Todd Smith
French Valley,USA
Summary
Strategic Partnerships & Business Development Leader in FinTech, SaaS, and Embedded Payments Dynamic business development and partnerships leader with a proven track record of building and scaling high-impact partner ecosystems in fintech and SaaS. Skilled in developing and executing joint GTM strategies, managing tier 1 negotiations, and driving embedded payments initiatives that deliver measurable business outcomes. Experienced in collaborating cross-functionally with Product, Marketing, and Sales teams to align partner strategies with customer needs and product roadmaps. Holding a Juris Doctor in Corporate Law and certified in MEDDIC, I excel at complex deals, structuring scalable partner programs, and creating data-driven strategies that accelerate revenue growth in competitive markets.
Overview
32
32
years of professional experience
Work History
Strategic Partner Director– Enterprise ISV
Paysafe, Inc.
, California
01.2024 - Current
- Drove 19% YoY revenue growth, surpassing targets by expanding strategic ISV partnerships and executing embedded payments strategies.
- Built and managed high-impact enterprise alliances, delivering seamless embedded payment integrations and co-developed GTM plans that accelerated partner adoption and transaction volume.
- Created scalable partner enablement tools and structured joint GTM initiatives to drive partner sales readiness and success.
- Led cross-functional initiatives with Product, Compliance, and Marketing to align embedded finance solutions with evolving partner and regulatory needs.
- Collaborated with Global Systems Integrators (GSIs) to develop referral partnerships, aligning enterprise SaaS client needs with embedded payments offerings.
- Leveraged data-driven insights and pipeline analytics to assess partner performance, optimize deal velocity, and refine partnership strategy for scalable growth.
Senior Partner Channel Director
Intuit
San Diego, CA
11.2021 - 01.2024
- Expanded ISV partner ecosystem by 65%, generating $3.8M in new ARR by aligning fintech, ERP, and SaaS partners with SMB and mid-market customer needs.
- Developed and executed joint GTM strategies with partners, increasing market penetration and co-sell velocity across strategic verticals including legal, healthcare, and field services.
- Built scalable partner programs with referral, co-sell, and embedded payment components, enhancing ecosystem expansion and long-term partner engagement.
- Led a high-performing team of 18 sales professionals across channel and direct motions, improving performance by 46% through coaching, enablement, and structured sales processes.
- Collaborated cross-functionally with Product, Marketing, and GSIs to align partner strategies with product roadmaps and customer priorities.
- Leveraged partner performance analytics and CRM insights to optimize prioritization, improve forecast accuracy, and maximize revenue contribution across partner tiers.
Western Regional Sr. Sales Director
Zensai
San Diego, CA
01.2019 - 11.2021
- Sales Leader and Individual Contributor: Drove SaaS, AI, cybersecurity, and data security solutions for the Western Region, leading sales initiatives as both a manager and individual contributor.
- Partnered with Microsoft Dynamics, Azure, and other strategic teams to target State Government, Higher Education, and Legal sectors, focusing on ERP and data security solutions.
- Spearheaded high-value global proposals with GSI partners, including Microsoft, CDW, SAP, and Deloitte, which reinforced Zensai's presence in the ERP market.
- Achieved over 18% revenue growth within the first six months by acquiring, implementing a co-selling strategy and expanding regional, national, and global accounts.
Senior Sales Director Western Region
Epiq Global
San Diego, CA
01.2016 - 01.2019
- Sales Leader & Individual Contributor, leveraged strong relationships with lawyers, brokers, consultants, investment bankers, and security experts into new business, achieving a 26% increase in regional sales within the first year Key Account Management & Growth.
- Established partnerships with prominent corporate clients, including Wells Fargo, Bank of America, and Hyundai USA's Legal Departments.
- Achieved a 26% increase in sales in the first year and exceeded the sales budget by 14% in the second year.
Sr. Director Sales - Enterprise & SLED Sales
MRC Xerox
San Diego, CA
01.2014 - 01.2016
- As Sales Leader, hired, trained, and managed a high-performing sales team of 6 field sales executive and 2 inside salespeople specializing in Workflow Solutions, MPS, Managed IT Solutions, Microsoft Suite, Enterprise Security, Software, and SaaS offerings from top providers including Cisco, Hewlett Packard, & Microsoft.
- Received President's Club Award – As both an individual contributor and sales leader in 2014 & 2015, surpassing sales results with 107% and 110% respectively.
General Counsel & VP of Sales
Dermacia, Inc
Newport Beach, CA
01.2001 - 01.2014
- Joined as General Counsel and assumed leadership of the sales division in the second year. Led revenue growth from $81K in the first year to over $18 million.
- Collaborated with the Management Team to spearhead sales initiatives, achieving an impressive 350% growth in the initial market base.
- Developed and executed a multi-channel sales strategy with various vendor partners, resulting in year-over-year gross sales growth exceeding 150%.
Attorney - Associate Attorney
Neil, Dymott, Perkins, Brown, & Frank
San Diego, CA
11.1993 - 01.2001
- Specialized in complex litigation involving high-stakes cases with State of California concerning children in foster care system.
- Directed litigation strategies for cases with significant implications, ensuring comprehensive preparation and execution throughout trial proceedings.
- Managed and mentored junior attorneys and support staff, fostering a collaborative environment to enhance case outcomes.
Education
J.D. -
Whittier Law School
Los Angeles, CAMaster of Arts - Business Communication
University of Iowa Tippe School of Business
Iowa City, IABachelor of Arts -
Westmont College
Santa Barbara, CASkills
- Strategic Partnerships
- Partner Enablement & Management
- Market Expansion
- Partner Lifecycle Management
- ISVs
- Enterprise SaaS
- Embedded Payments
- Team Leadership
- Monetization Strategy
- B2B Payments
- Global Systems Integrators (GSI)
- Big 4 Firms
- Cross-functional Collaboration
- Partner relationship management
- Go-to-market strategy
- Data analytics
- Revenue growth strategies
- Market penetration
- Cross-functional collaboration
- Leadership development
- Strategic thinking
Timeline
Strategic Partner Director– Enterprise ISV
Paysafe, Inc.
01.2024 - Current
Senior Partner Channel Director
Intuit
11.2021 - 01.2024
Western Regional Sr. Sales Director
Zensai
01.2019 - 11.2021
Senior Sales Director Western Region
Epiq Global
01.2016 - 01.2019
Sr. Director Sales - Enterprise & SLED Sales
MRC Xerox
01.2014 - 01.2016
General Counsel & VP of Sales
Dermacia, Inc
01.2001 - 01.2014
Attorney - Associate Attorney
Neil, Dymott, Perkins, Brown, & Frank
11.1993 - 01.2001
J.D. -
Whittier Law School
Master of Arts - Business Communication
University of Iowa Tippe School of Business
Bachelor of Arts -
Westmont College