Partnerships Manager

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Take charge of the entire partnership lifecycle: identify, present, negotiate, finalize, and implement strategic collaborations with CPA firms, accounting networks, and tax technology platforms.

• Develop and execute co-selling and reseller strategies with partner firms, ensuring alignment between their practice leaders and Instead's go-to-market team.

• Propel distribution partnerships that integrate Instead into accounting firm workflows, positioning us as the preferred tax automation solution.

• Create joint go-to-market initiatives: co-branded content, webinars, conference participation, referral programs, and integration partnerships.

• Collaborate across departments including Product, Engineering, and Tax to ensure that partner requirements are incorporated into our roadmap and delivery processes.

• Represent Instead at industry events (AICPA, CPA.com, state CPA conferences, tax technology summits) and cultivate executive-level relationships throughout the ecosystem.

• Rigorously monitor partnership performance: pipeline generated, revenue influenced, firms onboarded, and retention impact.

• Assist in defining Instead's partner program structure, tiers, incentives, and enablement as we evolve from initial partnerships to a mature channel.

⛳️ Requirements

• 5-10+ years of experience in partnerships, business development, or channel sales within the accounting, tax, or professional services technology sectors.

• Established relationships within the CPA/accounting firm ecosystem. You are familiar with the key players, decision-makers, and the purchasing processes of firms regarding technology.

• A proven history of closing and expanding technology partnerships that resulted in measurable revenue gains.

• Experience working with Top 100 or Top 250 accounting firms, regional firms, or CPA networks.

• Strong commercial acumen. You can create a business case, structure a deal, and negotiate mutually beneficial terms.

• Ability to thrive in a high-growth startup environment characterized by ambiguity; you create the playbook rather than follow one.

• Executive presence and the capability to establish trusted relationships with Managing Partners, CTOs, and practice leaders at significant firms.

• Bonus: Familiarity with tax technology (CCH, Thomson Reuters, Drake, Intuit ProConnect) or accounting practice management platforms.

🏝️ Benefits

• Equity