Partnerships Manager UK/EU

What You Will Be Doing:

• Own revenue from the partner channel. Hit and exceed partner-sourced ARR and pipeline targets across your territory. Build, manage and forecast a revenue plan for key resellers, referral partners and strategic alliances.
• Acquire and activate high-value partners. Identify, prioritise and sign new partners that can resell or refer [Employer hidden] at scale. Own structured outreach initiatives (inbound, outbound, events, LinkedIn, networks) to create a healthy pipeline of partner opportunities.
• Grow existing partners. Turn signed partners into consistent producers by driving enablement, joint GTM and opportunity reviews. Plan and execute joint marketing and sales plays (webinars, events, campaigns, case studies) that generate qualified opportunities for [Employer hidden].
• Own the deal cycle with/through partners. Co-sell with partners’ sales teams: qualify, shape and progress opportunities through to close. Negotiate commercial and contractual terms that work for [Employer hidden] and the partner, ensuring a smooth and fast onboarding journey.
• Collaborate internally to scale the channel. Work closely with teams across Sales, Marketing, Product, Tech and Customer Success to build repeatable motions for reseller and referral partners. Provide structured feedback on partner and market needs to help influence product roadmap and GTM strategy at [Employer hidden].

About You:

• 5+ years in partnerships / channel / alliances roles in B2B tech or SaaS, with clear revenue ownership (quota, sourced ARR, or influenced ARR).
• Proven experience signing, enabling and growing reseller and/or referral partners; ideally in compliance, KYC, fintech, payments, issuing-as-a-service, BaaS, or related ecosystems.
• Crypto / Web3 / DeFi network and experience is a strong plus.
• Domain knowledge in KYC / KYB / AML / fraud or adjacent compliance fields is highly preferred.
• Strong analytical skills: you know how to size your markets, prioritise partners and execute a focused territory plan.
• Excellent commercial acumen; you are comfortable discussing pricing, margins, commercial models and ROI with senior stakeholders.
• Outstanding relationship-building and communication skills; credible with C-level executives and partner sales teams.
• Fluent in English; German language is a plus.
• A “learn-it-all”, hands-on, target-driven mindset; you’re comfortable hunting, closing and then scaling.

What We Offer:

• Remote-first, trust-based culture. Work from the place that works best for you. No mandatory office days, no attendance trackers. In some locations, we provide offices or coworking spaces, but the choice is yours.
• True flexibility. We do not fix you to a 9-to-5 schedule. You can adjust your working hours when needed, as long as your day stays productive and in sync with the team.
• Extra time off. Your birthday is a holiday here. Add to that 10 personal days each year, seven sick days without paperwork, and extra time to enjoy Christmas and New Year. Time to rest is part of the deal.
• Work that matters. Our mission is to build a digital world that is secure, accessible and inclusive for everyone. From fighting fraud to making online services easier and safer to use, your work will have a real impact on how people experience trust online.
• Compensation. We offer fair and transparent pay, benchmarked to the market.
• Truly global. We work across continents and time zones, with teammates and customers from all over the world. You will run campaigns that cross borders, cultures, and languages, and see your ideas land worldwide.
• Growth built in. Clear goals, open feedback and personal development plans. We support your progress with learning opportunities and by covering role-specific events, from design conferences to marketing forums.
• Team offsites. Sometimes just Slack is not enough. That is why we meet in person a few times a year. Trips are fully covered, so you can meet, collaborate, and recharge together.
• Getting you set up. We make sure you have access to the tools and hardware you need to do your work well.
• Friendly by design. Our logo is a dog for a reason. We keep things human, open and kind. We welcome individuality, quirks and different perspectives, because that is what makes our work smarter and more fun.