Partner Manager - New Partner Acquisitions

About Middesk

Middesk makes it easier for businesses to work together. Since 2018, we’ve been transforming business identity verification, replacing slow, manual processes with seamless access to complete, up-to-date data. Our platform helps companies across industries confidently verify business identities, onboard customers faster, and reduce risk at every stage of the customer lifecycle.

Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List.

About The Role

We’re looking for a senior Partner Manager to identify, hunt and scale the next wave of high-impact partnerships at Middesk. Your primary focus will be on sourcing, negotiating, and launching new partnerships — referral-based, reseller-style, and product-embedded — with leading platforms across fintech and B2B SaaS. These partnerships are a core part of our go-to-market strategy, shaping both revenue growth and customer experience.

This is a high-impact, high-visibility role for someone who loves hunting for new opportunities, thrives in ambiguity, and wants to help define the blueprint for partnerships at a fast-growing company. You’ll join a small, foundational team and own the full lifecycle of new partnerships — from market mapping and outreach, to deal negotiation, to go-to-market execution.

We follow a hybrid work model, and for this role, there is an expectation of 3 days per week in our SF or NYC office. Candidates should be based within a commutable distance, as we believe in the value of in-person collaboration and building strong team connections while also supporting flexibility where possible.

What You’ll Do

• Hunt and Close New Partnerships: Identify, prioritize, and secure new co-selling and referral partnerships that expand Middesk’s market reach and drive net-new revenue.
• Develop a Repeatable Partner Pipeline: Build a systematic approach to outbound sourcing, qualification, and deal progression to ensure a steady flow of high-quality partner opportunities.
• Negotiate and Structure Deals: Lead negotiations across business, product, and executive stakeholders to create win-win partnerships that generate measurable business impact.
• Launch and Enable Partners: Own the go-to-market activation of new partnerships, collaborating with Sales and Marketing to drive early partner engagement and customer conversions. Collaborate Internally: Partner closely with Sales, Marketing, and Product teams to align partnership motions with broader GTM priorities and surface insights that influence roadmap and messaging.
• Shape Playbook: Define the frameworks, outreach strategies, and success metrics that will scale our business development efforts across industries.
  
  

About You

• 6+ years of experience in business development, partnerships, or strategic sales — ideally in B2B SaaS, fintech, or other complex/regulated industries.
• Proven hunter mentality with a track record of sourcing and closing net-new commercial partnerships.
• Comfortable navigating complex organizations and negotiating agreements that involve both commercial and technical elements.
• Strong commercial acumen — you know how to spot mutual value, quantify opportunity size, and build a clear business case.
• Excellent communicator who can build trust externally while aligning internal stakeholders around shared goals.
• Energized by building in a fast-moving, evolving environment; excited to define how partnerships contribute to Middesk’s growth story.