Partner Account Manager

xpate

We are looking for an experienced Key Account Manager to manage and grow a merchant portfolio in card acquiring and payment services. You will be the trusted partner for new clients, guiding them through onboarding, activation, and go-live, while ensuring timely support, strong relationships, retention and revenue growth. YOUR ROLE AT XPATE: Inbound Sales Management * Handle inbound leads from introducers or internal network, acting as the initial point of contact to qualify opportunities, understand needs, and guide them through the onboarding process. * Convert qualified leads into signed clients by demonstrating xpate’s value, addressing objections, and collaborating with internal teams to close deals efficiently. Long-Term Relationship Building * Foster strong partnerships by understanding client business goals and aligning them with xpate’s services. * Drive customer growth from a TPV and revenue perspective by supporting clients in increasing volume, improving conversion rates, and adopting additional xpate services. * Lead upsells through collaboration on pricing strategies, product expansions, and additional features to meet quarterly revenue goals and drive quarter-over-quarter volume growth. Client Onboarding & Activation * Serve as the primary contact for new clients, ensuring smooth activation, technical setup, and a seamless onboarding experience. * Optimize onboarding processes to reduce support tickets and minimize time-to-value. * Own and improve time-to-live and time-to-volume metrics to accelerate client activation and ramp-up. Client Engagement & Satisfaction * Actively engage with clients to ensure satisfaction, identify needs, and provide tailored solutions to enhance their experience. * Monitor client health, usage, and early performance to identify risks or opportunities, driving metrics like activation time, ramp-up speed, and retention. Problem-Solving & Issue Resolution * Act as a proactive problem solver, addressing operational challenges and coordinating with internal teams (Tech, Risk, Compliance, Growth, Onboarding) to resolve issues. * Ensure client expectations are managed clearly and transparently. * Navigate regulatory and compliance challenges to minimize downtime, fines, and risks, especially in regulated industries. Client Data & Documentation Management * Maintain up-to-date records of client interactions, documents, and contracts in internal systems (HubSpot, internal tools). * Provide structured reporting on client status, risks, opportunities, and performance, leveraging payment analytics tools for data-driven insights. WE’RE READY TO MEET YOU, IF… * You have 2–3+ years in Customer Success, Account Management, Sales, or Business Development in a fintech, payments, or banking environment. * You have a taste for great service and can create a premium experience for high-value clients. * You’re an excellent communicator — clear, empathetic, structured, and customer-focused. * You’re organised and proactive, with strong problem-solving and sales qualification skills. * You’re confident working with CRMs, internal tools, client data, and payment analytics tools (e.g., dashboards for transaction monitoring). * You thrive in fast-moving environments and love helping clients succeed while driving revenue growth. Bonus Points If… * You’ve worked with high-risk industries (gaming, forex, crypto, adult, PSPs). * You understand payment flows, gateway integrations, or onboarding processes. * You’ve collaborated with cross-functional teams in a startup or scaling company. * You’ve managed introducer or partner-referred leads in a fintech context. WHAT WORKING AT XPATE LOOKS LIKE: * A dynamic, ambitious environment where compliance is seen as an enabler of growth, not a blocker. * Enjoy flexible working hours, hybrid work options, private health insurance and generous paid time off giving you the balance you need to perform at your best. * Apple hardware and modern work tools to support your workflow. * Extra personal time off for rest and recharge: 12 additional days per year, plus your birthday off. * Private health insurance and wellness benefits. * Opportunities to grow, lead, and shape xpate's future-proof compliance ecosystem. WHY JOIN XPATE? We’re building the financial backbone of the future — where payments move freely and businesses grow without barriers. If you want real impact, freedom to innovate, and work that drives change, xpate is the place for you.

