Partner Manager

About the role

We're looking for a senior Partner Manager to own and grow a portfolio of Middesk's most strategic partners. These are fintech and B2B platforms (identity, risk, fraud and onboarding providers) that embed, resell or refer Middesk to their customers. Partnerships influence a meaningful share of Middesk's revenue, and this role is responsible for growing it.

You'll be the main owner of each partner relationship, from executive alignment through to the commercial terms and the day-to-day work of getting shared customers live. That means growing usage across partners' customer bases, running a real co-sell motion with our sales team, and structuring partnerships so both sides are invested in growing together. You'll join a small team and work closely with Sales, Marketing, Product, Solutions Engineering and Customer Success.

We follow a hybrid work model, and this role is expected in our SF or NYC office 3 days per week. Candidates should be within commuting distance.

What you'll do

• Own and grow a portfolio of strategic partners. You're accountable for both the revenue these partners drive and the health of each relationship. Be the primary owner across business, product and executive stakeholders, and keep each partnership multi-threaded so it keeps growing.

• Build and run joint growth plans. Set revenue and usage targets with each partner, find the whitespace in their customer base, and turn it into a clear plan you track and report on.

• Grow usage across shared customers. Work with Marketing and the partner's team on campaigns and enablement that get more of their customers live on Middesk and using more of our products.

• Run the co-sell motion. Work with AEs and SEs on partner-sourced and partner-influenced deals, following our co-selling rules of engagement, and help partners bring us into the right deals early.

• Lead commercial conversations. Negotiate expansions, pricing and renewals. Sell the full value of Middesk, and structure gives-and-gets that reward growth on both sides.

• Bring partner insight back to Middesk. Share what partners and their customers need with Product, and help shape roadmap and integration priorities.

• Own and improve the partner playbook. Run account planning, QBRs, enablement and performance tracking, and improve them as the function scales.

About you

• 5+ years in partnerships, account management, strategic sales or a similar customer-facing growth role, ideally in B2B SaaS, fintech, or another complex or regulated space.

• A track record of growing revenue within existing partners or accounts, including expansions and renewals.

• Strong commercial instincts. You can size an opportunity, build a business case, and negotiate terms that hold up.

• Comfortable with technical, API-based products and with conversations involving partners' product and engineering teams.

• Able to build influence across large organizations, with both executives and operators.

• Data-driven. You use metrics to set priorities and hold yourself and partners accountable.

• You enjoy owning outcomes end to end and building in a small team.

• Nice to have: experience with KYB, KYC, fraud, risk or compliance products.