Head of Partnerships

Middesk
San Francisco, New York
Workplace: HybridFull timeUSD 220,426 - 259,325 annuallyFunction: Business Development & PartnershipsExperience: 5+ yearsSkills: ["Data-driven prioritization","Negotiation","Leadership","Relationship management","Coaching"]

Own and evolve the partnerships function as a predictable, accelerating growth engine for Middesk. Lead a team across co-selling and reseller deepening, proactively sourcing partner-influenced pipeline, and building new partner types such as SIs, referral partners, and AI-native/agentic platforms. Embed partner strategy across GTM motions with Sales and RevOps, align rules of engagement, scale partner operations, and represent partner needs in the product roadmap.

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FursaFursa
Middesk
Middesk
3 days ago

Head of Partnerships

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Last checked: 6 hours agoStatus: Live

Job Summary

Own and evolve the partnerships function as a predictable, accelerating growth engine for Middesk. Lead a team across co-selling and reseller deepening, proactively sourcing partner-influenced pipeline, and building new partner types such as SIs, referral partners, and AI-native/agentic platforms. Embed partner strategy across GTM motions with Sales and RevOps, align rules of engagement, scale partner operations, and represent partner needs in the product roadmap.
Location: San Francisco, New York
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Sr. Director level

Key Responsibilities

  • •Turn largest partners from resellers into genuine co-sell partners with shared planning, deal visibility, and joint go-to-market motions.
  • •Convert partner relationships into proactively sourced pipeline via programs, incentives, and tracking for named-account referrals.
  • •Identify, prioritize, and launch next-generation partner types (e.g., referral partners, AI-native/agentic platforms, adjacent verticals) and build enablement/onboarding to accelerate time to revenue.
  • •Coordinate with Sales leadership and RevOps on rules of engagement (co-selling, deal ownership/registration, credit alignment, escalation) and integrate partner input into territory planning, pipeline generation, product launches, and deal strategy.
  • •Grow and develop the partnerships team and work with RevOps to build scalable partner operations, systems, processes, and reporting for channel performance visibility.

Pay and Benefits

Salary: USD 220,426 - 259,325 annually
Equity and Bonus:Equity

Key Requirements

  • •5+ years leading partnerships at a technology company across multiple partner archetypes (e.g., embedded/platform, data, referral, reseller/SI).
  • •Direct experience in financial services or fintech and established relationships across the partner ecosystem.
  • •Built a referral or co-sell motion from a low base, including emerging categories like AI-native platforms.
  • •Success managing complex senior-level enterprise/platform partnerships and negotiating co-sell/joint GTM agreements beyond transactional reseller terms.
  • •Technical fluency to engage partner product/engineering teams for API-driven or usage/data-licensing products, and experience hiring/developing partnerships talent.
Experience:5+ yearsFintechFinancial services
Skills:Data-driven prioritizationNegotiationLeadershipRelationship managementCoaching
Tech Stack:APIAPI integrations

Company Brief

Middesk
Provides B2B identity verification and business data infrastructure to help companies onboard, verify, and risk-assess businesses and their owners through APIs and workflow tools.
Industry: Fintech Infrastructure
Company Size: Medium (51 to 250 employees)
Growth: Growth Stage Startup
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2018
WebsiteLinkedIn