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Head of Partnerships

Middesk· Revenue
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Hybrid (San Francisco), Hybrid (New York)$260k - $315k + equityFull-timePosted 4w ago

About the role

Head of Partnerships responsible for owning and evolving Middesk's partnership function, turning existing and new partnerships into growth engines, embedding partner strategy across GTM, and building the partnerships team.

Responsibilities

  • Convert our largest partners from resellers into genuine co-sell partners. Build joint account mapping and planning, shared deal visibility, and joint go-to-market motions so Middesk is at the table with the customer rather than behind the partner.
  • Convert existing partner goodwill into proactively sourced pipeline. Design the programs, incentives, and tracking that turn strong relationships into named-account referrals, not just resold channel revenue.
  • Grow integration breadth and enablement across our most strategic partnerships, covering new Middesk products and equipping partner sellers to lead on value rather than price, so Middesk is not treated as a commodity line item.
  • Identify, prioritize, and stand up new partner types and verticals, including referral partners, AI-native and agentic platforms, and adjacent categories, to diversify our channel.
  • Build the enablement playbooks and onboarding motions that accelerate time to revenue.
  • Partner with Sales leadership and RevOps to define and enforce clear rules of engagement: co-selling, deal ownership, deal registration, credit and comp alignment, and escalation paths.
  • Make partners a considered input to territory planning, pipeline generation, product launches, and competitive deal strategy, so partner motion is part of the GTM plan rather than a parallel one.
  • Represent partner and channel needs in the product roadmap, particularly integration depth and the technical requirements of newer partner categories such as AI-native platforms.
  • Grow and develop the partnerships team, with clear ownership across existing-partner management and new-partnership development, and coach the career growth of the people on it.
  • Work with RevOps to build the systems and processes, from onboarding to enablement to reporting, that scale partner operations and give the business real visibility into channel performance.

Qualifications

  • 5+ years leading partnerships at a technology company, ideally with experience across multiple partner archetypes (embedded and platform partnerships, data partnerships, referral partnerships, reseller or SI relationships).
  • Direct experience in financial services or fintech, with established relationships across the partner ecosystem Middesk works in.
  • Track record of building a referral or co-sell motion from a low base, including in emerging categories such as AI-native platforms.
  • Experience managing complex, senior-level relationships with large enterprise and platform partners, and negotiating to move a partner from reseller to joint GTM partnership.
  • Experience selling or partnering around technical, API-driven, or usage/data-licensing products with ability to engage product and engineering teams for integration scope.
  • Data-driven approach to prioritizing growth opportunities and measuring partner-sourced/influenced revenue differently.
  • Experience identifying and launching partnerships in emerging categories, comfortable building from zero.
  • Track record of hiring, developing, and retaining partnerships talent at a growth-stage company.

Skills

Required:Partnerships strategyChannel managementNegotiationCross-functional collaborationGTM planning & enablement

Benefits

  • Equity and benefits included, as stated in compensation note.
Last updated Oct 21, 2026. Interested? Apply on the company site.
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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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