Strategic Partner Manager

This is a fully remote position, open to applicants in New York.

📋 Description

• Develop and establish Morpho's partner program from the ground up: including deal registration, partner enablement, coordinated go-to-market strategy, commercial structuring, and metrics for partner success to create a systematic revenue engine sourced from partners.

• Manage comprehensive relationships with strategic partners, including custodians, middleware providers, and asset issuers: conducting bi-weekly calls, quarterly business reviews, collaborative roadmap planning, executive sponsor matching, and managing escalations.

• Oversee partner onboarding and enablement through a structured four-week curriculum that encompasses technical, go-to-market, and security tracks, ensuring continuity for partner technical, business development, and executive teams.

• Structure and finalize partner agreements, including term sheets, deal-registration contracts, co-selling frameworks, and revenue-sharing arrangements, in close collaboration with the Legal department, while monitoring partner-influenced pipeline and attribution in the CRM.

• Enhance existing curator partner relationships by fostering partnerships, aiding in asset differentiation, and conducting curator success evaluations.

• Initiate co-go-to-market efforts including joint case studies, webinars, co-marketing campaigns, and thought leadership initiatives to establish Morpho as the preferred infrastructure within the DeFi ecosystem.

• Oversee partner metrics and reporting from start to finish, tracking pipeline and revenue by partner, and providing weekly and monthly dashboards to leadership.

⛳️ Requirements

• A minimum of 5 years in partnerships, business development, or strategic sales within a fintech or cryptocurrency infrastructure firm, with a proven track record of building or scaling a partner program that contributes over 20% to the pipeline.

• Demonstrated capability to structure intricate commercial agreements from beginning to end: including revenue splits, deal-registration processes, most-favored-nation clauses, exclusivity terms, and co-selling frameworks, in collaboration with the Legal team.

• Strong executive presence and ability to manage diverse relationships, comfortable interacting with C-suite executives, business development leaders, and technical teams across partner organizations simultaneously.

• Technical proficiency in DeFi, on-chain lending, or institutional fintech, capable of engaging in credible discussions with partner engineering teams regarding integrations, custody, oracle architecture, or curator mechanics.

• Strong cross-functional leadership and project management skills: able to guide Sales, Product, and Legal teams towards partner commitments without formal authority.

• Ability to thrive in fast-paced, ambiguous environments without predefined guidelines.

• Strong sense of ownership and autonomy — proactive in taking initiative.

• Clear and effective asynchronous communication skills.

• Team-oriented mindset with low ego.

• Humble attitude.

🏝️ Benefits

• Expect equitable, top-tier compensation.

• Enjoy true flexibility.

• Opportunities for time together in Paris.

• Excellent health coverage.

• Support for ongoing learning.