Head of Partnerships

About Middesk

Our goal is to make it easier for businesses to work together. Since 2018, we have been a leading disruptor in the business identity market. While consumer identity technology has seen significant modernization and digitization over the past decade, business identity and verification largely continues to be a manual process, specifically in the context of onboarding businesses to receive access to financial products and services. Our best-in-class business identity platform provides access to complete, up-to-date information that financial services institutions and fintechs need to make educated decisions about their customers and facilitate rapid onboarding and transacting. Our vision is that every company can instantly gain access to all the data, products, and services they need to establish and grow their business with ease. Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal.

The role

As the Head of Partnerships at Middesk, you will oversee our partnership programs and team. Your mission will be to develop and implement a long-term strategy to scale our partnership function, delivering an exceptional experience across all segments that drives mutual growth for both our partners and Middesk. You will lead efforts to build long-term, strategic partnerships with key systems integrators and platform partners. Your focus will be on maximizing product adoption and revenue growth via the partner channel. This will include  shaping our product roadmap, implementing systems and processes to scale our partner operations, all whilst building and developing an exceptionally high-performing team.

What You'll Do:  

• Drive sales, product usage, adoption, and revenue growth across our partnership base by creating scalable, win-win solutions that highlight the value of Middesk’s offerings.

• Build deep, mutually beneficial relationships with partners by understanding their business needs and helping them achieve long-term success through implementing Middesk. Handle and de-escalate challenging partner situations, turning them into opportunities to strengthen trust and commitment to Middesk.

• Grow and develop the team to deliver exceptional partner experiences, ensuring industry-leading service across all segments.

• Collaborate effectively across GTM and product teams to deliver an outstanding partner experience.

• Advocate for our partners within Middesk, influencing the product roadmap to meet the evolving needs of current and future partners.

• Implement systems and processes for partner operations, including onboarding, marketing, enablement, and support, to drive efficiency and scalability.

What We’re Looking For:

• 5+ years of leadership experience in partnerships at a technology company, including working with system integrators.

• Proven track record in hiring, onboarding, and developing talent within partnerships in high-growth environments.

• Expertise in scaling enterprise-level partnerships in sales-led organizations, with a strong emphasis on partner satisfaction and growth.

• Success in managing complex relationships with large enterprise customers in fintech or financial services, including senior-level negotiation, influence, and driving land-and-expand strategies.

• Experience selling technical solutions to partners, particularly within a usage/volume-based model, with the ability to engage on technical topics.

• Strong data-driven approach to identifying growth opportunities and driving business outcomes across all partner segments.

• Extensive collaboration with sales, product, and marketing teams to enhance partner engagement and fuel growth.

 Nice to Haves:

• Experience with data, identity, or risk products: Familiarity with these product areas and a strong understanding of their unique customer needs.