Partner Manager
About the role
Partner Manager at Middesk focused on sourcing, negotiating, and launching new partnerships with fintech and B2B SaaS platforms. Hybrid work model with 2 days/week in SF/NYC offices. Role owns full lifecycle of partnerships from market mapping to GTM execution.
Responsibilities
- Source and Close New Partners: Identify, prioritize, and pursue high-value partnership opportunities that expand Middesk’s reach. Lead negotiations and structure win-win agreements.
- Build a Partner Pipeline: Create a systematic approach to outbound sourcing, pipeline management, and opportunity qualification to ensure a steady flow of net-new partnerships.
- Launch & Activate Partnerships: Drive successful onboarding and GTM execution for new partners, ensuring seamless integration and early success.
- Develop Market Intelligence: Stay ahead of trends in fintech, SaaS, and B2B integrations to identify whitespace opportunities and inform Middesk’s broader partner strategy.
- Collaborate Internally: Work closely with Sales, Marketing, and Product teams to align on go-to-market plans, ensure partner success, and surface partner-driven insights into our roadmap.
- Shape the Playbook: Help define Middesk’s approach to partnership acquisition — from outreach frameworks to deal structures to KPIs.
Qualifications
- 4+ years of experience in partnerships, business development, or strategic sales — ideally in B2B SaaS, fintech, or another complex/regulated industry.
- Proven hunter mentality with a track record of sourcing and closing new deals/partnerships.
- Comfortable negotiating complex agreements with technical, operational, and executive stakeholders.
- Strategic thinker with strong commercial instincts — you know how to identify mutual value and build the case for investment.
- Excellent communicator who can build trust externally while driving alignment internally.
- Energized by building in a fast-moving, evolving environment; excited to lay the foundation for how partnerships work at Middesk.
About Middesk
We make it easier for B2B companies to transact with one another
Middesk's mission is to enable every business to access the products and services they need to grow and thrive. We believe that if we can make it easy for a business to access financial products, hire new employees, and transact with other businesses, that we increase the odds of success for that business to contribute to its community and the broader economy. Our Identity provides accurate, complete information that financial services companies need to make efficient onboarding decisions. Our Agent product makes it easy for employers to file with the state and federal agencies needed to establish their business across the country. Our customers include Affirm, Brex, Plaid, Mercury, Divvy, Rippling, Gusto, and others. Based in San Francisco, CA, Middesk is backed by Sequoia Capital, Accel Partners, and Y Combinator.
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