Senior Manager, Partnership Account Management (Hybrid)

Enova•Denver, CO

3d•$150,000 - $185,000•Hybrid

About The Position

The Senior Manager of Partnership Account Management owns the full lifecycle of OnDeck’s live partner relationships, from go-live through expansion, tier upgrade, and renewal. Reporting to the Direct P&L Head, the role leads the operational engine of the Strategic Partners (SP) channel’s revenue retention and growth. This is a player-coach position that directly manages the SP Account Management function and serves as the senior commercial point of contact for the highest-value and most complex live accounts. The position is expected to spend approximately 60% of its time on account management strategy, playbook development, and team leadership, and 40% directly engaged with key partner relationships. The mandate is to build the systems and infrastructure needed to manage the SP channel as it scales to 10, 20, or 50 live partners, then operate those systems to support profitable growth. Success is measured through net revenue retention (NRR), origination volume versus target, tier upgrade rate, QBR completion and action close rate, time-to-live for new partners, scorecard coverage, co-marketing volume, and Account Management team retention and performance. The role is hybrid, with in-office work Tuesday through Thursday and remote flexibility Monday and Friday. The budgeted annual salary range is $150,000 to $185,000; actual salary may fall outside this range based on qualifications, skills, experience, and level assessed. Additional compensation may include a bonus and restricted stock units.

Requirements

6–10+ years of experience in account management, partner success, or strategic partnerships, with a record of growing revenue in an existing book.
Experience building or owning an account growth framework, expansion playbook, or QBR program, with evidence of its impact.
Experience managing or coaching account managers; formal direct reports are preferred.
Strong commercial instincts and ability to present business cases to senior partner stakeholders.
Fintech, SaaS, or payments experience.
Comfort building from scratch, including writing the first version of the playbook.

Nice To Haves

Experience with embedded finance, white-label lending, or API-driven financial products.
Familiarity with vertical SaaS, ERP, accounting, payroll, or payments ecosystems.
Experience with revenue-share or performance-based structures.
Understanding of SMB lending economics.
A background combining account management and new business development.

Responsibilities

Lead and develop the Account Management team by setting priorities, conducting weekly account health reviews, coaching expansion conversations, and defining operating cadence and performance standards.
Build the hiring and onboarding plan for future Account Managers.
Create and own the Partner Growth Playbook; within 90 days, audit every live partner’s actual versus potential volume and develop a tiered, sequenced action framework addressing volume, product tier, integration depth, and co-marketing.
Run the QBR program, standardize QBRs, track follow-up actions, and maintain a Partner Health Scorecard with green/yellow/red intervention protocols.
Drive upsell and cross-sell opportunities, such as moving Marketplace partners to White Label or adding Term Loan alongside LOC.
Report quarterly on incremental volume, tier upgrades, and NRR.
Serve as commercial lead for the top 20–30% of partners, present expansion proposals as business cases, lead renewals beginning 90 or more days in advance, and coordinate co-marketing with SP Marketing.
Own partner onboarding from contract to go-live and agree on a documented 30/60/90-day ramp plan at signing.
Represent partner feedback by turning it into clear requests for Product, Marketing, and leadership, and deliver accurate account-level origination forecasts.