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Clara is a fast-growing B2B fintech company in Latin America providing spend-management solutions (corporate cards, bill pay, financing, and a B2B platform) to over 20,000 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 from the ground up in Mexico. This is a player-coach role: you will design the partner program, recruit the first cohorts of partners, and personally close early deals to prove the channel works. You own the entire demand-generation motion through this channel end-to-end—measured on qualified pipeline and converted volume, not logo count or vanity metrics.
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 demand generation: track partner-sourced pipeline and transaction volume in HubSpot and Metabase. Double down on high-performing partners; cut underperformers.
- Be strategically hands-on: write commercial offers (referral, co-sell, enablement models—not interchange-based reseller cuts), recruit anchor partners, run enablement sessions, and sit in closing rooms.
- Design distinct go-to-market motions for different partner profiles (national accounting firms, local accounting-software VARs, mid-market ERP boutiques).
- Act as the internal bridge between partners and Product, Legal, Sales, Credit, and Customer Success to ensure smooth onboarding and go-live.
- Manage the full partnership lifecycle: onboarding, enablement, quarterly business reviews, health scoring, SLAs, and offboarding of non-performing partners.
- Use Google Drive, Slack, and N8N to document playbooks and automate partner communication, enabling scale without large ops overhead.
- Track metrics: partner-sourced leads, win rate, time-to-live, and transaction volume.
You will be based in Mexico City, hybrid, with regular time in the office and on the road visiting partners.
Requirements:
- Minimum 5 years in Partnerships, Channel, or Business Development building an indirect motion with accountants, accounting firms, VARs, or SMB software partners in Mexico.
- 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 Mexican accounting and SMB-software landscape (accounting firms, CFDI workflows, local ERPs and accounting suites). You know who influences the CFO and 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 Mexico City, hybrid, with regular office and field time.
- Tech-savvy with experience or strong interest in AI tools to automate partner workflows.
Nice to have:
- Analytical skills: independent work in Metabase, spreadsheets, SQL, or Python.
- Automation experience: N8N, Slack integrations, or similar tools.
- Hands-on HubSpot (or equivalent) with partner-sourced attribution.
- Fintech, payments, corporate cards, or expense-management background.
- Strong sense of humor.
