Head of Partnerships

Dlocal LLP; Madrid; On-site; EUR 90,000 - 130,000; Full time

Job summary

dLocal is seeking a dynamic Head of Partnerships to build and scale a global partner ecosystem that drives indirect revenue and expands merchant reach. You will own end-to-end strategy from sourcing and negotiations to onboarding and revenue generation.

You will lead a team of 3 regional partnership managers, collaborate with Sales, Product, Marketing, Legal and Finance, and stay ahead of industry trends to uncover new partnerships while ensuring compliance.

Qualifications

• 7+ years in partnerships or business development.
• Experience in payments industry and fintech.
• MBA preferred or BA/BS required.
• Proven negotiation and strategic collaboration skills.
• Established payments industry network.

Responsibilities

• Develop and execute the end-to-end global partnership strategy.
• Identify, engage, and establish meaningful partnerships to extend ecosystem.
• Lead and oversee the Partnerships team of 3 regional managers.
• Monitor partner performance and identify growth opportunities.
• Represent dLocal at events and maintain stakeholder relationships.
• Ensure compliance with legal and regulatory requirements in partnerships.
• Drive process improvements in partnership management.

Skills

Partnership development

Negotiation

Business development

Team leadership

Payments industry network

Education

BA/BS degree

MBA preferred

Tools

Partnership management tools

Job description

We are seeking a dynamic and experienced leader to join as the Head of Partnerships at dLocal. In this position, you will be responsible for developing and scaling a high-impact partner ecosystem that drives indirect revenue growth and expands dLocal’s merchant reach globally. The role will focus on identifying, acquiring, and managing strategic partners, including payment service providers, technology platforms, financial institutions, consultants, and other merchant-facing organizations, that can introduce, promote, and sell dLocal’s payment solutions to their existing and prospective merchant portfolios.

In this position, you will own the end-to-end partnership strategy, from partner sourcing and commercial negotiations to onboarding, enablement, and revenue generation, ensuring our partners are incentivized to sell dLocal actively. You will build a scalable, revenue-generating partner channel, develop a strong pipeline of merchant opportunities, and convert strategic relationships into sustainable business growth.

You have a proven track record in partnership development, negotiation, and strategic collaboration, payment industry experience, and the ability to lead and develop a team of 3 regional partnership managers. You’ll work closely with Sales, Product, Marketing, Customer Success, Legal, and Finance.

Key Responsibilities:

• Develop and execute the end-to-end d’Local Global Partnership strategy.
• Identify, engage, and establish meaningful partnerships to extend d’Locals ecosystem.
• Manage and oversee the Partnership team, fostering a collaborative and results-driven work environment.
• Monitor and evaluate the performance of existing partnerships, identifying opportunities for improvement and growth.
• Stay informed about industry trends and competitor activities to identify potential partnership opportunities.
• Represent d’Local in industry events, conferences, and meetings to build and maintain relationships with key stakeholders.
• Ensure compliance with legal and regulatory requirements in partnership agreements.
• Drive continuous improvement initiatives to enhance partnership management processes.

Qualifications:

• 7+ years of overall experience in partnerships or business development with BA/BS required, MBA preferred.
• Proven experience in partnership development, negotiation, and strategic collaboration, with knowledge of the financial and contractual aspects of partnerships.
• An established network across the payments industry.
• Strong understanding of the payments industry and fintech.
• Excellent communication, interpersonal, and negotiation skills.
• Proficiency in partnership management tools and business software.
• Ability to manage multiple priorities and meet deadlines in a fast-paced environment.
• Experience in leading and managing a team.