Senior Partnerships Manager

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

📋 Description

• Take full ownership of a portfolio consisting of strategic distribution and platform partners.

• Cultivate multi-dimensional relationships with executives, sales, product, implementation, marketing, and operations stakeholders.

• Formulate and implement joint strategies, conduct business reviews, spearhead partner enablement, and discover avenues for mutual value enhancement.

• Manage partner-sourced and partner-influenced pipelines within the designated portfolio.

• Navigate challenging partner discussions and routine escalations.

• Oversee key new-partnership workstreams, which include due diligence, business case development, commercial structuring, negotiation, launch planning, and internal alignment.

• Facilitate partner integrations and go-lives from the initial scoping phase through to launch.

• Create plans that outline owners, dependencies, decisions, risks, and committed timelines.

• Eliminate obstacles, escalate risks promptly, and ensure stakeholder accountability.

• Represent partner context during discussions in Product, Engineering, and Implementation.

• Develop co-marketing initiatives with partners, such as case studies, announcements, webinars, campaigns, enablement materials, and industry events.

• Transform customer results into market validation and equip partner sellers with positioning and content.

• Manage CRM integrity, pipeline reporting, partner submissions, revenue-share data, payout coordination, dashboards, and business reviews.

• Define and monitor partner health metrics and report on performance, risks, opportunities, decisions, and recommendations.

• Create scalable workflows, playbooks, templates, and operational standards.

• Provide informal mentorship to teammates and enhance partnership execution.

⛳️ Requirements

• Minimum of 5 years of relevant experience in partnerships, channel management, business development, strategic account management, or similar roles with direct ownership of complex B2B relationships.

• Proven ability to independently manage and expand external partnerships.

• Commercial expertise across joint go-to-market strategies, referrals, co-selling, enablement, pipeline generation, partner economics, and renewals.

• Capability to lead senior partner discussions and navigate challenging situations.

• Discretion to determine when an issue requires executive escalation.

• Established history of creating processes, playbooks, reporting mechanisms, and CRM best practices.

• Outstanding written and verbal communication skills.

• Strong inclination towards action and taking ownership of outcomes.

• Willingness to lead executive meetings and analyze detailed partner data.

• Tenacity and resourcefulness when progress demands repeated coordination.

• Ability to raise risks and provide context early while balancing speed with sound judgment regarding escalation.

• Openness to constructive feedback and capacity for rapid adaptation.

• Experience managing referral, reseller, platform, or technology partners, including joint account planning and revenue-sharing programs.

• Familiarity with banks, credit unions, fintechs, payments companies, or other regulated sectors.

• Knowledge of disputes, chargebacks, first-party fraud, or Reg E/Z workflows.

• Experience with HubSpot or a similar CRM and reporting system.

🏝️ Benefits

• Equity for all full-time positions.

• Comprehensive benefits package.

• Bonuses and commission structures for applicable roles.

• Start-up equity opportunities.

• Full health, vision, and dental insurance coverage.

• 401K plan with matching contributions.

• Membership to One Medical.

• Stocked kitchens and lunch provisions.

• Commuter benefits.

• Team-building events and happy hours.

• Flexible paid time off (PTO).

• Apple equipment and an annual home office budget.