---
title: 'Product Partnerships Lead at Oscilar'
canonical: 'https://feeny.ai/job/product-partnerships-lead-oscilar-remote-pmd7hb5x0zcd'
type: 'job'
last_seen: '2026-09-09'
---

# Product Partnerships Lead at Oscilar

- **Company:** Oscilar
- **Location:** Remote
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-09-04
- **Last confirmed live:** 2026-09-09
- **Apply:** https://jobs.ashbyhq.com/oscilar/b287d28b-d5da-47cc-8eb1-d2cf4d40beb5

## Job description

## PRODUCT PARTNERSHIPS LEAD

Oscilar | Partnerships Team | Reports to: Director of Partnerships

## ABOUT OSCILAR

Oscilar is an AI-native risk decisioning and orchestration platform helping banks, credit unions, and fintechs manage fraud, AML, credit, and onboarding risk in real time. Our platform connects to a broad ecosystem of data and vendor partners — sanctions/PEP screening, identity verification, credit bureau, and KYB/KYC providers — and orchestrates them into unified decisioning workflows for our customers.

## ROLE SUMMARY

Oscilar is building a formal, repeatable process for evaluating and maintaining a bench of data and vendor partners across AML/sanctions/PEP and KYB/KYC categories. This role owns the commercial and relationship side of that process end-to-end: identifying which vendors belong on the bench, negotiating the terms that make them sellable, and managing the ongoing partner relationship after they're live. You'll work in close partnership with Product's SME teams, who own technical vetting, to convert a maintained bench into signed, resellable vendor relationships — replacing today's reactive, one-off vendor sourcing (triggered by escalations like Wells Fargo or dLocal) with a proactive, always-ready pipeline.

This is a build role: you're establishing the intake process, not just executing occasional vendor deals.

## KEY RESPONSIBILITIES

Vendor Bench Development (core responsibility)

- Build and maintain the long list of credible data/vendor partners across assigned categories (starting with sanctions/PEP/AML and KYB/KYC), using market intelligence, competitive insight, and Oscilar's existing relationship network
- Partner with Product SMEs to hand off long-list candidates for technical evaluation, and stay engaged through the shortlist and bake-off process as the commercial lens
- Own commercial diligence on every candidate vendor: pricing model, contract terms, liability/indemnification, resale economics, and margin structure
- Close commercial terms with vendors that pass technical validation, and package the outcome into a sellable SKU or bundle for the sales and OEM/reseller motions
- Maintain the bench as a living asset — not a one-time list — so future vendor needs (new escalations, new customer requirements, new geographies) can be met from an already-vetted pool rather than starting from scratch

Vendor Relationship Management

- Own day-to-day relationships with live data/vendor partners post-selection: SLAs, escalations, renewals, and performance issues
- Serve as the commercial point of contact when vendor-related issues surface in customer escalations (e.g., coverage gaps, data access blockers, billing disputes), coordinating with Legal, Finance, and Product as needed
- Track vendor performance and relationship health against commercial commitments

Commercial Structuring & Packaging

- Define pricing, markup, and floor-pricing guardrails for vendor data resold through Oscilar's platform
- Structure partner-specific SKU bundles and reseller terms in coordination with the OEM/Reseller and Consultant partnership tracks
- Support contract negotiations, including carve-out language, volume thresholds, and renewal terms

Sales & Deal Support

- Partner with AEs on active deals to scope data orchestration needs — which vendors/data sources a prospect requires, how they map to the bench, and what's feasible within committed timelines
- Serve as the go-to resource when a deal surfaces a vendor gap or requires a multi-vendor evaluation (e.g., a backtest or POC involving several data partners), so this work runs through a defined process rather than falling to whichever partnerships person is available
- Advise AEs on vendor data access, integration lead times, and commercial constraints early in the sales cycle to avoid late-stage surprises
- Build reusable scoping tools (vendor capability matrices, category one-pagers) so AEs can self-serve basic vendor fit questions without pulling in Partnerships for every deal

