Partnership Account Management Senior Manager

Enova; Denver (CO); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Hybrid work schedule Tue–Thu in office

Health, dental, vision insurance

PTO & paid holidays

Sabbatical program

Summer hours

Paid parental leave

DEI groups at Enova

Employee recognition program

Charitable matching & volunteer day

401(k) matching & Roth option

Job summary

Enova is seeking a Senior Manager of Partnership Account Management to own the full lifecycle of live partner relationships, from go-live through expansion, tier upgrades, and renewals. You will lead the SP Account Management team and act as the senior commercial contact for top accounts, balancing strategy with hands-on relationship management.

Expect to spend ~60% on account strategy, playbook development, and leadership, and ~40% on direct partner engagement.

Qualifications

• 6-10+ years in account management, partner success or strategic partnerships with revenue growth in an existing book.
• Credible with a partner’s VP or CFO and a team multiplier trusted by multiple functions.

Responsibilities

• Directly manage SP Account management function and serve as senior commercial contact for top live accounts.
• Lead and develop the Account Management team; set priorities and coaching on expansion conversations.
• Build the Partner Growth Playbook and conduct 90-day ramp plans for new partners.
• Run the QBR program and Partner Health Scorecard with intervention protocols.
• Drive upsell/cross-sell and coordinate co-marketing with SP Marketing.
• Own onboarding from contract to go-live with a 30/60/90-day ramp plan.
• Be the voice of the partner to Product, Marketing, and leadership and forecast originations.

Skills

Account management

Partner success

Revenue growth

Senior stakeholder communication

Leadership

Job description

• The Senior Manager of Partnership Account Management owns the full lifecycle of OnDeck’s live partner relationships - from go-live through expansion, tier upgrade, and renewal
• Reporting to the Direct P&L Head, this role is the operational engine of the Strategic Partners (SP) channel’s revenue retention and growth
• You will directly manage the SP Account management function and serve as the senior commercial point of contact for the highest-value and highest-complexity live accounts. You are expected to spend approximately 60% of your time on account management strategy, playbook development, and team leadership and 40% directly engaged with key partner relationships
• This is a player-coach role with a clear mandate: build the system first, then run it. The SP channel will scale to 10, 20, 50 live partners. The Senior Manager is building the infrastructure that makes that scale manageable and profitable
• Lead and develop the Account Management team: Set priorities, run weekly account health reviews, coach on expansion conversations, and define the team’s operating cadence and performance standards. Build the hiring and onboarding plan for future AMs
• Build and own the Partner Growth Playbook: Within 90 days, audit every live partner (actual vs. potential volume) and produce a tiered framework of sequenced actions to close the gap across volume, product tier, integration depth and co-marketing
• Run the QBR program and Partner Health Scorecard: Standardize QBRs, track post-meeting actions, and maintain a living scorecard with green/yellow/red intervention protocols so underperformance is caught early
• Drive upsell and cross-sell: For example, moving Marketplace partners to White Label or adding Term Loan alongside LOC. Report quarterly on incremental volume, tier upgrades and NRR
• Manage senior relationships: Be the commercial lead for the top 20-30% of partners. Present expansion proposals as business cases, lead renewals starting 90+ days out, and coordinate co-marketing with SP Marketing
• Own onboarding: Run partner launch from contract to go-live, with a documented 30/60/90-day ramp plan agreed at signing
• Be the voice of the partner: Turn account feedback into clear asks for Product, Marketing and leadership, and deliver accurate account-level origination forecasts
• How success is measured: NRR, origination volume vs. target, tier upgrade rate, QBR completion and action close rate, time-to-live for new partners, scorecard coverage, co-marketing volume, and AM team retention and performance

Benefits

• Our hybrid roles require in-office work Tuesday through Thursday, with remote flexibility on Mondays and Fridays. This schedule fosters collaboration, team connection, and strategic planning, enhancing communication and effectiveness to drive results
• Health, dental, and vision insurance including mental health benefits
• PTO & paid holidays off
• Sabbatical program (for eligible roles)
• Summer hours (for eligible roles)
• Paid parental leave
• DEI groups (B.L.A.C.K. @ Enova, HOLA @ Enova, Women @ Enova, Pride @ Enova, South Asians @ Enova, APEX @ Enova, and Parents @ Enova)
• Employee recognition and rewards program
• Charitable matching and a paid volunteer day…Plus so much more!
• 401(k) matching plus a roth option

• A background that blends account management and new business development
• You are credible with a partner’s VP or CFO, and you are a team multiplier whom Product, Marketing, S&O, Analytics and Finance trust
• 6-10+ years in account management, partner success or strategic partnerships, with a record of growing revenue in an existing book
• Strong commercial instincts and the ability to present business cases to senior partner stakeholders
• Comfort building from scratch, since you will write the first version of the playbook
• Experience managing or coaching account managers (formal direct reports preferred)
• Experience building or owning an account growth framework, expansion playbook or QBR program, with evidence of its impact
• You are a growth architect who can spot the sequenced steps to close a partner’s gap, a systems builder who creates the playbook before you need it, and a data-first operator who is never surprised by a number
• Fintech, SaaS or payments experience
• Embedded finance, white-label lending or API-driven financial product experience
• Familiarity with vertical SaaS, ERP, accounting, payroll or payments ecosystems
• Experience with revenue-share or performance-based structures
• Understanding of SMB lending economics