Law Firm & Accounting Partnerships Lead

Rho•San Francisco, CA

11h•$150,000 - $200,000

About The Position

Rho is seeking a Law Firm & Accounting Partnerships Lead to build and own referral partnerships with startup law firms and accounting, bookkeeping, and outsourced CFO firms. The role covers channel strategy, partner sourcing and negotiation, launch and enablement, and revenue generation. It is a builder and quota-carrying role: the lead will develop early relationships into a repeatable channel with a named partner roster, an effective referral motion, and reliable reporting. The lead will define channel segments and target firms, prioritize investments across firms, geographies, and practice groups, establish partner tiers and value exchanges, and own channel performance. The role also involves developing and activating partnerships, enabling partner teams, coordinating co-marketing, managing partner reviews, and working with internal teams to improve the referred-client experience and product fit. The lead will establish operational infrastructure and document processes so the channel can scale. The position is based in the Bay Area and requires approximately 25–35% travel. Compensation is $150,000–$200,000 OTE, with equity, health, dental, vision, 401(k), and other benefits included.

Requirements

At least 5 years of experience in partnerships, channel, or a closing sales role.
Experience ideally at a fintech, B2B SaaS, or professional services platform selling into or through advisors.
A track record of carrying and achieving a number, with comfort working to a quota tied to partner-sourced revenue.
Experience building a program or channel from scratch.
Ability to build credibility with professionals and discuss their business needs with managing partners.
Strong commercial judgment, including deal structuring, negotiation, and knowing when to walk away.
Excellent written and verbal communication skills, including presenting to executives and writing effective partner communications.
Data-driven approach to measuring channel performance and reallocating effort accordingly.
Ability to work in ambiguity, move quickly, and create playbooks without relying on an existing one.
Based in the Bay Area and willing to travel approximately 25–35%.

Nice To Haves

An existing network among startup law firms and/or accounting, bookkeeping, and outsourced CFO firms.
Background in accounting or law, such as a CPA, JD, or experience working inside a firm.
Experience launching a partner program at a fintech or spend management company.
Familiarity with the startup ecosystem, including VCs, accelerators, formation platforms, and fund administrators.
Experience with partner CRM or PRM tools and referral attribution.

Responsibilities

Define segmentation and target lists for startup-focused law firms and accounting, bookkeeping, and outsourced CFO firms.
Build the business case for channel investments, including prioritizing firms, geographies, and practice groups that produce qualified referrals.
Set partner tiers and the value exchange at each tier, including co-marketing, dedicated support, revenue share, and product access.
Own channel performance, including sourced pipeline, referred accounts, funded accounts, and revenue contribution.
Prospect, pitch, and close new law firm and accounting firm partnerships.
Build relationships with stakeholders within partner firms, including managing partners, practice group leads, business development teams, associates, and staff.
Structure and negotiate partnership terms in collaboration with Legal and Finance.
Represent Rho at conferences, bar association events, CPA gatherings, and founder dinners; travel to major tech hubs.
Onboard and enable partners so their teams know when and how to introduce Rho to clients.
Build co-marketing programs with Marketing, such as webinars, CPE-eligible content, perk pages, newsletters, and joint events.
Run monthly and quarterly business reviews with top partners against shared goals, and discontinue partnerships that do not produce.
Work with Sales, Onboarding, Support, and Product to provide referred clients with a white-glove handoff.
Provide Product with structured feedback on partner needs, including multi-entity views, advisor access, close workflows, and integrations.
Work with Sales leadership to ensure channel-sourced deals are worked, tracked, and credited clearly.
Establish partner CRM processes, referral attribution, pipeline tracking, and a partner portal experience.
Document playbooks for partner onboarding, referral handoff, enablement, and event workflows.
Provide leadership with regular reporting on channel-sourced pipeline and revenue.