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Salary: USD 150,000 - 200,000 / annual
Rho is a modern banking platform for startups and growth-stage companies, enabling account opening, card issuance, expense management, bill payment, and financial close in one integrated platform.
You will own the Law Firm & Accounting Partnerships channel end-to-end, building a repeatable, quota-carrying referral motion. This is a builder role focused on turning early relationships into a structured, revenue-generating channel.
Key responsibilities include:
STRATEGY & PLANNING: Define segmentation and target lists for startup-focused law firms and accounting/bookkeeping/outsourced CFO firms. Build the business case for investment by geography and practice group. Set partner tiering models and value exchanges (co-marketing, revenue share, product access). Own channel metrics: sourced pipeline, referred accounts, funded accounts, and revenue contribution.
PARTNER SOURCING & CLOSING: Prospect, pitch, and close new partnerships through active hunting. Build multi-stakeholder relationships within firms (managing partners, practice leads, business development, associates). Structure and negotiate terms with Legal and Finance support. Represent Rho at industry conferences, bar associations, CPA events, and founder dinners (expect 25-35% travel to major tech hubs).
ACTIVATION & REVENUE: Transform signed partnerships into active referral sources through onboarding and enablement. Build co-marketing motions (webinars, CPE content, joint events). Run MBRs/QBRs with top partners and prune underperformers.
CROSS-FUNCTIONAL LEADERSHIP: Work with Sales, Onboarding, Support, and Product to ensure referred clients receive white-glove service. Provide structured feedback on product needs (multi-entity views, advisor access, integrations). Ensure channel-sourced deals are tracked and credited cleanly.
OPERATIONS & SCALING: Build infrastructure for scale (partner CRM, referral attribution, pipeline tracking, partner portal). Document playbooks for partner onboarding, referral handoff, and enablement. Produce regular reporting on channel performance.
You should have 5+ years in partnerships, channel, or closing sales roles, ideally in fintech, B2B SaaS, or professional services platforms. You've carried a quota and hit it. You've built programs from scratch and understand the difference between running and starting. You're credible with professionals, have strong commercial instincts, and are data-driven. You thrive in ambiguity and move fast.
Bonus: existing network in startup law or accounting firms, background as CPA/JD, fintech partner program experience, or familiarity with startup ecosystem and partner CRM tools.
