About Native Teams
Native Teams is a global EOR and contractor payroll platform enabling businesses to hire, pay, and manage talent anywhere in the world. We operate across multiple regions and are growing rapidly through both direct and partner-led channels.
Role Overview
The Lead Partnerships Manager is the operational and commercial backbone of the Partnerships function at Native Teams. This role sits between the Channel Partner Managers and the Head of GTM, translating partner strategy into day-to-day execution and measurable revenue outcomes.
You will directly lead two Channel Partner Managers — one focused on Resellers and one on Strategic Partnerships — and own the end-to-end performance of all partner revenue streams: Resellers, Strategic Partnerships, and Referral/Affiliate Partners. While the Head of GTM owns overall go-to-market direction, the Lead Partnerships Manager owns the execution layer: pipeline health, partner activation, team performance, and revenue delivery.
This role is right for someone who is equally comfortable building partner relationships at a senior level and holding a team accountable to weekly metrics — a player-coach who brings structure to ambiguity and drives results without relying on organisational hierarchy.
Location :Remote
Salary: €55,000–€65,000 gross per year
Key Responsibilities:
1. Partnership Revenue Ownership
* Own total partner-sourced MRR across Reseller, Strategic, and Referral/Affiliate channels.
* Maintain healthy, forecastable pipeline across all partner types; identify gaps and intervene proactively.
* Track, analyse, and report partner revenue performance to the Head of GTM on a regular cadence.
* Drive activation rates, deal velocity, and retention across the full partner portfolio.
2. Team Leadership & Day-to-Day Management
* Lead, coach, and develop two Channel Partner Managers, setting clear KPIs, priorities, and performance expectations.
* Run regular 1:1s, pipeline reviews, and performance check-ins to ensure both managers are on track.
* Identify capability gaps and provide targeted coaching or enablement to close them.
* Foster a high-accountability, revenue-first team culture with a bias toward execution.
* Escalate strategic blockers or structural issues to the Head of GTM with clear context and recommendations.
3. Reseller Partner Management
* Oversee the Channel Partner Manager (Resellers) and their portfolio of small HR agencies, recruitment firms, job boards, gig platforms, and local outsourcing agencies.
* Ensure consistent reseller recruitment, onboarding, activation, and performance management in line with targets.
* Personally engage with high-value or at-risk resellers where senior intervention is required.
* Drive reseller activation (first registered deal) and ongoing deal frequency across the portfolio.
* Monitor partner churn and implement retention initiatives to protect recurring revenue.
4. Strategic Partnership Development
* Oversee the Channel Partner Manager (Strategic Partnerships) and their portfolio of alliances, integration partners, and distribution channels.
* Personally source, negotiate, and close high-impact strategic partnerships where seniority or complexity demands it.
* Build and maintain a structured partner ecosystem with clear frameworks for evaluation, onboarding, and ongoing management.
* Own commercial negotiations and partnership agreements for key strategic accounts.
* Identify high-value opportunities across relevant technology ecosystems and regional markets, prioritising based on strategic fit, revenue potential, and scalability.
5. Referral & Affiliate Partner Channel
* Own the Referral/Affiliate partner channel in collaboration with the Channel Partner Managers and Marketing.
* Define and optimise referral programme structures, incentives, and activation flows.
* Ensure referral partners are properly onboarded, enabled, and converting pipeline into revenue.
6. Partner Enablement & Onboarding
* Oversee partner onboarding across all channels, ensuring all partners are contractually activated, trained, and equipped to generate revenue.
* Coordinate with Marketing to maintain up-to-date, commercially effective partner-facing materials across reseller and strategic partner segments.
* Ensure both Channel Partner Managers are running structured, consistent enablement programmes for their respective partner types.
* Identify and address enablement gaps that are limiting partner activation or conversion.
7. Go-To-Market & Cross-Functional Collaboration
* Collaborate with Sales leadership to ensure partner-sourced opportunities are correctly routed, tracked, and converted.
