Who we are looking for:
Suralink is seeking a Partnerships & Alliances Manager to build and own our partner ecosystem, a strategic growth lever as we scale our reach across the accounting profession.
Reporting to the CRO, you will own the full partner motion end-to-end: standing up the program, recruiting and activating partners, and turning those relationships into measurable pipeline and revenue. You will anchor a newly launched co-sell partnership with a global leader in tax and accounting technology, along with several existing accounting-firm associations and networks You will also expand the ecosystem across additional global technology and integration partners, accounting-firm associations and networks, and referral and reseller relationships.
This is a builder role. You will define the strategy, do the hands-on work of joint account planning and co-sell execution, and put in place the program mechanics, enablement, and reporting that make partner-sourced revenue predictable and repeatable. Success requires someone who is equally comfortable setting strategy with a partner executive and rolling up their sleeves to run a joint account-mapping session.
Key Responsibilities:
Build and Own the Partner Strategy
- Define Suralink's partner strategy across co-sell, technology and integration, association and network, and referral and reseller motions
- Segment and prioritize partners by revenue potential and strategic fit, and build the tiering, engagement model, and program structure to match
- Establish the operating rhythm, from joint account planning to quarterly business reviews, that keeps partners accountable and aligned to shared goals
Drive Partner-Sourced Pipeline and Revenue
- Own partner-sourced and partner-influenced pipeline and revenue as your primary measure of success
- Anchor and scale our flagship co-sell partnership, working directly with partner sellers and Suralink Account Executives on joint account plans, deal registration, and opportunity progression
- Build repeatable co-sell motions that connect partner reps and Suralink Account Executives on shared opportunities
Recruit and Activate New Partners
- Identify, evaluate, and sign new partners that expand Suralink's reach and strengthen the platform's value in the accounting technology stack
- Develop relationships with accounting-firm associations and networks to reach their members at scale
- Negotiate partner contracts and terms and effectively onboard + active new partners to ensure program growth
Enable and Operationalize the Program
- Build partner enablement, from co-branded content and joint value propositions to sales tools that help partners position and sell Suralink
- Partner with Marketing on co-marketing plans, joint campaigns, and events that generate attributable partner pipeline
- Stand up the program mechanics: partner agreements, deal registration, attribution tracking, and partner tooling
Collaborate Across the Business
- Work with Product on integration and technology partnerships, aligning roadmap and joint solution value
- Collaborate with Sales, Customer Success, and RevOps to route partner-sourced demand, ensure clean handoffs, and surface expansion opportunities
- Lead commercial terms discussions with partners in coordination with Finance and Legal
Measure and Report
- Define and track the KPIs that matter: partner-sourced and influenced pipeline, attributed revenue, partner-sourced ARR, and program ROI
- Maintain clean attribution and reporting so partner contribution is visible and defensible
- Report partner performance to the executive team and contribute to board-level updates on the partner motion
Experience and Professional Qualifications:
- 5-8+ years in partnerships, alliances, channel, or business development within B2B SaaS, with direct revenue accountability
- 2+ years of experience in the accounting industry
- Proven track record of building partner-sourced and partner-influenced pipeline and revenue
- Hands-on experience running co-sell motions with strategic or enterprise partners, including working directly with partner sellers on joint deals
- Experience across more than one partner type (technology and integration, channel and reseller, or association, network, and referral)
- Comfortable building a function from an early stage, creating the playbooks, program mechanics, and enablement without a fully formed playbook to inherit
- Strong commercial acumen, including comfort structuring and negotiating partner agreements and economics
- Ability to work remotely within the U.S. (Mountain, Central, or Eastern time zones preferred)
Additional Preferred Qualifications:
- Familiarity with the accounting-firm ecosystem, including firm associations and networks and the surrounding technology stack
- Experience with co-sell and marketplace mechanics and partner attribution in HubSpot
Competencies:
- Builder who thrives with ambiguity and creates structure where none exists
- Commercially minded and accountable to revenue, not activity
- Relationship builder with the executive presence to earn trust with senior partner stakeholders
- Data-driven and disciplined about attribution and reporting
- Cross-functional orchestrator who aligns Sales, Marketing, Product, and Customer Success around shared partner goals
- Strategic and operational in equal measure, able to set the plan and run the cadence that delivers it
At Suralink, our values guide everything we do:
- Customer Obsessed: We seek to understand those we serve deeply and are committed to serving them better than anyone else.
- Passionately Motivated: We care about what we do, which drives us to work hard, show grit, and go above and beyond to achieve great outcomes.
- Constantly Improving: We are eager to learn and grow. Challenges are opportunities to innovate and enhance our solutions.
- Team Focused: We know that our success is built together. We support one another and celebrate team achievements.
- Highly Reliable: We demonstrate good judgment, honor our commitments, and are accountable for our results.
Why Suralink?
There's a lot to love about working at Suralink! Here are a few of the benefits you can expect:
- Remote-friendly policy
- Medical/vision/dental insurance
- Flexible PTO policy and ten paid holidays
- Parental leave
- Professional development allowance
- Community involvement
