Partnership Manager

Ottimate

1d•Remote

About The Position

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. Your Responsibilities: 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:

Requirements

Proven experience owning partnerships or alliances as an individual contributor, with measurable business outcomes.
Comfort operating independently while managing multiple strategic initiatives in parallel.
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.
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.
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.
Bias toward action, ownership, and results in fast-moving environments.
Comfortable navigating ambiguity and building structure where none exists.

Nice To Haves

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.

Responsibilities

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.
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.
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.
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.
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.
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.

Benefits

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.