* Partner with Marketing on co-branded campaigns, joint initiatives, and partner-facing content.
* Align with the Head of GTM on regional strategy, partner prioritisation, and revenue planning.
* Escalate non-commercial issues — technical, product, compliance — to the appropriate internal teams without assuming ownership.
* Act as the day-to-day liaison between the Partnerships team and cross-functional stakeholders.
8. Reporting, CRM Hygiene & Governance
* Maintain strict CRM hygiene across the full team; ensure all partner activity, deals, and performance data are accurately recorded.
* Produce regular pipeline and performance reports for the Head of GTM, including activation rates, deal volume, partner-sourced MRR, and churn.
* Implement and enforce reporting standards across both Channel Partner Managers.
* Provide data-driven insights and recommendations to inform strategic decisions at the GTM leadership level.
* Operate in full compliance with internal policies, partner agreements, and ethical standards.
Requirements & Qualifications
Experience
* 5+ years in partnerships, channel sales, alliances, or business development within B2B SaaS, HR tech, fintech, payroll, or workforce solutions.
* Proven track record of owning and delivering partner-sourced revenue targets.
* Experience managing or mentoring other partnerships or BD professionals.
* Hands-on experience managing both long-tail reseller networks and high-value strategic partnerships simultaneously.
* Demonstrated success negotiating commercial partnership agreements and driving partner activation at scale.
Commercial & Strategic Skills
* Strong revenue and forecasting mindset; comfortable owning numbers and being held accountable to them.
* Ability to evaluate and prioritise partnership opportunities based on ROI, scalability, and strategic fit.
* Deep understanding of co-selling models, reseller channel dynamics, and partner-led GTM execution.
* Comfortable building structure and process in environments where it does not yet exist.
Leadership & Communication
* Experience leading individual contributors in a partnerships, sales, or BD function.
* Strong executive presence and ability to influence internal and external stakeholders without direct authority.
* Confident communicator; able to represent Native Teams credibly in senior partner conversations.
* Clear, structured written communication for internal reporting and partner-facing materials.
Operational & Analytical Skills
* Data-driven approach to pipeline management and performance decision-making.
* Experience working with CRM systems; strong commitment to data hygiene and reporting accuracy.
* Ability to design and enforce scalable partner processes across a small team.
Personal Attributes:
* High ownership mentality — treats partner revenue as personally accountable, not shared responsibility.
* Player-coach: comfortable leading a team and rolling up sleeves on high-impact deals.
* Entrepreneurial mindset with a bias toward action and execution.
* Operates well in ambiguity; builds clarity rather than waiting for it.
* Strong ethical standards and a long-term approach to partner relationships.
Nice to Have:
* Experience with EOR, contractor payroll, or global workforce platforms.
* Familiarity with integration partnerships, technology marketplace models, or AI-powered SaaS ecosystems.
* Background in a remote-first or globally distributed organisation.
* Proficiency in additional languages beyond English.
Benefits:
* Dynamic and interesting work in an early-stage, funded startup
* Ability to influence the next stages of our growth
* Experience working in the ever-changing world of fintech
* Opportunities for professional and personal growth
* Additional employee benefits
Join our team at Native Teams, a fast-growing global start-up. We're looking for driven, passionate individuals to join us as we continue to expand our reach and impact.
At Native Teams, we pride ourselves on our dynamic and supportive work environment, where we encourage personal and professional growth. We believe in hiring talented individuals from diverse backgrounds, not only because we should do it but because fresh perspectives improve our team and the decisions we make. Our multicultural team is made up of young, energetic, and positive people who are passionate about what they do.
As part of our team, you’ll reflect the people we serve and will have the opportunity to work with thousands and impact millions of lives around the world.
If you're looking for a challenging and rewarding career, as well as the chance to be part of a team that's making a real difference in the world, then we want to hear from you.
Apply now to join the Native Teams family and take the first step toward a brighter future!