balance: Unlimited PTO policy.

• Culture: Family-Friendly environment; Regular team events and offsites.

• Development: Unparalleled learning and professional development opportunities.

• Impact: Making the internet safer by protecting online transactions.