Partnerships Lead

Clara; São Paulo; Hybrid; BRL 240,000 - 420,000; Full time

Benefits offered by this job

Stock options

Learning budget

English/Portuguese working language

Job summary

Clara is seeking a seasoned Partnerships Lead to own Brazil's ecosystem, combining strategy and hands-on execution. You will drive the partnership program, from mapping to closing strategic deals, while coordinating with Product, Legal, and Sales to ensure swift integration.

This hybrid Sao Paulo role requires 5+ years in Sales/BD/Partnerships, fluency in Portuguese and English, and the ability to work 2 days per week at the Itaim Bibi office.

Qualifications

• Minimum 5 years in Sales, Business Development, or Partnerships.
• Execution track record in strategic and hands-on roles.
• Willingness to work from Itaim Bibi office at least 2 days per week.

Responsibilities

• Plan & Execute: own end-to-end partnership strategy in Brazil.
• Be Strategically Hands-on: design GTM and lead negotiations.
• Navigate Internally: bridge partners with Product, Legal, and Sales.
• Operational Excellence: manage lifecycle, QBRs, and SLAs.
• Drive Growth: monitor metrics with HubSpot and Metabase.
• Workflow Efficiency: document processes with Google Drive, Slack, and N8N.

Skills

Sales

Business Development

Partnerships

Execution

English & Portuguese

Tools

Metabase

SQL

Python

N8N

Slack

Job description

Partnerships Lead (Líder de Parcerias) - São Paulo (Hybrid)

Location: Sao Paulo / SP / Brazil

Department: Sales/ GTM

Clara is the leading platform in Latin America for companies to execute and manage every payment operation. More than 50,000 leading and fast-growing businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the region’s fastest-growing company. We’re passionate about helping every company we work with become more effective—and, through that, raising the region’s competitiveness. We’re ~400 people, backed by Notable Capital, Coatue, Kaszek, monashees, DST Global, ICONIQ, General Catalyst and Goldman Sachs, among others.

What you'll do

We’re looking for a Partnerships Lead to join our team in Brazil. This is a role for a seasoned professional who excels in high-stakes execution and thrives in a "player-coach" mindset - building the strategy while leading the charge on the ground. You will be the primary architect and executor of the ecosystem that fuels our growth, owning the results of your territory end-to-end.

In this role, you will:

• Plan & Execute: Own the end-to-end partnership strategy in Brazil, from mapping strategic industries—including Travel, ERPs, and Financial Platforms to the tactical outreach and closing of high-impact deals.

• Be Strategically Hands-on: Design the Go-To-Market (GTM) approach for different partner profiles and personally lead negotiations and onboarding.

• Navigate Internally: Act as a bridge between external partners and internal teams (Product, Legal, Sales) to resolve bottlenecks and ensure seamless integration.

• Operational Excellence: Manage the entire partnership lifecycle, conducting regular QBRs, tracking partner health scores, and ensuring SLAs are consistently met.

• Drive Growth: Monitor performance metrics such as transaction volume and lead quality using HubSpot and Metabase, identifying trends and pivoting strategies to ensure the channel hits its targets.

• Workflow Efficiency: Use Google Drive, Slack, and N8N to document processes and automate communication flows with your partner portfolio.

Who you are

We’re looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.

Must haves:

• Experience: Minimum 5 years in Sales, Business Development, or Partnerships, with a strong background in Fintech, Payments, or Banking.

• Execution: A track record of high-impact delivery in roles requiring both strategic thinking and direct, hands-on execution as an individual contributor.

• In-Person Collaboration: Availability and commitment to work from our office in Itaim Bibi (São Paulo) at least 2 days per week.

• Performance Driven: Proven track record of delivering high-quality client volume and driving transaction growth through indirect channels.

• Communication: Working proficiency in English and native/fluent Portuguese.

• Tech-Savvy: Experience or strong interest in AI tools to automate workflows and increase efficiency.

Nice to haves:

• Analytical Skills: Independent analytical skills using Metabase, spreadsheets, SQL, or Python.

• Automation: Experience with N8N or Slack integrations to streamline communications.

• Languages: Basic proficiency in Spanish or a desire to learn it.

• A good sense of humor.

Where we work

This is a hybrid role: you'll split your time between the office, customers and home. We don't set a minimum number of office days for most roles - you'll spend time in the office naturally, and most days during your ramp-up or when your leader asks.

Why Clara

• A high talent-density team driven to make an impact in Latin America - low ego, high ownership.
• Competitive salary and stock options (ESOP) from day one.
• An annual learning budget and accelerated development paths.
• English is our working language, with Spanish and Portuguese every day.

How we work

• Clarity - Open and direct communication: we say what we mean and give context where it matters.
• Simplicity - If it can be simpler, it should be.
• Ownership - We own everything we do, end to end. When something needs to happen, we don't wait.
• Pride - We hold ourselves to a high standard, and it shows in what we deliver.
• ABC (Always Be Changing) - We adapt fast, embrace change, and keep learning.
• Inclusivity - Diverse ideas, stories and perspectives build a better Clara.