Summary

We’re looking for a Partnerships Lead to build and scale the partnerships that directly drive our next phase of growth. You’ll own a portfolio of ecosystem, channel, and referral partners that expand our reach, deepen product adoption, and strengthen our network effects.

You’ll be the single point of accountability for partner pipeline, performance, and health – turning strong inbound interest and ecosystem momentum into a deliberate, repeatable go-to-market motion. You’ll work closely with GTM, Sales, and Product leadership to identify the right partners and turn those relationships into measurable revenue and adoption.

What You’ll Do

1. Set the partnerships GTM strategy: Define which partner types we prioritize, where we play, and how partnerships support our growth plan
2. Define and track success metrics: Establish KPIs and reporting for partner performance across pipeline, revenue contribution, and adoption
3. Build a focused partner portfolio: Identify, select, and manage a high-impact set of ecosystem, channel, and referral partners aligned to our priorities
4. Source and close new partners: Find, negotiate, and sign ecosystem players that drive adoption and network effects
5. Grow distribution and referral channels: Develop and deepen relationships with referral, reseller, and channel partners that open new markets and harder-to-reach segments
6. Design winning partner plays: Create clear joint value propositions and sales plays, and enable internal and partner teams to execute them effectively
7. Lead co-marketing and co-selling: Drive campaigns, content, and co-selling motions with partners together with Sales and Marketing to generate and close opportunities
8. Continuously optimize the motion: Analyze partner performance, make data-informed recommendations, and collaborate with Product, Engineering, and leadership to double down on what works

You’re a Good Fit if You Have

1. 5+ years in partnerships, business development, or sales roles
2. Experience in crypto, fintech, or financial services, or strong familiarity with payment companies, exchanges, custodians, banks, or infrastructure providers
3. A proven track record of sourcing, closing, and scaling GTM partnerships that drive revenue, distribution, or network growth
4. Strong relationship-building skills and executive presence: you can work credibly with senior external stakeholders and collaborate effectively across GTM, Product, and Engineering
5. An operator’s mindset: you’re comfortable with ambiguity, build structure where none exists (playbooks, processes, metrics), and reliably close the loop from idea → execution → result.
6. Analytical and outcome-oriented: you’re comfortable with pipeline and performance data, and you set clear success metrics for partnerships

Nice to Have

1. Experience leading partnerships for network businesses
2. Experience in startups taking new products or motions from 0 → 1 → 1000

Skills

• Business Development
• Business Relation
• Communications Skills
• Leadership
• Strategic Thinking
• Team Collaboration