Partnerships Lead

What you’ll do

• Scale existing high-performing, enterprise partners: Deepen connectivity with the largest accounting firms in the US — leading partner meetings independently, navigating internal BD teams and independence constraints, and building champions across business units and geographies.
• Drive conversion, in collaboration with Commercial leads: Optimize the partner playbook, systematize referral lifecycles with conversion and revenue delivery as key success metrics.
• Expand up the mid-market tier: Scale work with mid-market and regional accounting firms, including shaping new referral and co-sell structures.
• Keep capital front and center: Prioritize relationships, business units, and referral types that bring tax credit buyers and tax equity investors onto the platform.
• Strengthen the operating system: Maintain partner records, attribution, and pipeline in HubSpot alongside RevOps; track champion health and referral momentum; refine playbooks.
• Get out in the market: Join partner briefings, conferences, and roadshows (~25% travel) to deepen relationships.
• Over time, grow your portfolio to include additional personas such as law firm relationships and emerging tax-adjacent partner personas.

What you bring

• Genuine tax fluency — ability to hold conversations with Big 4 tax partners, law firm BD teams, or in-house tax executives; understand how tax considerations drive deal structures.
• Professional services instincts — knowledge of how accounting and law firms operate inside transactions, including BD organizations, independence/compliance constraints, billing relationships, and partner motivations.
• Proven relationship building capabilities at enterprise-level partners.
• Commercial accountability — track record of driving material commercial outcomes (revenue, pipeline contribution, conversion metrics).
• Builder’s mindset with bias to action — roughly 5–6 years of experience owning meaningful workstreams or relationships independently; experience building/refining playbooks; comfortable without large support teams; excited to use AI tools.
• Cross-functional tact — successful collaboration with multiple teams with limited direct authority.
• Excitement to grow — curiosity and pace to ramp quickly on clean energy finance, transferable tax credits, and tax equity.