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Middesk is building the data and intelligence infrastructure that helps businesses work together with confidence. The company provides a comprehensive platform for business verification, identity confirmation, and risk management, used by over 700 banks and fintechs. In 2025, Middesk verified more than 7 million companies and expanded into business formation, registration, and compliance management, supporting 50,000+ companies. Backed by Sequoia Capital, Accel, Insight Partners, and Canapi, Middesk is a Forbes Fintech 50 company.
As Head of Partnerships, you will own and evolve the partnership function—a channel that currently directly or indirectly influences one-third of Middesk's revenue. Your mandate is to build on this foundation and transform partnerships into a predictable, accelerating growth engine.
You will lead a team on two fronts: (1) deepening the largest reseller relationships by converting them from revenue engines into active demand-generation and co-selling partnerships with joint account mapping, shared deal visibility, and joint go-to-market motions; and (2) building new partnership types including systems integrators, referral partners, AI-native platforms, and adjacent verticals to extend reach into underserved segments.
Key responsibilities include converting largest partners into genuine co-sell partners with proactive pipeline sourcing, growing integration breadth and enablement across strategic partnerships, identifying and standing up new partner types and verticals, embedding partner strategy across go-to-market (territory planning, pipeline generation, product launches, competitive strategy), defining clear rules of engagement with Sales leadership and RevOps, making partners a considered input to product roadmap decisions, and building and developing the partnerships team with clear ownership structures.
You will have executive sponsorship, an established partner base to build from, and latitude to define what this function becomes at the company's next stage.
REQUIREMENTS:
- 5+ years leading partnerships at a technology company, ideally with experience across multiple partner archetypes (embedded/platform partnerships, data partnerships, referral partnerships, traditional reseller/systems-integrator relationships)
- Direct experience in financial services or fintech with established relationships across the partner ecosystem Middesk operates in
- Track record of building a referral or co-sell motion from a low base, including in emerging or unproven categories such as AI-native platforms
- Success managing complex, senior-level relationships with large enterprise and platform partners, with negotiating skill to move partners from transactional reseller agreements to joint go-to-market partnerships
- Experience selling or partnering around technical, API-driven, or usage and data-licensing products, with technical fluency to engage partner product and engineering teams credibly on integration scope
- Data-driven approach to prioritizing growth opportunities, with clear point of view on how partner-sourced and partner-influenced revenue should be measured differently
- Experience identifying and launching partnerships in emerging or unproven categories, with comfort operating in build-from-zero mode
- Track record of hiring, developing, and retaining partnerships talent at a growth-stage company
