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Pennylane is a high-growth French fintech (€400M+ raised, 1,200+ employees, 4.9/5 Glassdoor rating) building the preferred financial management OS for European SMEs and accounting firms. The company has scaled from 7 founders to a global team across 25 countries, with 1.3M+ SMEs and 7,000+ accounting firms using the platform.
You will join the Connectivity business unit as Head of Tech Partnerships, reporting directly to the General Manager of Connectivity. This is a newly elevated leadership role overseeing the entire tech partnerships function, with two existing team members (Partner Manager and Solution Engineer) reporting to you.
Key responsibilities:
• Define and execute the tech partner strategy aligned with Connectivity and Pennylane's vision, targeting 500+ apps on the marketplace and €40–50M ARR by 2030
• Build and scale the tech partnerships team (currently 2 direct reports, growing to ~40 people) through strategic hiring
• Design and launch a comprehensive tech partner program including tiering, incentives, certifications, and benefits
• Transform tech partnerships into a revenue engine and qualified lead generator, working closely with Sales
• Position Pennylane as an ecosystem leader through partner events, community building, and marketplace presence
• Support international expansion of the integration network
• Manage partner pipeline qualification, prioritization, and relationship stewardship (inbound and outbound)
• Structure commercial agreements and track partnership-generated revenue and leads
• Implement AI and automation to reduce time-to-release, deploy self-onboarding tools (dev portal, partner portal), and streamline daily processes
• Own key KPIs: customer adoption %, MRR attributed to partners, qualified leads generated, certification rates, and active usage per connector
• Collaborate cross-functionally with Product, Marketing, and Sales on enablement, go-to-market, and adoption strategies
You bring 7+ years in Business Development, Partnerships, or Alliances (ideally in B2B SaaS scale-ups), with hands-on experience in technology alliances and API integrations. The role offers significant scope to shape a critical growth lever for a well-funded, fast-scaling fintech with strong product-market fit and international ambitions.
