Partnership Manager

Ottimate is an AI-powered AP [Accounts Payable] automation platform that empowers finance teams to reduce costs, prevent overpayments, detect fraud, and enforce policy compliance across the entire invoice-to-payment lifecycle.

• Partnership Strategy & Execution:
• Co-develop and own the partnership strategy aligned with company objectives and growth priorities in your specific ecosystem.
• Identify, evaluate, and prioritize strategic partners that expand market access and unlock new revenue opportunities.
• Lead partnership discussions end-to-end, including discovery, negotiation, structuring, and execution of agreements.
• Relationship Ownership:
• Build and manage executive-level relationships with key partners, serving as the primary point of contact and trusted advisor.
• Own the full lifecycle of partnerships, from onboarding and enablement through long-term partner management.
• Act as the escalation point for strategic partner issues while proactively identifying opportunities for expansion.
• Cross-Functional Influence:
• Work closely with Sales, Marketing, Product, Legal, and Customer Success to align on joint initiatives and ensure successful execution.
• Influence internal stakeholders without formal authority, driving alignment and momentum across teams.
• Translate partner feedback into actionable insights that inform product direction and go-to-market strategy.
• Pipeline & Revenue Impact:
• Drive measurable pipeline and revenue through partner resellers, partner referrals and partner-influenced opportunities.
• Support co-selling motions with internal sales teams, helping partners position joint value propositions effectively.
• Performance Measurement & Optimization:
• Know and work towards your success metrics and track performance against goals, pipeline, and ROI.
• Continuously refine partnership models, playbooks, and processes to improve efficiency and scalability.
• Market & Brand Presence
• Represent the company externally at partner meetings, industry events, and ecosystem forums.
• Stay close to market trends, competitive dynamics, and partner needs to inform ongoing strategy.

We’re looking for a highly driven, strategic individual contributor who thrives on ownership and impact. The ideal candidate will demonstrate:

• Strong Partnership Management Experience
• Proven experience owning partnerships or alliances as an individual contributor, with measurable business outcomes.
• Comfort operating independently while managing multiple strategic initiatives in parallel.
• Strong Partnership & Commercial Acumen
• A track record of building and scaling partnerships that drive pipeline, revenue, or strategic market expansion.
• Experience negotiating complex partnership agreements and navigating multi-stakeholder environments.
• Strategic & Analytical Thinking
• Ability to assess markets, identify high-value partner opportunities, and translate insights into action.
• Data-driven mindset with experience defining metrics, tracking results, and iterating based on performance.
• Influence Without Authority
• Exceptional communication and relationship-building skills, with the ability to influence across teams and levels.
• Strong executive presence and confidence engaging with senior leaders, both internally and externally.
• Execution-Oriented & Adaptable
• Bias toward action, ownership, and results in fast-moving environments.
• Comfortable navigating ambiguity and building structure where none exists.
• Bonus Attributes
• Experience across multiple partner types (e.g., technology, channel, strategic alliances).
• Familiarity with CRM systems and partnership management tools.
• Passion for ecosystem-led growth and building scalable partnership programs.

We care deeply about making Ottimate an incredible place to work and invest a significant amount of time and energy into creating and maintaining a company culture that provides our team with a generous level of support whilst inspiring them to do their best work.

The specific benefits/perks we offer are continually evolving, but currently include:

• Compensation: $140,000-165,000 base (Includes bonus structure)
• Work from home in an energetic remote-first environment that supports flexible working hours and understands work-life balance.
• Competitive salary based on skills & experience.
• Medical, Dental, Vision and other Company-Subsidized Benefits for you and your family.
• Employer sponsored 401(k) with company match.
• Paid Time Off (and the encouragement to use it).
• Annual company retreats.
• Promote from within philosophy.

• You will be part of a growing team, at a pinnacle moment of scale for the business, and experience the excitement of working in a startup where each action makes a huge difference.
• You will have the agency to solve difficult problems creatively, the freedom to explore work that inspires you, and infrastructure to ensure you're constantly challenged and developing.
• You will work with sharp, passionate teammates solving some of the most unique challenges and positioning our product as a premier finance automation solution.
• Our commitment to empowering a diverse and inclusive workforce, celebrating differences, and creating a safe space for our employees to bring their whole selves to work is second to none.
• We are transforming entire industries using innovative technology including Artificial Intelligence, Payment Tech, and Neural Networks.
• Our leaders lead with a people-first approach; inspiring excellence, nurturing ideas, and finding creative ways to eliminate obstacles for cultivating growth.
• We truly love what we do and who we do it with - and we think you will too!