About the roleThe Head of Strategic Partnerships owns a vital piece of Human Interest's most important growth channel: expanding our ecosystem of partners who put our retirement platform in front of millions of small and medium-sized businesses. Reporting directly to the Chief Revenue Officer, you will lead the team to identify, pursue, and close strategic partnerships across payroll providers, benefits brokers, accountants, financial institutions, PEOs, and embedded fintech distribution.
This is a leadership role focused on building, scaling, and driving the strategic partnership ecosystem. While hands-on, the focus is on organizational strategy, team mentorship, and driving cross-functional success. You will be responsible for signing complex, multi-year agreements with some of Human Interest's largest and most important partners.
The role is equal parts strategist, dealmaker, and operator. You'll be just as comfortable modeling the economics of a new channel as you are in a room negotiating terms, and just as effective driving a deal across the finish line as you are shaping the partnership thesis with the CRO and the broader leadership team.
The person who thrives here is a natural hunter - energized by the pursuit of net-new relationships, comfortable opening doors cold, and relentless about carrying complex, multi-stakeholder deals through long sales cycles. You bring executive presence and the systems thinking to see how a single partnership fits into a broader distribution strategy. You read a term sheet and a partnership thesis with equal fluency, you make sharp prioritization calls about where to spend your time, and you carry deals with a sense of ownership. Above all, you are a builder: you're drawn to the ambiguity of standing up new channels from scratch, and you bring structure, pace, and judgment to a function that is still writing its own playbook.
About the teamThe Partnerships organization is the engine behind Human Interest's reach, with over 95% of our business coming from our partner ecosystem. This team builds the relationships that let us scale access to retirement benefits far faster than we could one employer at a time. They think in systems and incentives: which partners share our mission, how we make those partners successful, and how we design programs that compound over time.
The team works shoulder-to-shoulder with Sales, Product, Marketing, Legal, and Operations to establish and launch partnerships that are commercially sound, operationally clean, and genuinely good for the businesses we ultimately serve. As we continue to scale, we're looking for a leader who can take this function to its next level: bigger partners, deeper integrations, and a measurable line on the revenue plan.
What you get to do every day- Team Leadership & Mentorship: Coach, mentor, and develop a high-performing team of partnership professionals, fostering a culture of ownership, strategic thinking, and high-quality deal execution.
- Strategic Organizational Scaling: Design and implement scalable partnership processes, playbooks, and systems that allow the team to efficiently manage growth and long-term partner success.
- Partnership Strategy: Shape and own the strategy for your portfolio of partnerships, prioritizing the channels, partner types, and deals that drive the highest-quality growth, in close partnership with the VP of Partnerships.
- Sourcing & Closing: Act as a primary "hunter" for the organization; while guiding the team, you will remain hands-on in identifying, pursuing, and opening net-new strategic partnerships across payroll, benefits brokers, and financial institutions, personally leading high-stakes negotiations to close complex deals.
- Performance Management: Set clear performance metrics and KPIs for the team, tracking progress and providing regular feedback to ensure the team consistently meets and exceeds revenue targets.
- Deal Structuring & Execution: Lead commercial negotiation and deal structuring end-to-end, while empowering team members to lead negotiations on key accounts. Partner with Legal and Finance to protect the business.
- Cross-Functional Influence: Partner with Product, Engineering, Marketing, Legal, and Sales to scope integrations, build co-marketing enablement, and operationalize partner-sourced demand.
- Executive Communication: Translate the partnership thesis, pipeline, and results into clear narratives for the VP of Partnerships and senior leadership, and represent Human Interest externally with senior partner stakeholders.
- Market Intelligence: Maintain a sharp view of the retirement, payroll, fintech, and benefits landscape, surfacing competitive and regulatory shifts that should shape the partnership roadmap.
What you bring to the role- Partnerships & Business Development Expertise: 10+ years in partnerships, business development, or channel sales, with a track record of personally owning and growing a book of strategic partnerships.
- Leadership Experience: 5+ years experience building, coaching, and scaling high-performing teams, with a track record of enabling others to achieve revenue targets.
- Proven Dealmaking: Demonstrated history of sourcing, structuring, and closing complex, high-value partnership and distribution agreements with measurable revenue impact.
- Domain Fluency: Deep experience in fintech, retirement / wealth, payroll, benefits, or an adjacent financial-services ecosystem, with a working understanding of how these distribution channels actually buy and sell.
- Cross-Functional Influence: A proven ability to mobilize Product, Engineering, Marketing, Legal, and Sales around a partnership without direct authority over those teams.
- Executive Presence: Ability to negotiate with and present to senior executives, both internally and across partner organizations, with confidence and credibility.
- Builder's Mindset: Thrives in a fast-paced, scaling environment; brings structure to ambiguity and is energized by standing up new motions from scratch.
- Analytical Rigor: Strong commercial and financial instincts: able to model channel economics and make sharp prioritization calls about where to invest.
- Values-Driven: A deep alignment with Human Interest's core principles, especially Customer Obsession, Long-Term Orientation, and Leading with Autonomy.
- Strategic Organizational Scaling: Ability to design and operationalize partnership processes that scale beyond a single contributor, ensuring consistent growth and partner success.
Compensation - At Human Interest, we consider a number of factors to determine the appropriate pay range for each position, including the cost of labor in different markets across the U.S. The total On Target Earnings (OTE) for the role described in this job posting is $700,000 which includes a base salary of $350,000 and a variable target compensation of $350,000. The specific pay rate offered is based on the candidate's relevant skills and experience. Base pay is just one component of our Total Rewards package, which also includes a comprehensive suite of physical, financial, and mental wellness benefits. Additionally, employees receive stock option grants, enhancing long-term financial growth and investment in our company's success.
Benefits -
- A great 401(k) plan: Our own! Our 401(k) includes a dollar-for-dollar employer match up to 4% of compensation (immediately vested) and $0 plan fees
- Top-of-the-line health plans, as well as dental and vision insurance
- Competitive time off and parental leave
- Addition Wealth: Unlimited access to digital tools, financial professionals, and a knowledge center to help you understand your equity and support your financial wellness
- Lyra: Enhanced Mental Health Support for Employees and dependents
- Carrot: Fertility healthcare and family forming benefits
- Candidly: Student loan resource to help you and your family plan, borrow, and repay student debt
- Monthly work-from-home stipend; quarterly lifestyle stipend
- Engaging team-building experiences, ranging from virtual social events to team offsites, promoting collaboration and camaraderie.
