Partner Manager

Middesk; New York, San Francisco (NY, CA); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Middesk is seeking a senior Partner Manager to own and grow a portfolio of strategic fintech and B2B partner relationships. You will be the primary owner from executive alignment to commercial terms and day-to-day collaboration to land shared customers.

You’ll drive joint growth by setting targets, coordinating with Sales, Marketing, Product, and Customer Success, and negotiating expansions and renewals to maximize value for Middesk and its partners.

Qualifications

• 5+ years in partnerships, account management, strategic sales or similar customer-facing growth role, ideally in B2B SaaS, fintech, or regulated space.
• Proven track record of growing revenue within existing partners or accounts, including expansions and renewals.
• Strong commercial instincts: size opportunities, build business cases, negotiate terms.
• Comfortable with API-based products and with discussions involving partner product/engineering teams.
• Able to influence across large organizations, with executives and operators.
• Data-driven: use metrics to set priorities and hold partners accountable.
• Own outcomes end to end in a small team.
• Nice to have KYB/KYC, fraud, risk or compliance product experience.

Responsibilities

• Own and grow a portfolio of strategic partners, managing revenue and relationship health with multi-threaded collaboration across business, product, and executives.
• Build and run joint growth plans with revenue/use targets, and identify whitespace opportunities.
• Grow usage across shared customer bases by coordinating with Marketing and partner teams on campaigns and enablement.
• Run the co-sell motion with AEs and SEs, following engagement rules and targeting the right deals early.
• Lead commercial conversations: expansions, pricing and renewals to maximize joint value.
• Bring partner insights back to Middesk to shape roadmap and integrations.
• Own and improve the partner playbook with account planning, QBRs, enablement, and performance tracking.

Skills

Partnerships

Account management

Strategic sales

B2B SaaS

Fintech

Regulated space

Job description

About Middesk:

Middesk is building the data and intelligence infrastructure that helps businesses work together with confidence. We started by creating a comprehensive platform for understanding businesses, bringing together authoritative and proprietary data to help customers verify business identities, onboard customers faster, and manage risk throughout the customer lifecycle.

Today, Middesk is used by more than 700 banks and fintechs, and in 2025 we verified more than 7 million companies. We've also expanded beyond business verification to help companies form, register, manage, and maintain their businesses, supporting more than 50,000 companies in setting up over 100,000 accounts required to hire employees, run payroll, and stay compliant.

Middesk came out of Y Combinator, and is backed by Sequoia Capital, Accel, Insight Partners, and Canapi. We're proud to be named on the Forbes Fintech 50 and Best Startup Employers lists.

About the role

We're looking for a senior Partner Manager to own and grow a portfolio of Middesk's most strategic partners. These are fintech and B2B platforms (identity, risk, fraud and onboarding providers) that embed, resell or refer Middesk to their customers. Partnerships influence a meaningful share of Middesk's revenue, and this role is responsible for growing it.

You'll be the main owner of each partner relationship, from executive alignment through to the commercial terms and the day-to-day work of getting shared customers live. That means growing usage across partners' customer bases, running a real co-sell motion with our sales team, and structuring partnerships so both sides are invested in growing together. You'll join a small team and work closely with Sales, Marketing, Product, Solutions Engineering and Customer Success.

We follow a hybrid work model, and this role is expected in our SF or NYC office 3 days per week. Candidates should be within commuting distance.

What you'll do

• Own and grow a portfolio of strategic partners. You're accountable for both the revenue these partners drive and the health of each relationship. Be the primary owner across business, product and executive stakeholders, and keep each partnership multi-threaded so it keeps growing.




• Build and run joint growth plans. Set revenue and usage targets with each partner, find the whitespace in their customer base, and turn it into a clear plan you track and report on.




• Grow usage across shared customers. Work with Marketing and the partner's team on campaigns and enablement that get more of their customers live on Middesk and using more of our products.




• Run the co-sell motion. Work with AEs and SEs on partner-sourced and partner-influenced deals, following our co-selling rules of engagement, and help partners bring us into the right deals early.




• Lead commercial conversations. Negotiate expansions, pricing and renewals. Sell the full value of Middesk, and structure gives-and-gets that reward growth on both sides.




• Bring partner insight back to Middesk. Share what partners and their customers need with Product, and help shape roadmap and integration priorities.




• Own and improve the partner playbook. Run account planning, QBRs, enablement and performance tracking, and improve them as the function scales.

About you

• 5+ years in partnerships, account management, strategic sales or a similar customer-facing growth role, ideally in B2B SaaS, fintech, or another complex or regulated space.




• A track record of growing revenue within existing partners or accounts, including expansions and renewals.




• Strong commercial instincts. You can size an opportunity, build a business case, and negotiate terms that hold up.




• Comfortable with technical, API-based products and with conversations involving partners' product and engineering teams.




• Able to build influence across large organizations, with both executives and operators.




• Data-driven. You use metrics to set priorities and hold yourself and partners accountable.




• You enjoy owning outcomes end to end and building in a small team.




• Nice to have: experience with KYB, KYC, fraud, risk or compliance products.