The posting
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, manage competing priorities, exercise sound judgment, and travel up to 25%.
Compensation and Classification
- This is a quota-carrying sales position with a competitive base salary and eligibility to participate in the applicable sales commission plan. Commission plan details are provided upon hire.
Core Values
- Accountability: Owns commitments, sales activity, forecast accuracy, quota performance, and measurable customer and partner outcomes.
- Integrity: Acts ethically and communicates transparently throughout the sales process, earning lasting trust with customers, partners, and colleagues.
- Clarity: Simplifies complex solutions, commercial terms, priorities, and value propositions so stakeholders can make confident decisions.
- Collaborative: Brings together the right internal and external capabilities to create stronger solutions and close business.
- Dedicated: Maintains sustained focus on relationship development, pipeline progression, customer value, and revenue results.
FLSA Designation (US Only):
Exempt
Salary Range:
The estimated base salary range for this role is USD$108,000.00 - USD$132,000.00 per year. We include salary ranges in job postings only where required by applicable pay transparency laws, based on the jurisdictions in which the role may be performed. The posted range is a good faith estimate and reflects factors that are subject to change. Final offer amounts may vary based on job-related factors, including work location, candidate experience and expertise, and other relevant considerations.
Other Compensation (US Only):
Sales positions may be eligible to participate in the business commission plan. Plan details will be provided to you upon hire.
Benefits (US Only):
Full time employees will also be eligible for enrollment in a wide range of choices of benefits , including medical, dental, vision, basic life insurance, short/long term disability, 401(k) participation (with company match).
Time off (US Only):
The Company provides a minimum of 10 days of vacation for new employees , sick time based on state requirements, 8 Company-paid holidays and 2 personal holidays per year.
We recognize the value and importance of diversity and inclusion in our communities and in the workplace. We celebrate diversity and one of our goals as an employer is to create an inclusive work environment for all employees. We are an equal opportunity employer and do not discriminate against any employee or applicant because of race, religion, sex, sexual orientation including gender identity or expression, pregnancy, national origin, age, marital status, veteran status, disability status, or any other category or characteristic protected by law.
Applicants with disabilities who would like to require a reasonable accommodation related to any part of the application process may contact us at [email protected].
NOTE: If an applicant is selected to receive a conditional offer of employment, and in accordance with applicable law, a criminal background check may be conducted before the offer becomes final and employment begins. Pursuant to the San Francisco Fair Chance Ordinance, and other applicable laws, we will consider for employment qualified applicants with arrest and conviction records.
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