Head of Partnerships

🕒 September 17

🏢🏡 San Francisco – Hybrid

💵 $220.4k - $259.3k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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• Open for 59 days.

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Middesk

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

📋 Compliance

💳 Fintech

☁️ SaaS

💰 $57M Series B on 2022-06

Compliance • Fintech • SaaS

Middesk is a company that provides a business identity platform designed to help companies verify their commercial customers and ensure KYB (Know Your Business) compliance. The platform offers a range of identity products including business verification, credit assessment, tax registration, and entity management. Middesk's solutions are tailored for industries such as banks, lenders, fintechs, and marketplaces, providing automation and efficiency in business onboarding and compliance processes. Their products support businesses in verifying identities, managing risks, and enhancing the customer onboarding experience.

📋 Description

• Own and evolve Middesk's partnership function, which influences a third of revenue • Lead a team deepening reseller relationships into demand-generation and co-selling partnerships • Build new partnerships with SIs, referral partners, AI-native platforms, and adjacent verticals • Embed partner strategy into territory planning, pipeline generation, product launches, and competitive deal strategy • Convert major partners into co-sell partners through joint account mapping, shared deal visibility, and joint go-to-market motions • Design programs, incentives, and tracking for named-account referrals • Grow integration breadth and enablement across strategic partnerships • Identify, prioritize, and launch new partner types and verticals • Build enablement playbooks and onboarding motions • Define and enforce rules of engagement with Sales leadership and RevOps • Establish processes for co-selling, deal ownership, deal registration, compensation alignment, and escalations • Represent partner and channel needs in the product roadmap • Grow and develop the partnerships team • Build scalable systems and processes for onboarding, enablement, reporting, and channel performance visibility

🎯 Requirements

• 5+ years leading partnerships at a technology company • Experience across multiple partner archetypes, including embedded and platform partnerships, data partnerships, referral partnerships, and traditional reseller or systems-integrator relationships • Direct experience in financial services or fintech • Established relationships across the partner ecosystem Middesk works in • Track record of building a referral or co-sell motion from a low base • Experience in emerging or unproven categories such as AI-native platforms • Success managing complex, senior-level relationships with large enterprise and platform partners • Negotiating skill to move a partner from a transactional reseller agreement to a joint go-to-market partnership • Experience selling or partnering around technical, API-driven, or usage and data-licensing products • Technical fluency to engage partner product and engineering teams credibly on integration scope • Ability to integrate new Middesk products into existing partnerships from product integration and GTM perspectives • Data-driven approach to prioritizing growth opportunities • Clear point of view on measuring partner-sourced and partner-influenced revenue differently • Experience identifying and launching partnerships in emerging or unproven categories • Comfort operating in build-from-zero mode • Track record of hiring, developing, and retaining partnerships talent at a growth-stage company

🏖️ Benefits

• Equity • Competitive compensation • Benefits • Executive sponsorship • Real latitude to define the partnerships function

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