VP/Strategic Partnerships

Location: Nationwide
Job Type: Full-Time | Exempt | Remote Eligible
Salary Range: $175,000 – $185,000 per year

About Commercial Bank of California

Commercial Bank of California (CBC) is the largest Latino-owned bank in California and a certified Minority Depository Institution (MDI). Headquartered in Irvine and founded in 2003, CBC is one of the largest privately held banks in the state, with over $3.5 billion in assets as of December 2025.

We are a purpose-driven financial institution committed to building long-term relationships and delivering innovative, personalized banking solutions. Our leadership reflects the diverse communities we serve, and our mission is rooted in empowering entrepreneurs, business owners, and community leaders to thrive.

As a certified MDI, CBC is proud to play a vital role in advancing financial inclusion and economic opportunity. We believe in a higher vision for banking—one that prioritizes trust, collaboration, and community impact. Join us and be part of a team that’s redefining what it means to be a community-focused, relationship-driven bank that puts people over profits.

Job Summary

The Strategic Partnerships role is responsible for driving growth within the Bank’s Payment Solutions division by developing and managing key partner relationships. This position focuses on sourcing and establishing new partnerships with Independent Sales Organizations (ISOs), Independent Software Vendors (ISVs), Financial Institutions (FIs), agents, merchants, Payment Facilitators (PayFacs), and other strategic partners through proactive business development efforts.

This role plays a critical part in expanding the Bank’s payments platform across merchant services and integrated payment channels while building a strong pipeline and maximizing revenue opportunities. The incumbent collaborates closely with cross-functional teams, including Risk, Compliance, Operations, and Product, to deliver tailored payment solutions that align with client needs and the Bank’s regulatory and risk standards. Success in this role requires strong relationship management, strategic thinking, and the ability to manage the full client lifecycle from origination through ongoing portfolio growth.

Essential Duties and Responsibilities

Business Development & Strategic Partner Growth

Identify, recruit, develop, and manage new Wholesale Independent Sales Organizations (ISOs), Agents, Independent Software Vendors (ISVs), Payment Facilitators (PayFacs), Financial Institutions (FIs), and other strategic partner relationships through self-generated leads and business development efforts.
Build, activate, and grow new sales partners, with a focus on achieving revenue, payment volume, and portfolio growth targets during the first 12 months and beyond.
Develop and maintain strong relationships with clients, prospects, referral partners, and executive-level stakeholders to drive long-term business growth and maximize revenue opportunities.
Expand revenue within existing partner and client portfolios through consultative and value-based selling techniques.
Attend industry conferences, meetings, and networking events to generate leads, strengthen relationships, and increase market presence.
Maintain an active pipeline of prospects, ensuring accurate forecasting, activity tracking, and sales reporting.

Solution Development & Deal Execution

Assess client and partner business needs and recommend appropriate merchant acquiring, integrated payments, embedded payments, and PayFac solutions.
Demonstrate expertise in the Bank's payments products, services, and affiliate offerings to deliver tailored solutions and secure additional business.
Structure and negotiate partner agreements, contracts, pricing schedules, and related documentation in collaboration with Legal, Product, Risk, and other internal stakeholders.
Coordinate internal approval processes and ensure all transactions meet profitability objectives, operational requirements, and policy standards.

Risk Management, Due Diligence & Compliance

Facilitate client and partner onboarding by gathering and reviewing due diligence documentation, including financial statements, ownership structures, processing history, and other required information.
Partner closely with Risk, Compliance, Underwriting, and Operations teams to support onboarding, underwriting, approval, and monitoring processes.
Identify, assess, and escalate potential risk concerns, unusual processing activity, or client exposure issues as appropriate.
Ensure all client and partner engagements comply with applicable regulatory requirements, including BSA/AML, KYC/KYB, Customer Identification Program (CIP), Customer Due Diligence (CDD), and internal policies and procedures.

Portfolio Management & Client Lifecycle Oversight

Manage the ongoing performance of assigned partner and client portfolios, including transaction volume, revenue growth, profitability, and risk profile.
Conduct periodic business reviews and identify opportunities for cross-selling, upselling, relationship expansion, and retention.
Collaborate with Operations and Service teams to resolve client issues and ensure a high-quality customer experience throughout the relationship lifecycle.

Cross-Functional Leadership & Operational Excellence

Partner effectively with Product, Treasury Management, Operations, Risk, Compliance, Legal, and other internal teams to deliver cohesive client solutions and support strategic initiatives.
Provide market intelligence, competitive insights, and client feedback to support product development and business strategy.
Exercise sound judgment and decision-making within established authority limits while ensuring adherence to organizational policies and procedures.
Promote a culture of integrity, accountability, diversity, inclusion, and ethical business practices.
Perform additional duties and responsibilities as assigned.

Minimum Qualifications

These specifications are general guidelines based on the minimum experience normally considered essential to the satisfactory performance of this position. The requirements listed below are representative of the knowledge, skill and/or ability required to perform the position in a satisfactory manner. Individual abilities may result in some deviation from these guidelines.

Required

Minimum 8–10+ years of experience in payments, merchant services, fintech, or financial services
Demonstrated experience in business development, client relationship management, and deal execution
Working knowledge of payments products, including ACH, card acquiring, and/or PayFac or integrated payment models
Experience working within or alongside regulated financial institutions or bank-aligned environments

Preferred

Experience with ISO, ISV, SaaS, or platform-based payments partnerships
Familiarity with underwriting processes, risk evaluation, and compliance frameworks
Bachelor’s degree in Business, Finance, or related field

Benefits & Perks

Competitive employer contribution to medical, dental and vision coverage
401k plan with employer match
Flexible Spending Accounts (FSA) and Dependent Care Accounts
Employee Assistance Program (EAP)
Employer provided Calm subscription
Employer provided mental health benefits through Teladoc
Life, AD&D and disability insurance
Minimum 15 Days of Vacation, 11 Paid Federal Holidays, Paid Time off to Volunteer
Online discount program
Tuition Reimbursement Program

Join Our Team!

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Equal Employment Opportunity & Accommodations

Commercial Bank of California is proud to be an Equal Employment Opportunity employer. We are committed to creating an inclusive environment for all employees and applicants. All qualified individuals will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, protected veteran status, or any other legally protected characteristic.

We evaluate applicants fairly and equitably, including those with criminal histories, in accordance with applicable federal, state, and local laws.

Commercial Bank of California is also committed to providing reasonable accommodations to individuals with disabilities. If you require a reasonable accommodation during the application or interview process, please contact us at hrrecruiting@cbcal.com with the nature of your request and your contact information.

Recruitment Policy

Commercial Bank of California does not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to CBC, either directly or indirectly, will be considered the property of Commercial Bank of California.

We will not pay a fee for any placement resulting from the receipt of an unsolicited resume. To submit candidates for consideration, recruiting agencies must have a valid, written, and fully executed agreement with Commercial Bank of California. Without such an agreement in place, no agency submissions will be accepted or compensated.

Commercial Bank of California

VP/Strategic Partnerships

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