Senior Alliances & Business Development Manager

We are seeking a seasoned and strategic Senior Alliances & Business Development Manager to join our dynamic team. In this critical role, you will spearhead the identification, cultivation, and management of high-impact partnerships within the FinTech and accounting software industry. Leveraging your deep industry knowledge, negotiation expertise, and relationship-building prowess, you will forge mutually beneficial collaborations that fuel our revenue growth and market expansion. You will be responsible for building and maintaining business relationships to meet or exceed established sales goals, quotas, or objectives while maintaining business relationships post-sales to capture referrals.  You will use your ability to manage multiple sales processes at the same time through various stages in the sales process, as well as document them. 

What you will be doing:

• Partnership Strategy & Development:
• Conduct in-depth market research to pinpoint potential alliance partners in the FinTech/accounting landscape.
• Craft compelling partnership proposals aligned with both companies' strategic objectives, highlighting the value proposition for each party.
• Negotiate and structure win-win partnership agreements, ensuring clear value proposition, alignment, and mutually beneficial terms.
• Oversee the entire partnership lifecycle, from initial prospecting to ongoing relationship nurturing and management.
• Business Development & Execution:
• Drive substantial revenue growth through partner-generated sales and joint go-to-market initiatives within the FinTech/accounting space.
• Build comprehensive go to market strategy and execution plans with each partner and internal revenue organizations to exceed revenue targets 
• Collaborate with partners to develop and execute targeted marketing campaigns and sales enablement programs.
• Meticulously track and measure partnership performance against key metrics and KPIs, identifying areas for optimization.
• Proactively address any challenges or roadblocks that may hinder partnership success.
• Align closely with legal team and revenue leadership  to develop appropriate commercial terms and binding agreements 
• Implement best practices and continuous improvement initiatives in alliance and channel management processes to optimize efficiency and effectiveness.
• Relationship Building & Management:
• Cultivate and maintain strong, collaborative relationships with key stakeholders at partner organizations within the FinTech/accounting industry.
• Foster consistent communication and collaboration to ensure alignment, understanding, and mutual trust.
• Proactively address partner concerns and ensure their satisfaction, acting as a trusted advisor and advocate for your company within the ecosystem.
• Align closely with internal product teams as appropriate to understand and prioritize requirements around development efforts (custom integrations, embedded applications, etc)

What experience and skills we need you to have:

• 7+ years of proven experience in FinTech or accounting software alliances and business development.
• Proven track record of exceeding sales and revenue contribution targets 
• Demonstrated track record of successfully identifying, developing, and closing high-value partnerships within the FinTech/accounting space.
• In-depth understanding of the FinTech and/or accounting software industry landscape, its key players, and partnership ecosystems.
• Exceptional negotiation and communication skills, with the ability to articulate complex concepts clearly and persuasively.
• Adept at building and nurturing strong relationships with diverse stakeholders, fostering trust and collaboration.
• Strategic thinker with analytical prowess, focused on driving measurable results and exceeding targets.
• Proactive, self-motivated, and a team player with the ability to thrive in a fast-paced environment.
• Experience with partner relationship management (PRM) tools a plus.

Benefits:

• Flexible PTO (including 11 holidays and your birthday off) 
• 401(k) plan with employer matching 
• Great health benefits with multiple plan option 
• Option to choose between in office, fully remote, or a hybrid work environment for all employees
• Sabbatical program (4 weeks after 5 years of service)
• Casual dress environment (when in office)
• Catered lunches every Tuesday and Thursday
• Company events each quarter
• Signing stipend for a work-from-home setup
• Free gym membership at our office
• Annual employee development program stipend of $2,000 for each employee 
• Flexible parental leave with 10 weeks paid leave for ALL new parents
• Fertility/adoption assistance 
• Annual tutoring