Partnerships Lead

This is a fully remote position, open to applicants in United States.

📋 Description

• Scale existing high-performing enterprise partnerships: Enhance our connections with the largest accounting firms in the US by leading partner meetings independently, navigating internal BD teams and independence constraints, and cultivating champions across various business units and regions to ensure a consistent referral flow.

• Drive conversion in collaboration with Commercial leads: Refine the partner playbook while collaborating with commercial teams to systematize referral lifecycles, focusing on conversion and revenue delivery as primary success metrics.

• Expand within the mid-market tier: Grow our engagement with mid-market and regional accounting firms, including developing new referral and co-selling structures when necessary.

• Prioritize capital: Our partner initiatives are designed to link capital with clean energy projects; you will focus on the relationships, business units, and referral types that attract tax credit buyers and tax equity investors to the platform.

• Strengthen the operating system: Maintain accurate partner records, attribution, and pipeline in HubSpot alongside RevOps, monitor champion health and referral momentum, and enhance playbooks so that successful strategies can be repeated — as an AI-forward team, you will have valuable tools at your disposal.

• Engage actively in the market: Participate in partner briefings, conferences, and roadshows (approximately 25% travel) to strengthen relationships through in-person interactions.

• Gradually expand your portfolio: As the accounting channel evolves under your leadership, we foresee numerous opportunities to support additional personas that can benefit from tax technical expertise, including relationships with law firms and emerging tax-adjacent partner personas.

⛳️ Requirements

• Genuine tax fluency: You can confidently engage in discussions with a Big 4 tax partner, a law firm BD team, or an in-house tax executive, drawing from practical experience rather than just theoretical knowledge about how tax considerations influence deal structures and client advice.

• Professional services instincts: You understand how accounting and law firms function within transactions, including the operation of their BD organizations, the independence and compliance challenges they face, how billing relationships influence behavior, and what truly motivates a partner to refer clients.

• Proven relationship-building capabilities: You have successfully developed impactful relationships with enterprise-level partners in the past, including some of Crux’s current partners.

• Commercial accountability: You have achieved significant commercial results from relationships (e.g., revenue targets, pipeline contribution, conversion metrics, etc.). You view partnerships as essential growth drivers and can articulate the outcomes you achieved along with the actions or experiments that led to those results.

• Builder’s mindset with a proactive approach: Approximately 5–6 years of experience, with a history of managing significant workstreams or relationships independently. You have created or refined playbooks, are comfortable operating without extensive support, and are eager to leverage AI tools as a multiplier in your daily tasks. Experience in a fast-paced growth environment is advantageous.

• Cross-functional tact: You enjoy working across various functions and have a history of successful collaboration with multiple teams, even with limited direct authority. You effectively represent partner needs internally, fostering trust and promoting company culture.

• Eagerness to grow: You possess a curiosity and swift learning ability regarding clean energy finance, transferable tax credits, and tax equity, along with a willingness to engage with new partner personas as the program expands.

🏝️ Benefits

• Healthcare: We cover 100% of premiums for employees with a variety of plans available through Aetna (nationwide) and Kaiser (WA and California) and subsidize 70% for dependents (total as a group), if applicable.

• Dental & vision: We cover 100% of premiums for employees and 50% for dependents (each), if applicable.

• Holidays: 10 company holidays each year.

• Paid time off: 20 days per year.

• 401k: We offer a 401k account but do not currently have a matching program in place (common for early-stage startups).

• Parental leave: 16 weeks for birthing parents and 12 weeks for non-birthing parents.