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Pennylane is a high-growth French fintech (raised €350M from top-tier investors including Sequoia) building financial management and accounting software for European SMEs and accounting firms. The company has grown from 7 founders to 1,000+ employees across 25 countries in 5 years, with 1M+ SMEs and 6,000+ accounting firms using the platform.
You will lead the development of a portfolio of integrator partners, driving growth from strategy through execution. This is a field-intensive role requiring regular travel across France to partner locations, events, and team meetings. Your responsibilities span account strategy, sales acceleration, team enablement, and internal cross-functional collaboration.
Key responsibilities:
1. Build and deploy partner growth plans: understand each integrator's business model, economics, and potential; co-create ambitious account plans with leadership and sales teams; identify tailored growth levers (park development, new projects, campaigns, joint events); mobilize internal sponsors and field teams to embed partnerships into commercial and operational practices.
2. Drive Resell and Cosell business: build trusted relationships with partner decision-makers, sales teams, and consultants; manage Resell/Cosell pipeline quality and forecast reliability; help partners qualify needs and structure opportunities; coordinate with Account Executives on shared sales cycles; detect and resolve risks; accelerate relevant opportunities to close.
3. Develop partner customer base and opportunities: identify priority customer segments and use cases with partners; build action plans to equip or migrate existing customers; help organize prospecting, qualification, and project tracking; participate in customer meetings, demos, and events as needed; track impact and capitalize on high-performing approaches.
4. Train and build partner team autonomy: master Pennylane's value proposition and key use cases to deliver compelling demos; train partner sales teams on value-based selling beyond features; help consultants and operations teams understand deployment success conditions; prepare partners for key meetings and commercial moments; adapt coaching to team profiles and maturity levels.
5. Maintain field presence and relationship continuity: ensure regular physical presence with priority partners during activity reviews, leadership meetings, and commercial actions; prepare and run partnership reviews that drive decisions and clear next steps; build a network of contacts beyond the primary stakeholder; identify early warning signals and escalation needs; represent Pennylane with rigor, responsiveness, and transparency.
6. Collaborate internally and contribute to partnership strategy: coordinate partner plans with Account Executives, Marketing, Operations, Product, and support teams; provide precise field feedback on integrator needs, objections, market shifts, and commercial opportunities; propose marketing, sales, or product initiatives to accelerate partner growth; share best practices and wins with the team; maintain reliable CRM data and follow sales/partner processes.
Requirements:
- Confirmed experience in indirect B2B sales, partner account management, or reseller/integrator network development
- Minimum 5 years in B2B software or SaaS environments; senior-level experience preferred for managing strategic partners and complex cycles
- Ability to build and drive growth plans with C-level and operational teams
- Results-oriented commercial approach; pipeline management and analytical rigor
- Comfort with field meetings, negotiations, product presentations, and demos
- Ability to engage multiple stakeholders at partner organizations and build lasting trust
- Proactive, creative, resilient; able to drive initiatives and maintain momentum through delayed results
- Rigorous in opportunity tracking, forecasting, and CRM discipline
- Strong team collaboration across sales, marketing, product, and operations
- Fluent French; professional English proficiency
Desired strengths:
- Knowledge of accounting, finance, ERP, or SME management software solutions
- Experience with integrators, resellers, VARs, or B2B software publishers
- Understanding of software distribution ecosystems and customer deployment challenges
- Experience managing large partner accounts, park migration plans, or Resell/Cosell cycles
What Pennylane values:
- Ability to quickly build trust and credibility with leadership and field teams
- Preference for partner proximity and converting it into measurable commercial action
- Balance of strategic account vision with daily operational execution
- Autonomy, coachability, and generosity in sharing learnings with the team
- Desire to grow a legacy partner network while evolving practices
