Director of Partnerships
This is a pivotal moment for the digital asset ecosystem as regulatory scrutiny, institutional adoption, and client expectations accelerate worldwide—the need for trusted, high-impact crypto-asset risk solutions has never been more urgent. Elliptic’s Director of Partnerships role puts you at the centre of this shift, responsible for building a world-class services platform that empowers financial institutions and fintechs to realise value rapidly and securely from innovative technologies. What you create now will define our ability to scale globally, drive revenue, and set the industry standard for delivery excellence at a time when market momentum is peaking
Commercial impact
As Director of Partnerships, you’ll play a pivotal role in driving Elliptic’s commercial growth by building and scaling a high-impact partner ecosystem. Focused on strategic alliances across referral, reseller, and technology partners, you will:
Unlock new revenue streams through scalable indirect sales channels.
Accelerate market expansion and adoption of Elliptic’s crypto AML and blockchain analytics solutions.
Deepen our strategic positioning across the Web3, fintech, and compliance ecosystems.
Drive joint go-to-market initiatives and facilitate product co-innovation with key partners.
Enhance operational efficiency through structured partner enablement and revenue-focused programs.
Key Responsibilities
What you will do:
Define and own the global partnership strategy, including portfolio design, partner segmentation structures, and governance models that ensure predictable, high-performing outcomes.
Lead commercial negotiations, structure joint business plans with partners, and oversee performance management and capability development.
Collaborate cross-functionally with Sales, Services, Product, Marketing, and Regulatory teams to align partnership strategies with overall business goals and ensure readiness for new product launches and go-to-market initiatives.
Represent Elliptic externally as a partnership leader, building strong relationships with C-level executives at partner and customer organisations.
Own partnership pipeline development, deal forecasting, partner contribution to revenue, ROI assessment, go-to-market execution, and co-sell/upsell motions.
Build and nurture a global ecosystem of partners—ranging from system integrators and consultancies to technology platforms and resellers—to drive scale, market reach, and differentiated value for Elliptic’s clients.
Design and implement engagement frameworks, enablement programmes, and incentive programmes
Oversee and execute integrations with Elliptic ecosystem partners, e.g. Custodian and Travel rules providers
Commercial Impact
Delivering 10-20% of incremental annual revenue within 12–18 months with the goal to get to 30%
Drive incremental channel and partnership revenue, expanding Elliptic’s footprint with key industry players and new market segments.
Accelerate time-to-value for clients and enhance customer satisfaction through best-in-class joint delivery models.
Key KPIs
Partnership-attributed revenue and gross margin
Partner pipeline and conversion rates
Engagement and certification levels across the partner ecosystem
Joint go-to-market/launch success and new market penetration milestones
Partner contribution to overall deal velocity, win rates, and customer retention
Skills, Knowledge & Expertise
You'll Thrive Here If You Have
Extensive experience building and leading global partnership or business development teams in B2B SaaS, fintech, regtech, or related enterprise software markets.
Track record of designing and scaling partnership programmes that drive measurable commercial, operational, and brand impact.
Exceptional capabilities in commercial negotiation, strategic planning, cross-functional collaboration, and performance management.
Proven ability to cultivate C-suite relationships, manage strategic accounts, and act as an executive sponsor with high-stakes partners.
Analytical and results-oriented, comfortable taking on P&L responsibility and adapting to a rapidly evolving market.
Experience in financial crime compliance, blockchain analytics, or crypto risk management is a strong plus, as is familiarity with regulated financial institutions and complex enterprise environments.
Job Benefits
> How we work:
Hybrid working and the option to work from almost anywhere for up to 90 days per year
£500 Remote working budget to set up your home office space
> Learning & Development:
$1,000 Learning & Development budget to use on anything (agreed with your manager) that contributes to your growth and development
> Vacation/ Leave:
Holidays: 25 days of annual leave + bank holidays
An extra day for your birthday
Enhanced parental leave: we provide eligible employees, regardless of gender or whether they become a parent by birth or adoption, 16 weeks fully-paid leave and leave.
> Benefits:
Private Health Insurance - we use Vitality!
Full access to Spill Mental Health Support
Life Assurance: we hope you will never need this - but our cover is for 4 times your salary to your beneficiaries
£100 Crypto for you!
Cycle to Work Scheme