Sales Executive IV - Strategic Partnerships

Dark Matter Mission Statement

To be the trusted innovation partner that empowers home lending. We fulfill this mission by earning trust through accountability and integrity, bringing clarity to complex challenges, collaborating across our ecosystem, and remaining dedicated to meaningful innovation and customer outcomes.

Position Summary

The Sales Executive IV - Strategic Partnerships is a quota-carrying sales role responsible for generating and closing revenue through a portfolio of strategic relationships, including technology providers, industry organizations, consultants, referral sources, and other ecosystem partners. The role builds and manages executive-level relationships, develops partner-specific account plans and qualified pipeline, and leads opportunities from initial identification through partnership go-to-market by educating partners on Dark Matter Technologies’ value, technology, client base, and ecosystem opportunities.

This role combines strategic partnership development with the ability to educate and inform partners about Dark Matter Technologies’ products, services, technology, client base, market reach, and ecosystem value. The Sales Executive positions solutions in the context of each partner’s business model and growth objectives, prepares estimates, negotiates commercial terms, and coordinates internal resources to deliver outcomes that align partner expectations with the company’s ability to execute. Success is measured by quota attainment, closed revenue, pipeline creation and conversion, forecast accuracy, and the growth and productivity of assigned relationships.

Essential Responsibilities

Own and achieve an assigned individual revenue quota, sales goals, and other performance objectives for the strategic partnerships channel.

Build, manage, and expand a portfolio of strategic partner relationships that generate referrals, partner-sourced opportunities, integrated solution sales, and recurring revenue growth.

Develop and execute relationship and account plans that define revenue targets, priority opportunities, key stakeholders, and the actions required to close business.

Establish and maintain executive-level relationships with current and prospective partners, consultants, industry organizations, and other sources of qualified opportunities.

Create and maintain a healthy, qualified pipeline by identifying market opportunities, securing partner commitment, and advancing deals through each stage of the sales process.

Lead assigned opportunities from discovery through close by educating partners on Dark Matter Technologies’ technology, platform capabilities, client demand, market reach, and integration value; aligning the opportunity to the partner’s business objectives; positioning the solution; and managing pricing, negotiation, and contracting.

Structure and close agreements that create customer and partner value, meet revenue and margin expectations, and align with Dark Matter Technologies’ delivery capabilities and risk requirements.

Identify expansion opportunities within existing partner relationships, including new products, services, integrations, referral arrangements, pricing initiatives, and additional revenue channels.

Translate knowledge of Dark Matter Technologies’ products, services, technology, customer use cases, client base, markets, and competitive environment into clear business, integration, and revenue value that enables informed partner investment and go-to-market decisions.

Prepare and present pricing, commercial recommendations, partnership plans, business cases, forecasts, and performance updates to partner executives and internal leadership.

Maintain accurate and timely CRM records, including opportunity stage, amount, close date, next steps, relationship activity, and forecast; provide clear visibility into pipeline health, risks, and commitments.

Coordinate Product, Marketing, Finance, Legal, and Implementation resources to resolve obstacles and move opportunities from strategy through execution and revenue realization.

Represent the company at industry events, partner meetings, executive forums, and trade associations to deepen relationships, strengthen market presence, and create new sales opportunities.

Perform additional duties as assigned.

Performance Expectations

Consistent attainment of assigned revenue quota and sales objectives.

Measurable partner-sourced and partner-influenced pipeline growth.

Effective conversion of qualified opportunities into signed agreements and closed revenue.

Accurate, disciplined forecasting and CRM management.

Growth in revenue, opportunity volume, and strategic value across assigned relationships.

Effective management of complex sales cycles from discovery through close.

Minimum Qualifications

Bachelor's degree in business, finance, marketing, technology, or a related field, or an equivalent combination of education, training, and experience.

10+ years of progressive field sales, enterprise sales, strategic partnerships, business development, alliance management, or related commercial experience.

Demonstrated success carrying and attaining a revenue quota and closing complex, high-value sales or partnership agreements.

Proven experience building executive-level relationships and generating revenue through partners, channels, referrals, alliances, or ecosystem relationships.

Experience managing a full sales cycle, including prospecting, discovery, solution development, pricing, negotiation, contracting, forecasting, and close.

Experience engaging mortgage, fintech, financial services, and technology providers at the C-suite level, including educating executive stakeholders on technology capabilities, client demand, market opportunities, integration value, and the commercial benefits of partnership.

Strong record of leading cross-functional pursuits in a complex, matrixed environment.

Preferred Qualifications

Experience in mortgage technology, fintech, financial services, or another regulated, technology-enabled industry.

Experience selling software products, technology-enabled services, integrations, platforms, or transaction-based solutions.

Experience developing or scaling referral channels, strategic alliances, and partner-led go-to-market motions.

Working knowledge of technology integrations, platform partnerships, commercial agreements, pricing, and product commercialization.

Established network among relevant technology and service providers, consultants, industry associations, financial institutions, or customer organizations.

Knowledge of Dark Matter Technologies’ products, services, and capabilities.

Knowledge, Skills, and Abilities

Expertise in translating complex technology solutions into clear business value for external partners. Ability to educate stakeholders on platform capabilities, market reach, client demand, and ecosystem opportunities, helping partners understand the strategic and revenue benefits of integration investments. Fosters alignment between business objectives and technology initiatives, enabling partners to make informed decisions that support mutual growth, customer adoption, and market expansion.

Executive presence and communication skills, with the ability to establish credibility, communicate value, and influence senior decision-makers.

Strategic and commercial acumen, including the ability to translate partner relationships and market insights into qualified pipeline and closed revenue.

Strong pipeline management, forecasting, account-planning, and CRM discipline.

Financial and analytical capability, including pricing, business-case development, revenue forecasting, and performance measurement.

Cross-functional leadership and execution discipline, with the ability to coordinate resources and maintain deal momentum across long, complex sales cycles.

Ability to remain effective under pressure