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Pennylane is a high-growth French FinTech (€400M raised, backed by Sequoia) building financial management software for European SMEs and accounting firms. The company has grown from 7 founders to 1,200+ employees across 25 countries in 5 years, with 1.5M+ SMEs and 8,000+ accounting firms using the platform.
You will join the Partnerships team (part of Sales) as a Partner Technical Solution Engineer, serving as the technical bridge between Pennylane's integration partners, resellers, and internal Product/Engineering teams. Your role spans the full partner lifecycle: pre-sales technical leadership, project escalation management, ecosystem enablement, and representing partner feedback to product development.
Key Responsibilities:
Partner Pre-Sales: Act as an external technical expert in key pre-sales opportunities and transformations. Co-lead demos and technical workshops with partners and Sales Account Executives for mid-market prospects. Design integration architectures between Pennylane and customer systems (ERP, CRM, industry tools, banking platforms) using APIs, connectors, SFTP, or EBICS. Respond to security and architecture questionnaires covering authentication, SSO/MFA, OAuth2, and hosting.
Project Escalation & Troubleshooting: Troubleshoot ongoing integrations including API errors, e-invoicing rejections (Factur-X, UBL, CII, BR-FR rules), and connector configuration issues. Understand incidents and coordinate Support, Product, and Engineering teams to resolution. Lead follow-up meetings with end customers and integrators on critical projects.
Ecosystem Enablement: Train partners' technical and functional teams on APIs, AI modules, and e-invoicing. Manage beta programs and soft launches with champion partners. Create and maintain reference materials: integration guides, FAQs, use cases, and recordings.
Partner Advocacy: Communicate structured, prioritized requirements to Product (missing endpoints, feature enhancements, documentation improvements). Contribute to public API documentation quality. Keep partners informed about roadmap. Analyze partner needs and provide effective technical solutions. Act as liaison between partners and internal stakeholders. Build and maintain solid tech relationships with partners. Gather and share qualitative feedback with Product. Identify key use cases and best practices; work with Product & API teams to scale documentation. Develop creative content for partner developers and technical teams (dev toolkits, guidelines, etc.).
The Partnerships Team is growing indirect recurring revenue toward >50% of total revenue through referral partners and integrators reselling Pennylane to the SME and mid-market segment.
Requirements:
- 5+ years of experience in technical pre-sales, integration consulting, or Solutions Engineering, ideally at a SaaS vendor or ERP/accounting systems integrator
- Strong command of REST APIs: OAuth2 and token-based authentication, webhooks, Postman, and reading JSON/XML payloads; scripting skills a plus
- Solid understanding of accounting and finance: journal entries, account matching, VAT, cost accounting, bank reconciliation; equally comfortable speaking with CFOs or developers
- Knowledge of e-invoicing (Factur-X, UBL, CII, PA/PDP, PPF/directory, e-reporting) is a strong asset
- Familiarity with Sage, Cegid, EBP, or mid-market ERP ecosystem appreciated
- Excellent written and verbal communication skills; ability to make complex concepts accessible and manage challenging multi-stakeholder situations
- Autonomy, agility, strong prioritization, and appetite for working across ecosystem of partners, Sales, Product, and Support teams on multiple concurrent projects
- Ability to bridge and collaborate across product teams and squads
- Fluent French and professional working proficiency in English (written communication with tech teams)
What Sets You Apart:
- Prior experience in channel or indirect (pre-)sales models with integrators or resellers
- Experience launching products with beta customers or partners in selected industries or market segments
- Use of AI tools (Claude, Dust, MCP) to accelerate work
- Team player mindset
- Familiarity with tools: Datadog, GitHub, Postman, Zapier, Maker, Lovable, etc.
