Head of Partnerships

Fairlo•Stockholm, ME

3d•Hybrid

About The Position

Fairlo is evolving into a bank and is looking to establish a new growth channel through partnerships. This role will be responsible for building and scaling a partnership business, focusing initially on the Swedish market. The Head of Partnerships will identify strategic industries and companies, develop tailored financing offers, negotiate commercial agreements, and ensure a seamless customer experience. This is a foundational role with end-to-end responsibility for turning partnerships into a scalable business, requiring a blend of commercial acumen, strategic thinking, and operational execution. The role offers the opportunity to shape a new business area within an established, growing fintech company that is becoming a bank. The company is also building an AI-native approach to partnership work, aiming to leverage AI for industry mapping, business case development, and automation.

Requirements

Ability to see the big picture without needing someone else to handle the details.
Experience building and closing partnerships in the consumer credit, embedded finance, fintech, or payments industry.
Understanding that volume alone is not sufficient; product, customer experience, economics, and risk must work together.
Credibility in discussions with senior decision-makers.
Curiosity, commerciality, analytical skills, and persuasiveness.
Instinct to figure out how to make opportunities happen.
Experience from consumer lending is essential; SME or business lending experience is valuable.
A builder mentality, comfortable starting without a perfect strategy or a pre-defined playbook.
Ability to write the playbook for a new business area.

Nice To Haves

Experience from SME or business lending.

Responsibilities

Build a new way for Fairlo to grow through partnerships.
Identify the right industries, companies, and propositions where Fairlo can create genuine value in Sweden.
Turn partnership opportunities into signed agreements and ensure they work in practice.
Think about the entire business behind a partnership: who to partner with, what to offer their customers, how the credit product should work, the customer experience, pricing, and risk sharing.
Move constantly between the commercial and strategic, external and internal aspects of the business.
Work closely with the CEO to shape the proposition and commercial direction.
Sit across the table from leadership teams of potential partners.
Work with Credit on economics, Product on the customer journey, and Legal and Risk on proposition details.
Set the direction for partnerships, identifying categories and partners with the greatest potential.
Build relationships with ambitious companies and turn conversations into meaningful commercial partnerships.
Own negotiations around pricing, volumes, exclusivity, subvention, responsibilities, and risk.
Shape the financing offer in collaboration with Product and Credit.
Design how Fairlo fits naturally into the partner's customer journey.
Build a clear view of the economics of each partnership.
Lead partners through onboarding and launch, develop relationships, and find ways to strengthen them.
Ensure Fairlo and credit are always presented responsibly and transparently.
Define the technology, people, and capital needed to scale the partnership channel.
Rethink how partnership work gets done using AI for industry mapping, partner identification, business case development, and automation.