Primer

An Introduction to Primer Primer is the unified infrastructure for global payments. We give finance and payments teams the visibility and control to reduce complexity, improve performance, and capture more revenue - all from a single platform. Backed by Sofina, Peak XV Partners, ICONIQ, Tencent, Accel, and Balderton, we're building the payments layer the world's best companies rely on. Watch our showcase > Read up on our $100m Series C Learn more about our culture > Which team will you be joining? The merchant experience is only as good as the platform behind it. In the Account Experience team we build and own the full platform that merchants use to interact with Primer, from initial setup through to day-to-day operations, and increasingly through Primer AI Companion as a first-class interface. The team covers Primer Companion, Merchant Account Setup, Monitors, Workflows, Auditing, and the cross-cutting platform concerns that keep the merchant experience cohesive and consistent. You'll lead this team as its Engineering Manager: owning delivery, growth, and technical direction across that surface, reporting into engineering leadership and working alongside Product and your EM peers. It's a genuinely broad remit at a point where the merchant platform is being reshaped around Companion, so the decisions you make about architecture, priorities, and how the team operates will define how thousands of merchants experience Primer day to day. What will you be doing? * Own delivery end to end for the Account Experience surface, holding the team to a consistent bar on quality, reliability, and pace without becoming the bottleneck yourself. * Lead, coach, and grow the engineers on your team: career development, feedback, performance, and creating an environment where high-calibre people do their best work. * Stay technically credible. You'll review design decisions, contribute to architecture discussions, and help engineers make sound trade-offs on scalability, latency, and data integrity, rather than managing from a distance. * Partner with Product to shape a realistic roadmap, surface risks early, and protect the team from over-commitment while still moving fast. * Drive operational excellence across systems handling real payment volume: monitoring, incident response, and high-quality post-mortems that actually close out their follow-ups. * Help shape how Primer Companion matures as a first-class merchant interface, balancing new surface area against the platform you already own. * Hire. As Primer scales through its Series C plan, building and calibrating a strong team is a core part of the job, not a side task. What we're looking for * Experience managing a team of software engineers, with real accountability for their delivery, growth, and performance, not just coordination. * Enough technical depth to be respected by strong engineers: you can interrogate a system design, spot the wrong trade-off, and tell when the information you've been given doesn't add up. * A background building and operating backend or platform systems at scale, where reliability and correctness genuinely mattered. * Comfort operating with high autonomy and little process: you resolve ambiguity rather than wait for it to be removed. * The judgement to know when a change is significant enough to pull in Staff Engineers or trigger a design review, and the credibility to hold that line. Nice to have: * Exposure to payments, fintech, or other complex infrastructure domains, though depth of engineering leadership matters more than the specific industry. * Experience building product surfaces backed by AI, given where Companion is heading. You may not like it here * Primer is remote-first. There's no office to walk into for context or a read on how things are going, and that applies doubly when you're the one your team looks to for direction. * You are the escalation point. When something in your area breaks, it is your team's problem to understand and fix, and ultimately yours to own. * We keep the management layer thin. You won't have a large support structure above you removing obstacles, and you're expected to stay close enough to the technical work to lead it credibly. * The platform you're inheriting carries real complexity. You'll be expected to deal with it thoughtfully and keep raising the bar, not work around it. ✅ A TYPICAL INTERVIEW PROCESS * An initial intro call with a Talent Partner * An interview with the Hiring Manager * Challenge Stage - Contextualised to the role * A final, values-alignment interview WHAT'S THE CULTURE LIKE AT PRIMER? We're building a culture where people can do their best work and be proud of the impact they have. You'll be working with people who are mission-driven, smart, and reflective, and who are genuinely invested in building exceptional products and delivering success for our merchants. We work remotely, and have done since day one. We believe that building a successful, profitable company goes beyond proximity. We invest in our relationships through great remote working practices and thoughtfully designed face-to-face time, including workations, our annual company retreat, and access to co-working spaces across most major cities. The work is challenging. Scaleups are a challenge, and building category-defining products is a challenge. But there's a meaningful difference between a challenge and a struggle. At Primer, the right challenge comes with the right support: strong onboarding, a collaborative environment, and a team that is genuinely invested in your success. It's never something you face alone. OUR BENEFITS 🌍 We are fully remote and globally distributed; and have been since day one 💰 Competitive share options 🌴 Uncapped holiday, with 25 days minimum to be taken 🗣️ Co-working space access across major cities 📅 Workations & Company Retreat 💻 The best equipment for your role 🏠 £500 towards your home office setup 🔎 Generous learning budget 🏥 Private Medical Insurance 📈 A broad set of additional perks and benefits (depending on location) DON’T MEET EVERY SINGLE REQUIREMENT? At Primer, we're dedicated to building a diverse, inclusive, and authentic workplace. If you're excited about this role but your experience doesn't align perfectly with every qualification listed, we encourage you to apply. You may be the right candidate for this or other roles. Primer is committed to the equal treatment of all current and prospective employees and adopts a zero-tolerance approach to discrimination, regardless of age, disability, sex, sexual orientation, pregnancy and maternity, race or ethnicity, religion or belief, gender identity, marriage and civil partnership, or any other background or belief.

Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. Elastic is looking for a Public Sector Partner Manager to build and grow a high-performing ecosystem of Global System Integrators (GSIs) and Influence Partners (IPs) across the UK Public Sector. You will develop strategic partnerships that help government organisations overcome fragmented data, strengthen cyber resilience, modernise operations, and build trusted foundations for AI adoption. Working across Central Government, Defence, Healthcare, Public Safety, Education, and Critical National Infrastructure, you will enable partners to deliver measurable customer outcomes while driving sustainable growth for both Elastic and our ecosystem. Success is measured by the strength of the partner community you build, the capabilities you develop, the customer outcomes you enable, and the long-term value you create. WHAT YOU'LL DO * Build and grow strategic GSI and IP partnerships across UK Public Sector. * Create executive relationships that drive joint growth and customer success. * Develop partner capabilities through enablement, certifications, and solution development. * Lead joint go-to-market initiatives with Sales, Solutions Architecture, Services, Marketing, and Customer Success. * Drive partner-sourced and partner-influenced pipeline through strategic account planning and pursuit engagement. * Foster a culture of collaboration, reuse, and innovation across the ecosystem. * Help partners deliver solutions across Cyber Resilience, Security Operations, Observability, Operational Intelligence, Search, and AI. WHAT WE'RE LOOKING FOR * Proven experience building and growing strategic technology partnerships. * Strong understanding of UK Public Sector and associated procurement frameworks. * Experience working with GSIs, IPs, consultancies, and technology ecosystems. * A customer-first mindset with a passion for solving complex challenges. * Strong executive presence and the ability to influence across multiple stakeholders. * Strategic thinker with a bias for execution and measurable outcomes. SUCCESS LOOKS LIKE * Trusted relationships with priority partners and key executives. * Increased partner capability, certifications, and delivery capacity. * Repeatable co-sell and co-delivery motions across Public Sector. * Meaningful partner-generated pipeline and revenue growth. * Strong customer outcomes that reinforce Elastic's reputation as a trusted Public Sector platform. If you're passionate about building ecosystems, creating customer impact, and helping shape the future of UK Public Sector technology, we'd love to hear from you. ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. * Competitive pay based on the work you do here and not your previous salary * Health coverage for you and your family in many locations * Ability to craft your calendar with flexible locations and schedules for many roles * Generous number of vacation days each year * Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service * Up to 40 hours each year to use toward volunteer projects you love * Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.