Cross-Functional Coordination

- Work closely with Product SME owners on the technical rubric and evaluation timeline for each vendor category
- Coordinate with Legal and Finance on cost absorption, liability, and billing questions that arise from vendor relationships
- Represent Partnerships' vendor and market intelligence in cross-functional escalations and steering committees

## WHAT SUCCESS LOOKS LIKE (FIRST 90 DAYS)

- A documented, maintained long list for at least one vendor category (sanctions/PEP/AML or KYB/KYC), sourced independently rather than reactively
- Clear commercial terms closed on at least one vendor that has passed technical validation
- A repeatable intake process running end-to-end at least once, without requiring an escalation to trigger it

## QUALIFICATIONS

- 5-7+ years in partnerships, business development, or vendor management, ideally in fintech, risk/compliance, or data/API businesses
- Experience negotiating commercial terms with data or technology vendors (pricing, contracts, resale economics)
- Comfortable operating with ambiguity and building process where none exists yet
- Strong cross-functional coordination skills — this role sits between Product, Legal, Finance, and Sales
- Experience working directly with AEs or sales teams in a pre-sales or deal-support capacity, scoping technical/vendor requirements against live deal timelines
- Familiarity with sanctions/AML/KYC/KYB vendor landscape a plus, but not required — market research and relationship-building instincts matter more than pre-existing domain depth

## NICE TO HAVE

- Prior experience in risk decisioning, fraud, or compliance data ecosystems
- Experience building or scaling a partner/vendor bench or panel process from scratch
- Existing relationships with sanctions/PEP, identity, or KYB data vendors

## About Oscilar

## Company Overview
- **One-liner**: Oscilar provides an AI-native risk decisioning platform that uses agentic AI to help financial institutions manage fraud, credit, onboarding, and AML compliance in real time.
- **Entity Type**: Private (startup stage; funding rounds not publicly disclosed)
- **Headquarters**: Palo Alto, California, USA
- **Founded**: 2021
- **Founders**: Neha Narkhede (CEO) and Sachin Kulkarni (CTO)

## Core Business
- **Primary industry**: Financial technology (fintech) / Risk management / AI
- **Target customers**: Banks, fintechs, credit unions, and digital organizations (B2B, enterprise)
- **Mission**: “Making the internet a safer place for everyone” — empowering businesses to master risk, defeat fraud, and safeguard consumers in the era of AI.

## Products & Services
- **Oscilar AI Risk Decisioning Platform**: A unified, cloud-native platform that leverages agentic AI for detection, decisioning, and resolution across fraud, credit, AML, and onboarding. It processes over 30 billion decisions per year at peak throughput of 120,000+ requests per second with sub-100ms latency. Key components include:
  - **Agent Hub**: A coordinated suite of AI agents (e.g., Workflows, RuleRec, Credit Explainability, Analytics, TestGen, Fraud Disputes, AML L1, SAR, Narratives, Translator, Sanctions, PEP, CTR) trained on each customer’s SOPs and risk context. Agents define policies, score alerts, generate investigation narratives, and learn from analyst feedback.
  - **No-code policy engine**: Risk teams can define and deploy new policies in plain language without SQL or engineering support.
  - **Holistic risk dashboard**: Monitors the entire customer journey — onboarding, login, payments, compliance — in one place.
  - **Explainable decisions & full auditability**: Every decision is transparent and defensible for regulatory scrutiny.

## Market Standing
- **Valuation/Market Cap**: Not disclosed (private company)
- **Key Metric**: Processes 30B+ decisions per year; 120K+ requests per second; average latency <100ms. Employee count: ~104 (per Built In).
- **Notable Investors/Partners**: Not publicly listed from available sources. Advisors include Xin Ge (ex-CPO at Feedzai), Kevin Moss (ex-Chief Risk Officer at SoFi), Tomas Lobo (ex-Chief Technology & Risk Officer at Afterpay), and Rob Frohwein (co-founder of Kabbage, acquired by American Express).
- **Growth Signals**: Founded by Neha Narkhede (creator of Apache Kafka and co-founder of Confluent, NASDAQ: CFLT). Team built on deep risk experience from Meta, Uber, LinkedIn, Citi, and JPMorganChase. Currently hiring across multiple roles (33 jobs listed on Built In), indicating scaling. Remote-first culture supporting global talent acquisition.

