Head of Channel Enablement - PayJustNow
Role Purpose
To develop, launch and optimise PayJustNow's indirect merchant and technology channels by ensuring that strategic partners are commercially aligned, operationally enabled and capable of onboarding, activating and growing merchants successfully. The role will act as the senior business owner for partner-led distribution and will coordinate cross-functional execution across Product, Technology, Operations, Legal, Risk, Finance, Marketing and Sales.
Key Responsibilities
- Develop and execute the Channel Enablement strategy and roadmap in support of PayJustNow's merchant growth ambitions.
- Identify, prioritise and build strategic relationships with eCommerce, PSPs, gateways, QR providers, aggregators, platforms and other partner channels.
- Lead commercial discussions, business cases, partner proposals and governance forums in collaboration with relevant executives.
- Own the end-to-end partner enablement journey from opportunity assessment and contracting through integration, onboarding, launch and optimisation.
- Coordinate internal teams to ensure clear requirements, implementation plans, readiness criteria and accountability for delivery.
- Drive merchant acquisition, activation and GMV through partner channels, with clear performance targets and interventions.
- Establish partner scorecards, reporting, forecasts and executive-level performance reviews.
- Identify future distribution and integration channels that can expand merchant reach and improve speed to market.
- Represent channel priorities in product and technology planning, while remaining commercially accountable for outcomes.
- Build the operating model, governance cadence, tools and capability required to scale the function.
Key Performance Areas
- Channel Strategy & Growth
- Partnerships
- Partner Launch & Enablement
- Merchant Activation
- Performance Management
- Cross-functional Delivery
- Future Channels
Minimum Qualifications
Relevant tertiary qualification in Commerce, Business, Finance, Technology or a related field; or, in place of a formal qualification, a minimum of 15 years' extensive experience in a directly comparable role.
Required Experience
- At least 8-10 years of relevant experience in eCommerce, fintech, payments, merchant services, technology partnerships or platform businesses.
- Demonstrated experience managing strategic partners such as PSPs, gateways, aggregators, banks, QR providers, POS vendors or eCommerce platforms.
- Proven ability to develop commercial strategies, build business cases and convert partnerships into measurable growth.
- Experience leading complex, cross-functional implementations involving commercial, product, technology, operations, legal and risk teams.
- Strong track record of executive stakeholder engagement, negotiation and partner governance.
- Experience managing performance against revenue, merchant activation, implementation and GMV targets.
- Leadership experience, including building capability, influencing teams and driving accountability across organisational boundaries.
- Experience launching new channel propositions or building a partner function from the ground up.
Technical Competencies
- Channel strategy, partner segmentation and portfolio management.
- Commercial modelling, pricing, business cases and contract negotiation.
- Partner onboarding, implementation governance and go-to-market planning.
- Understanding of PSP, gateway, QR, aggregator, platform and API-enabled distribution models.
- Merchant funnel management, activation, GMV forecasting and performance analytics.
- Executive reporting, partner scorecards, CRM discipline and pipeline management.
- Working knowledge of integration concepts, product requirements and operational readiness.