• Define and own the business development strategy for product enablement. You will work closely with Product Marketing and Engineering to build a deep understanding of the product roadmap and identify where third-party partnerships can unlock, accelerate, or improve planned products. • You will build a proactive pipeline of partner opportunities rather than waiting for inbound requests, and contribute to the broader platform partnerships strategy over time. • Act as the primary business development liaison to the Product Marketing organization. You will develop trusted relationships with product leads and maintain ongoing visibility into the roadmap so that partnership needs are anticipated well in advance of product timelines. • Lead the end-to-end deal process for priority partnerships, from initial outreach and scoping through negotiation, term sheet, and contract execution. You will develop and refine commercial frameworks across a range of deal types, from data licensing and API agreements to broader technology and service partnerships, structuring deals that reduce cost and vendor dependency over time while protecting strategic flexibility. • Develop a clear point of view on build versus buy versus partner tradeoffs across the technology stack and bring well-reasoned recommendations to Product and Engineering leadership. • Work cross-functionally with Finance, Legal, Product, and Engineering to align on partner profiles, model costs and revenue opportunities, define success metrics, and develop contracting frameworks. You will represent partnership opportunities clearly and compellingly to senior internal stakeholders and build the consensus required to move quickly on priority deals. • Develop deep expertise in the data, technology, and service provider landscapes most relevant to the product roadmap, anticipating market shifts and emerging capabilities. You will also define the KPIs, reporting frameworks, and partner feedback loops needed to evaluate new partnerships and capture learnings that allow product partnerships to scale globally over time.

• Developing and executing strategic growth plans for key customer accounts to drive measurable increases in BASF product sales. • Identifying and pursuing growth opportunities by applying strong sales, marketing, or business management experience, along with strategic thinking capabilities. • Building and nurturing relationships at all levels, engaging with decision-makers to understand their innovation needs and ensure BASF’s solutions are aligned. • Coordinating and tracking all cross-functional efforts related to your accounts, including sales development initiatives, new business quotations, and development projects. • Collaboration with teams such as Product Management, Operations, Supply Chain, Controlling, and Product Development will be critical to ensure seamless execution and deliver value to customers.

Role Description Abnormal AI is seeking a Channel Account Manager to join our Channel Management team. This role is pivotal in supporting our sales efforts by developing and managing key relationships with channel partners across the DC, Maryland, and Virginia region. As part of a highly collaborative and detail-oriented team, you will build strong relationships with both national and regional partners. You’ll work cross-functionally with sales, marketing, and technical teams to align go-to-market strategies, drive partner engagement, and support the successful execution of joint sales efforts. Your ability to adapt to diverse stakeholder needs—from executives to technical staff—will be essential as you represent Abnormal's value in a competitive market. What you will do - Drive partner-sourced pipeline and bookings by identifying and onboarding high-impact partners, including national, regional, and MSSP channels. - Collaborate with internal channel and sales leadership to develop targeted recruitment and enablement strategies. - Create and maintain Partner Account Plans with top partners, incorporating measurable sales, marketing, and enablement objectives. - Coordinate demand generation activities with channel marketing to drive awareness and qualified leads. - Align closely with regional sales teams to connect top prospects with suitable partners, facilitating measurable pipeline growth. - Serve as a strategic liaison between Abnormal’s field leadership and partner executives, ensuring alignment and collaboration across organizations. - Conduct regular training and knowledge-sharing sessions to ensure partner teams are fully equipped to position and sell Abnormal's offerings. - Represent partner interests internally and advocate for high-quality execution of co-marketing, certification, and partner program initiatives. - Take ownership of national partner relationships and drive quarterly planning and enablement to strengthen these engagements. - Develop expertise in key areas of channel operations (e.g., deal registration, enablement programs, incentive platforms), and lead knowledge-sharing across the team. Qualifications - Proven success applying a structured channel methodology to drive measurable outcomes. - Experience working with and having a strong understanding of partner dynamics in the region. - Strong communication and presentation skills, with the ability to clearly convey complex value propositions to a variety of audiences. - Highly organized, with the ability to manage competing priorities and follow through on deliverables. - Demonstrated ability to work cross-functionally with sales engineering, marketing, business development, and customer success teams. - A proactive, solution-oriented approach, especially in dynamic or resource-constrained environments. - Viewed as a trusted collaborator and strategic partner by internal stakeholders, capable of contributing to broader business discussions beyond core channel activities. Requirements - Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. - In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. - Base salary range: $140,280 — $165,000 USD. Company Description Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.

Role Description - Managing the onboarding of new merchants after handover from the Sales team, including coordination with Compliance, Legal, Technical and Finance teams. - Acting as the main point of contact for merchants during onboarding and further cooperation. - Maintaining daily communication with merchants and handling their operational and financial requests. - Processing merchant requests related to settlements, balances, payment operations, limits, invoices and other finance-related topics. - Monitoring merchant performance on a daily basis, including transaction volume, approval rate, conversion, declines and other key KPIs. - Identifying traffic anomalies, volume drops/growth, approval rate changes or other unusual patterns and escalating them to the relevant teams. - Supporting merchants with day-to-day operational questions and ensuring timely resolution of issues. - Maintaining long-term business relationships with merchants and providing a high level of customer service. - Working on merchant development, including upsell opportunities, traffic growth, new payment methods and improvement of processing performance. - Keeping internal systems and client statuses up to date, including onboarding progress, blockers, next steps and key agreements. Qualifications - 2+ years of experience in Account Management, Client Success, Business Development or a similar client-facing role. - Mandatory experience working with merchants in the e-commerce sector. - Experience in payments, acquiring, PSPs, fintech or high-risk industries would be a strong advantage. - Understanding of basic payment metrics such as approval rate, conversion, transaction volume and decline reasons. - Strong communication skills and ability to work with clients on a daily basis. - Ability to coordinate tasks across different internal teams and follow issues through until resolution. - Ability to adapt quickly in a fast-paced environment with frequently changing priorities and processes. - High sense of responsibility, ownership and attention to detail. - Ability to work with multiple clients and requests at the same time. - Excellent written and spoken English, B2 or higher. - Fluent Russian. Benefits - An opportunity to make something great even greater, you can be the reason why we grow, develop, and become the best fintech company on the market! - Career prospects - we are young, we have huge ambitions, and it is important that our employees grow with us. - Work with coworkers who are passionate about their business. - Compensation that will fully correspond to the competence and knowledge, with yearly performance reviews. - The opportunity to attend conferences, courses, and professional development at the company's expense - we favor the continuous development of our employees. - Remote type of work. - Vacation time; bank holidays; Sick leaves; Additional birthday day off.