Enterprise Sales & Channel Partnership Manager

About SecondFactor.ai

SecondFactor.ai is an OTP delivery and verification API. One integration, two API calls, and a customer's one-time passcodes go out over SMS, WhatsApp, Viber or RCS, routed automatically to the lowest-cost channel that will deliver, with fallback to the next channel in seconds. We serve fintechs, marketplaces and SaaS products that onboard and authenticate users across international markets, where delivery rates and per-message costs vary tenfold between neighbouring countries.

Authentication is changing fast. We are building the routing and verification layer for that shift.

The role

1. Enterprise sales : Find, qualify and close companies with meaningful OTP volume: fintech, lending, payments, marketplaces, ride-hailing, delivery, gaming and consumer SaaS, based in India, Southeast Asia, the Middle East, Latin America and Africa. Typical buyer: a CTO, Head of Engineering, Head of Growth or Head of Fraud who is paying too much for SMS, losing signups to failed delivery, or being pumped.
2. Channel partnerships : Manage resellers, system integrators, CPaaS and messaging aggregators, identity and CIAM platforms, and regional distributors who can bring SecondFactor to their customers. Design the partner programme: tiers, margins, enablement, co-selling and referral terms.

You will report to the Founder and work directly with engineering and product.

What you will do

• Build and run the full enterprise pipeline: prospecting, discovery, commercial, pricing, negotiation and close.
• Run cost and delivery analyses for prospects: take their monthly OTP volume by country and show what the same traffic costs and delivers through us.
• Manage channel partners; set joint targets; run quarterly partner reviews.
• Own the commercial side of partner and customer contracts: pricing per country, volume commitments, SLAs, data-processing terms.
• Represent SecondFactor at fintech, identity and telecom industry events.

What we are looking for

• 5+ years in B2B sales, with at least 2 years selling to enterprise or mid-market accounts and at least 2 years building or managing channel partnerships.
• Experience selling an API, infrastructure, CPaaS, messaging, identity, fraud or payments product. You can hold a conversation with a Head of Engineering about integration, delivery rates and fallback logic.
• Comfortable selling on cost and delivery data.
• Experience in at least one of our priority regions (South Asia, Southeast Asia, MENA, LATAM, Africa) and the network to open doors there.
• Fluent English.

Nice to have

• Existing relationships with CPaaS providers, SMS aggregators, WhatsApp Business Solution Providers, or CIAM vendors.
• Understanding of A2P messaging economics: termination rates, sender ID registration, DLT, 10DLC, SMS pumping and AIT fraud.

Apply through LinkedIn, or email [[HIDDEN TEXT]] with your CV.