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Clara is a fast-growing B2B fintech company in Latin America offering spend-management solutions (corporate cards, bill pay, financing, and a B2B platform) to over 20,000 large and growing businesses. The company is backed by top regional and global investors including Kaszek, Monashees, Coatue, DST Global, and others.
You will build Clara's accountant and VAR (value-added reseller) channel in Brazil from the ground up. This is a player-coach role: you will design the partner program, recruit the first cohort of partners, personally close early deals, and own demand generation through the channel end-to-end. There is no inherited program—you will build it.
Key responsibilities:
- Design and launch Clara's partner program for accounting firms, BPOs, and software resellers of local accounting and ERP solutions. Map the landscape, select initial partner cohorts, and activate referrals.
- Own all demand generation through the channel, measured on qualified pipeline and converted volume sourced by partners—not on logo count or vanity metrics.
- Write the commercial offer (referral, co-sell, enablement models), recruit anchor partners, run enablement sessions, and participate in closing conversations.
- Design distinct go-to-market motions for different partner profiles: national accounting firms, local accounting-software VARs, and mid-market ERP boutiques.
- Act as the internal bridge between partners and Product, Legal, Sales, Credit, and Customer Success to ensure smooth customer onboarding.
- Manage the full partnership lifecycle: onboarding, enablement, quarterly business reviews, health scoring, SLAs, and performance-based offboarding.
- Track partner-sourced leads, win rates, time-to-live, and transaction volume in HubSpot and Metabase. Double down on high-performing partners and exit underperformers.
- Use Google Drive, Slack, and N8N to document playbooks and automate partner communication, enabling channel growth without large ops overhead.
You will work hybrid from São Paulo with regular office time and field visits to partners.
REQUIREMENTS:
- Minimum 5 years of experience in Partnerships, Channel, or Business Development building an indirect motion with accountants, accounting firms, VARs, or SMB software partners in Brazil.
- Proven track record standing up (not just inheriting) a partner program, including tiers, incentives, enablement, certification, and a referral or co-sell engine that produced measurable demand.
- Strong working knowledge of the Brazilian accounting and SMB-software landscape: accounting firms, CFDI workflows, local ERPs and accounting suites. You understand who influences the CFO and the contador.
- High-impact execution as a player-coach: strategy plus personal sourcing, negotiation, and onboarding.
- Evidence of partner-sourced pipeline and transaction or subscription growth through an indirect channel, not just brand partnerships.
- Based in São Paulo, hybrid, with regular office time and field visits to partners.
- Tech-savvy with experience or strong interest in AI tools to automate partner workflows and increase coverage per head.
NICE TO HAVE:
- Analytical skills: independent work in Metabase, spreadsheets, SQL, or Python.
- Automation experience: N8N, Slack integrations, or similar tools to run a partner portfolio without extra headcount.
- Hands-on HubSpot (or equivalent) with partner-sourced attribution you trust.
- Fintech, payments, corporate cards, or expense-management background.
- A good sense of humor.