## Competitive Advantages
- **Agentic AI tuned to customer data**: Models are trained on each institution’s own SOPs and risk patterns, retraining in days when patterns shift — not generic benchmarks.
- **Unified platform**: Covers fraud, credit, compliance, and AML in a single system, providing a holistic risk picture that competitors often address with siloed tools.
- **Low-latency, high-throughput architecture**: Proven at 120K+ req/s with sub-100ms latency, built by engineers who scaled 10-billion-requests-per-second systems at Meta.
- **Explainability & audit trails**: Full decision transparency for regulatory compliance, a critical differentiator for financial clients.
- **Feedback loop**: Analyst feedback continuously refines agent recommendations, improving over time.

## Strategic Focus
- **Deepen the Agent Hub**: Continue building and refining specialized AI agents for every risk decision type (fraud, AML, credit, sanctions, etc.).
- **Expand customer base**: Target more banks, fintechs, and digital organizations globally, with recent hires in sales and customer support (including Philippines office).
- **Maintain remote-first culture while scaling**: Leverage distributed talent to grow efficiently.
- **Invest in ML and generative AI**: Use cutting-edge tools to stay ahead of evolving fraud and compliance threats.

## Why Work Here
- **Remote-first culture**: Work from anywhere; company provides home office setup assistance.
- **Cutting-edge technology**: Opportunity to work on AI/ML at scale, tackling complex fraud and financial crime problems.
- **Elite team**: Collaborate with experts from Meta, Google, Uber, LinkedIn, Confluent, Citi, and JPMorganChase.
- **Values-driven**: Customer obsession, radical ownership, efficient growth, one team, bold vision with clear eyes.
- **Benefits**: Competitive salary and equity, unlimited PTO, comprehensive health/dental/vision insurance, regular team events and offsites, professional development opportunities.
- **Mission**: Direct impact on making the internet safer for legitimate customers and enabling financial institutions to grow confidently.

## Sources
1. [oscilar.com](https://oscilar.com) — Product overview, platform features, metrics
2. [oscilar.com/about-us](https://oscilar.com/about-us) — Leadership team, advisors, company origins
3. [oscilar.com/careers](https://oscilar.com/careers) — Culture, values, benefits, remote-first policy
4. [builtin.com](https://builtin.com/company/oscilar) — Employee count, year founded, job listings

## Other roles at Oscilar

- [Staff Data Scientist](https://feeny.ai/job/staff-data-scientist-oscilar-remote-9wbyza65v3z4)
- [Director of Partnerships](https://feeny.ai/job/director-of-partnerships-oscilar-remote-vzq5tex88pvm)
- [Growth Manager, International (LATAM & EMEA)](https://feeny.ai/job/growth-manager-international-latam-emea-oscilar-remote-s285508ffhz4)
- [Staff Software Engineer - Analytics & Data Architecture](https://feeny.ai/job/staff-software-engineer-analytics-data-architecture-oscilar-canada-hsw3w0nswasm) — Canada
- [Sr. Manager/Director, Brand Marketing](https://feeny.ai/job/sr-manager-director-brand-marketing-oscilar-remote-mecdvngwjjj8)
- [Enterprise Account Executive (West)](https://feeny.ai/job/enterprise-account-executive-west-oscilar-remote-5n59knqjjg9j)
- [Business Development Representative](https://feeny.ai/job/business-development-representative-oscilar-oscilar-heretx0sdt6p) — Oscilar, NY
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- [Business Development Representative](https://feeny.ai/job/business-development-representative-oscilar-oscilar-7hgr8achc2e6) — Oscilar, NY