Senior Manager of Partnership Account Management

Enova; Chicago (IL); Hybrid; USD 120,000 - 160,000; Full time

Benefits offered by this job

Hybrid work Tue–Thu in office

Healthcare benefits

PTO & holidays

Sabbatical program

401(k) match

Job summary

Enova seeks a Senior Manager of Partnership Account Management to own the full lifecycle of live partner relationships from go-live to renewal and expansion. You will lead the SP Account management function, act as the senior commercial contact for top accounts, and balance 60% strategy with 40% partner engagement.

The role focuses on building scalable systems, playbooks, and governance to support rapid partner growth, including QBRs, health scorecards, and strategic upsell opportunities across

Qualifications

• 6-10+ years in account management, partner success or strategic partnerships with revenue growth.
• Experience writing and owning a partner growth playbook or expansion framework.
• Strong commercial instincts with ability to present business cases to senior partner stakeholders.

Responsibilities

• Lead and develop the Account Management team with hiring/onboarding plans.
• Build the Partner Growth Playbook and tiered framework for live partners.
• Run QBR program and Partner Health Scorecard with standardized actions.
• Drive upsell and cross-sell including product expansions and co-marketing.
• Own onboarding and partner go-live with a documented ramp plan.
• Be the primary commercial lead for top partners and renewals.

Skills

Account management

Growth strategy

Team leadership

Revenue acceleration

Partner relationship management

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
• Sabbatical program (for eligible roles)
• PTO & paid holidays off
• 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

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 numberYou are credible with a partner’s VP or CFO, and you are a team multiplier whom Product, Marketing, S&O, Analytics and Finance trustExperience managing or coaching account managers (formal direct reports preferred)Comfort building from scratch, since you will write the first version of the playbook6-10+ years in account management, partner success or strategic partnerships, with a record of growing revenue in an existing bookFintech, SaaS or payments experienceExperience building or owning an account growth framework, expansion playbook or QBR program, with evidence of its impactStrong commercial instincts and the ability to present business cases to senior partner stakeholdersEmbedded finance, white-label lending or API-driven financial product experienceFamiliarity with vertical SaaS, ERP, accounting, payroll or payments ecosystemsExperience with revenue-share or performance-based structuresUnderstanding of SMB lending economicsA background that blends account management and new business development