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HarperHarperSan Francisco, CA

Head of Partnerships

Founding Head of Partnerships building distribution channels through regulators, lenders, landlords, and advisors at an AI-native commercial insurance startup. Close first marquee partners, structure economics, and scale the motion.

190k – 260k/yr
On-site8+ YOEPartnerships

About the role

What You'll Do

  • Close the first marquee partners yourself, structure the economics, and write the playbook from live deals
  • Decide which channels to build and in what order, and say no to the rest
  • Build the attribution, payouts, and contracts so every partner-sourced dollar is tracked
  • Route every referral to a named owner with a tracked outcome
  • Design partner economics counsel can clear before launch, and keep the regulated path fast
  • Own the scoreboard: partner-sourced conversion, revenue per partner, time-to-first-referral, reviewed weekly with the CEO
  • Hire an execution lead and build the team once the motion is proven

Who You Are

  • You think in distribution, not logos
  • You're a player-coach: you'll close deals this quarter and build the team next year
  • You're rigorous about attribution and unit economics, including thin-margin, high-volume models
  • You move cross-functional work across product, legal, compliance, and ops without owning those teams
  • You treat regulation as a design problem, not a blocker
  • You learn a new domain fast and use AI as real leverage

Requirements

  • A track record building distribution, channel, or platform partnerships that drove attributable revenue, at a payments, commerce, fintech, marketplace, or platform company (or somewhere equally complex)
  • You've personally closed and structured partner deals, not just managed a team that did
  • Comfort with low-margin, high-volume unit economics
  • Based in SF or willing to relocate; on-site, with travel to partner markets

Nice to Have

  • Insurance, insurtech, or other regulated-distribution experience (useful, never required)
  • Embedded or API distribution, developer/ISV ecosystems, or marketplace app stores
  • Channel or reseller program design
  • A regulated launch navigated with counsel

Compensation

  • Salary: $190,000 to $260,000 base, plus a milestone-based variable tied to partner-sourced revenue, plus meaningful equity
  • Location: On-site, San Francisco
  • Schedule: Monday to Friday, long days, on-site, with travel to partner markets as needed

Benefits

  • Uber commuter benefits
  • Meals provided: breakfast, lunch, and dinner
  • Snacks, drinks, and coffee stocked daily
  • Free gym membership
  • Health, dental, and vision insurance

Skills

Partnership DevelopmentChannel PartnershipsDistribution StrategyDeal StructuringUnit EconomicsAttribution ModelingContract NegotiationCross-Functional CollaborationRegulatory NavigationRevenue Tracking

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