Partnerships Manager

Coastpay; New York (NY); On-site; USD 150,000 - 180,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

Flexible paid time off

Paid parental leave

Education stipend

Free lunch every Friday

Job summary

A leading B2B payment solutions provider based in New York, NY, is seeking a Partnerships Manager to own and grow revenue from its partner ecosystem. This role requires a strong relationship builder with excellent communication skills to strengthen strategic partnerships and drive revenue growth. The ideal candidate should possess 4-6 years of experience in partnerships or B2B sales, along with a proactive mindset and strong organizational skills. The company offers competitive compensation, comprehensive benefits, and a positive work environment.

Qualifications

• 4-6+ years relevant experience in partnerships or B2B sales.
• Strong relationship builder with excellent communication skills.
• High ownership mindset with proactive identification of opportunities.
• Experience in cross-functional collaboration with Sales and Marketing.

Responsibilities

• Own and grow revenue from the existing partner ecosystem.
• Strengthen relationships with strategic partners.
• Drive referral and revenue growth through consistent engagement.
• Deliver partner training and maintain enablement materials.
• Identify opportunities for deeper integrations and joint promotions.

Skills

Relationship Building

Communication Skills

Sales Enablement

Organizational Skills

Strategic Thinking

Job description

Coastis re-imagining the trillion-dollar U.S. B2B card payments infrastructure, with a focus on the country’s 500,000 commercial fleets, 40 million commercial vehicles, and many million commercial drivers. The incumbent technologies that cater to these customers are decades old, and drivers, fleets, and the merchants that serve them all increasingly demand modern digital experiences and affordable and transparent financial services products. Coast's mission is to deliver them at a transformational scale, and to improve working lives in one of the country’s biggest industry sectors. The company is backed by top fintech and mobility venture funds.

As Coast’s first Partnerships Manager, we are looking for someone to own and grow revenue from our existing partner ecosystem. You’ll strengthen relationships with strategic partners, drive sales enablement, increase referral volume, and build repeatable frameworks for how we co-sell, co-market, and integrate with partners.

You’ll report into the Director of Partnerships and work closely with Marketing, Sales, CS, and Product.

What You’ll Do

Partner Growth & Revenue Management

• Own a portfolio of partners and deepen strategic + working relationships with key stakeholders.
• Maintain a clear understanding of partner org structures, incentives, and sales motions.
• Drive referral and revenue growth through consistent engagement with partner AEs, partner managers, and leadership.
• Conduct in-person partner visits and training sessions to increase product awareness and deal flow.

Partner Enablement

• Deliver partner training, demos, and refreshers to ensure partner sales teams know how and when to recommend us.
• Build and maintain scalable partner enablement materials, playbooks, and communications.

Operational Excellence

• Lead QBRs and partner planning sessions; track KPIs and performance.
• Manage co-marketing requests and coordinate with internal teams to ensure execution.
• Improve internal processes around partner onboarding, workflows, referral submissions, and deal tracking.

Strategic Expansion

• Identify opportunities for deeper integrations, embedded workflows, and joint GTM motions.
• Collaborate with Product and Sales to articulate the value prop and shape the embedded partnership strategy.

What Success Looks Like

By 3 Months

• Strong foundational relationships with your partner portfolio, and a clear understanding of each partners business strategy as it applies to Coast and fleet overall
• Delivered several partner GTM / Sales trainings and increased awareness within partner sales teams.
• Developed QBR cadence and initial partner growth plans
• Strong understanding of the Coast product and the partner value prop, with the ability to run a clean, confident product demo.
• Demonstrable lift in referrals, revenue, or partner-led opportunities.
• Increase monthly active partners by at least 15% MoM

By 6 Months

• Proven ability to run partner motions independently end-to-end.
• Established scalable frameworks for partner enablement, onboarding, and engagement.
• Increased co-marketing activity and operational consistency.
• At least 80% of your partner portfolio has completed an updated Coast training and is contributing at least 1 new deal per month
• Partner driven revenue has increased by 100% from month 1 baseline

By 12 Months

• Material revenue impact across your portfolio; greater than $15MM ARR sourced and driven
• Increase % of company ARR originated from partnerships to 35%, supported by clear leading indicators (monthly active partners, partner-sourced pipeline, partner-led EPV)
• Deepened >3 partnerships with meaningful co-selling and embedded expansion
• Established durable partner playbooks that include onboarding, enablement, co-sell, co-market and QBR templates that future team members can implement
• Built a high-performing partner portfolio with clear partner tiering, performance management and structured approach to improving or exiting underperforming relationships
• Identified and advanced embedded/integration opportunities with priority partners

About You

• 4-6+ years relevant experience in partnerships, B2B sales, business development, consulting, or similar roles.
• Strong relationship builder with excellent communication and presentation skills.
• High ownership mindset: you proactively identify opportunities and follow through.
• Organized and process-driven; able to manage multiple partners and workstreams with clarity.
• Comfortable with in-field sales interactions, driving partner promotions, and engaging partner AEs.
• Ability to thrive in ambiguity and build structure where it doesn’t exist.
• Experience working cross-functionally across Sales, CS, Product, and Marketing.
• Willingness to travel ~20% of the time

Nice To Have

• Experience in fintech, SaaS, or channel/partner ecosystems.
• Experience with embedded partnerships, integrations, or co-selling motions.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of our total compensation package that also includes benefits, signing bonus, and equity. Pay decisions are based on a number of factors, including scope and qualifications for the role, experience level, skillset, and balancing internal equity relative to other Coast employees. We expect the majority of the candidates who are offered roles at Coast to fall healthily within the range based on these factors.

• Total compensation (salary+bonus) range: $150,000 - $180,000 annually
• Equity grant: commensurate with level determined at the discretion of the company, with meaningful potential upside given the company’s early stage

Benefits overview

• Medical, dental and vision insurance
• Flexible paid time off (vacation, personal well being, paid holidays)
• Tools to help manage your financial wellness, including webinars, access to an equity tax advisory service, and company-sponsored 401(k)
• Paid parental leave
• $400 accessories allowance (a keyboard, mouse, headphones, etc.)
• Education stipend
• Free lunch every Friday

About Coast

Coast is founded and led by Daniel Simon, who previously cofounded Bread (breadpayments.com), a leading payments and credit technology firm backed by some of the world’s top VCs which was acquired for $500MM+ in 2020.

Coast has raised $165M in total funding — our recent$40M Series B equity round was led by ICONIQ Growth with participation from Thomvest, and Synchrony. We're also backed by top fintech and mobility venture funds – including Accel, Insight Partners, Better Tomorrow Ventures, Avid Ventures, Bessemer Venture Partners, BoxGroup, Foundation Capital, Greycroft, Colle – and premier angel investors – including Max Levchin (Affirm), Josh Abramowitz (Bread), Jason Gardner (Marqeta), William Hockey (Plaid), Ryan Petersen (Flexport), and many others.

Coast is committed to diversity, equity, and inclusion. We are building a diverse and inclusive environment, so we encourage people of all backgrounds to apply. We’re an Equal Opportunity Employer and do not discriminate on the basis of race, color, gender, sexual orientation, gender identity or expression, age, religion, disability, national origin, protected veteran status, or any other status protected by applicable federal, state, or local law.

About Coast is a growing company that values inclusion and opportunity for all. We are an Equal Opportunity Employer.

This role is based in NYC. Are you currently based in NYC or the NYC Metro Area and willing to come in to the office at least 3 to 4 days a week?