5+ years in partnerships, account management, strategic sales, or similar roles in B2B SaaS or fintech.
Proven track record of revenue growth through existing partnerships, including expansions and renewals.
Strong commercial instincts for sizing opportunities and negotiating terms.
Comfortable with technical, API-based products and engaging with product and engineering teams.
Ability to influence across large organizations, from executives to operators.
Data-driven approach to setting priorities and accountability.
Enjoys owning outcomes and working within a small team.
Responsibilities
Own and grow a portfolio of strategic partners, ensuring revenue and relationship health.
Build and execute joint growth plans with revenue and usage targets for each partner.
Increase usage among shared customers through collaborative marketing and enablement efforts.
Facilitate co-sell motions with sales teams on partner-sourced deals.
Lead commercial negotiations for expansions, pricing, and renewals.
Provide partner insights to influence product roadmap and integration priorities.
Enhance the partner playbook through account planning, QBRs, and performance tracking.
Benefits
Hybrid work model with in-office expectations 3 days a week in SF or NYC.
Opportunity to work closely with cross-functional teams including Sales, Marketing, and Product.
Engagement with strategic partners in the fintech and B2B sectors.
Potential for significant impact on company revenue through partnership growth.
Collaborative environment within a small, focused team.
Full Job Description
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.
About Middesk
Middesk is a San Francisco-based company that provides a platform for businesses to verify the legitimacy of other businesses. The company was founded in 2018 by Kyle Mack and Kurt Ruppel. Middesk's platform uses machine learning algorithms to analyze public data and provide insights into a company's legitimacy, such as its legal structure, ownership, and financial health. The company's customers include banks, insurance companies, and other businesses that need to verify the legitimacy of their partners and vendors.
