Law Firm & Accounting Partnerships Lead

Rho•San Francisco, CA

3d•$150,000 - $200,000•Onsite

About The Position

Rho is seeking a Law Firm & Accounting Partnerships Lead to manage and grow two key referral channels: startup law firms and accounting/bookkeeping/outsourced CFO firms. These advisors are crucial in shaping a company's financial stack. The role involves end-to-end ownership, from strategy and partner sourcing to negotiation, launch, enablement, and revenue generation. This is a foundational role focused on building a repeatable, quota-carrying channel with a strong partner roster and reliable reporting.

Requirements

5+ years in partnerships, channel, or a closing sales role, preferably in fintech, B2B SaaS, or professional services selling into or through advisors.
Proven track record of meeting and exceeding sales quotas, with comfort in a quota tied to partner-sourced revenue.
Experience building a program from the ground up.
Ability to engage in professional conversations with managing partners about their business.
Strong commercial instincts, including deal structuring and negotiation skills.
Excellent written and verbal communication skills, with the ability to present to executive audiences and write effective partner communications.
Data-driven approach to channel management, including performance tracking and resource reallocation.
Ability to thrive in ambiguous environments, move quickly, and develop processes.
Based in the Bay Area.
Willingness to travel approximately 25-35%.

Nice To Haves

Existing network among startup law firms and/or accounting, bookkeeping, and OCFO firms.
Background in accounting or law (CPA, JD, or experience within a firm).
Experience launching a partner program at a fintech or spend management company.
Familiarity with the startup ecosystem (VCs, accelerators, formation platforms, fund admins).
Experience with partner CRM/PRM tooling and referral attribution.

Responsibilities

Define the segmentation and target list for startup-focused law firms and accounting/bookkeeping/OCFO firms.
Build the business case for investment in specific firms, geographies, and practice groups that drive qualified referrals.
Establish a partner tiering model and define the value exchange at each tier (co-marketing, dedicated support, revenue share, product access).
Own the channel's performance metrics: sourced pipeline, referred accounts, funded accounts, and revenue contribution.
Prospect, pitch, and close new law firm and accounting firm partnerships.
Build relationships with key stakeholders within partner firms, including managing partners, practice group leads, business development, and referral-making staff.
Structure and negotiate partnership terms in collaboration with Legal and Finance departments.
Represent Rho at industry conferences, bar association events, CPA gatherings, and founder dinners.
Activate signed partnerships to ensure they become active referral sources.
Manage onboarding and enablement programs for partner teams to educate them on introducing Rho to clients.
Collaborate with the Marketing team to develop co-marketing initiatives such as webinars, CPE-eligible content, perk pages, newsletters, and joint events.
Conduct regular business reviews (MBRs/QBRs) with top partners to track shared goals and identify underperforming partners.
Ensure a seamless handoff for referred clients by working cross-functionally with Sales, Onboarding, Support, and Product teams.
Gather and relay structured feedback to the Product team regarding the needs of law firms and accounting partners (e.g., multi-entity views, advisor access, close workflows, integrations).
Partner with Sales leadership to ensure clean tracking and crediting of channel-sourced deals.
Develop and maintain the channel's operating system, including partner CRM hygiene, referral attribution, pipeline tracking, and a partner portal experience.
Document the channel playbook for partner onboarding, referral handoff, enablement, and event workflows.
Produce clear and regular reports on channel-sourced pipeline and revenue for leadership.