Partnerships Manager

Teya

Hello. We’re Teya. Teya was founded on a simple belief: local businesses deserve better. They are the cafés, restaurants, salons, shops and entrepreneurs that bring character to our high streets, create jobs and keep communities moving. Yet for too long, financial services has made life harder for them - with clunky tools, poor support and complexity that gets in the way of running a business. Teya exists to change that. We’re building a financial platform for local businesses across Europe - one built around simple tools, thoughtful design and real human support. Our Members rely on us to help them run their business with confidence, and that responsibility shapes the way we work. We move fast. We care about quality. We stay close to the detail. And we believe great performance and genuine hospitality should go hand in hand. If you want to build meaningful products, solve real problems and make a genuine difference for local businesses, we’d love to hear from you YOUR MISSION You will be joining a commercially focused Partnerships team, where we put partner-sourced merchant growth at the heart of everything we do. Our partners, referral partners, resellers, and ISVs, are a critical route to the SMB merchants we serve, and your job is to make that route as productive as possible. You will own a pipeline of opportunities end-to-end: from prospecting and qualification, through commercial design and negotiation, to launch and ongoing performance management. Success looks like a portfolio of partners delivering predictable, growing volumes of qualified merchants into Teya. Identify business opportunities * Build and maintain a structured view of the partnership landscape across your target verticals and segments, prioritising the highest-leverage opportunities for Teya. * Source and qualify new partner prospects, referral partners, resellers, and ISVs / software platforms whose customer base overlaps with our ideal merchant profile. * Develop a clear point of view on which partners are worth pursuing, why, and what success would look like commercially. Design the right commercial structure * Define the commercial model for each opportunity, referral fees, revenue share, reseller margins, bundled offers, exclusivity, or hybrid structures, based on partner economics and expected merchant value. * Work with Finance, Legal, Product, and Sales leadership to sense-check deal structures and ensure they are scalable, profitable, and operationally viable. * Translate commercial terms into clear contracts, term sheets, and internal approval documents. Negotiate and close deals * Lead end-to-end negotiations with senior stakeholders at partner organisations, from commercial terms to integration scope, marketing commitments, and SLAs. * Build trust with partner counterparts and navigate complex multi-stakeholder processes to close deals successfully. * Own the internal approval process: align Sales, Product, Legal, Risk, and Finance to get deals signed efficiently. Manage the partner lifecycle * Onboard signed partners and operationalise the partnership, enablement, training, joint go-to-market plans, lead handover, and reporting. * Own the ongoing relationship: regular business reviews, performance tracking against agreed KPIs, and proactive intervention when performance dips. * Identify expansion opportunities within existing partners, new products, new segments, new geographies, or deeper integration. * Make clear decisions on under-performing partners and restructure or exit relationships that aren’t delivering. Enable sales * Ensure partner-sourced opportunities flow cleanly into Teya’s sales motions, whether the partner sells directly, refers, or hands off leads. * Partner closely with Sales leadership to align on target segments, lead quality, and conversion expectations. * Feed insight back into Product, Marketing, and Pricing about what partners and their customers need to win in the market. YOUR STORY * Proven experience in partnerships, business development, or similar commercial roles with direct ownership of partner-sourced revenue. * A track record of identifying, structuring, negotiating, and closing partnership deals, not just managing relationships handed to you. * Strong commercial instincts: comfortable designing deal structures, modelling partner economics, and defending them with senior stakeholders. * Demonstrated ability to manage partners across the full lifecycle, from launch through performance management and expansion. * Excellent communication and negotiation skills, with credibility at C-level and below. * Self-starter who can operate with autonomy, build processes where none exist, and move quickly without sacrificing rigour. * Experience in payments, fintech, SaaS, or another high-velocity B2B environment selling to SMBs is a plus. * Familiarity with referral, reseller, and ISV partnership models and a clear view of the trade-offs between them is a plus. * Experience working with software platforms / ISVs on integration-led partnerships is a plus. * A network of existing relationships in adjacent industries serving SMB merchants (e.g. hospitality, retail, services, software) is a plus. THE PERKS * Physical and mental health support through our partnership with GymPass giving free access to over 1,500 gyms in the UK, 1-1 therapy, meditation sessions, digital fitness and nutrition apps. * Cycle-to-Work Scheme. * Health and Life Insurance. * Pension Scheme. * 25 days of Annual Leave (+ Bank Holidays). * Possibility to travel to different offices around Europe. * Office snacks every day. * Friendly, comfortable and informal office environment in Central London. * Flexible working hours, as long it suits both you and your team. Teya is proud to be an equal opportunity employer. We are committed to creating an inclusive environment where everyone regardless of race, ethnicity, gender identity or expression, sexual orientation, age, disability, religion, or background can thrive and do their best work. We believe that a diverse team leads to better ideas, stronger outcomes, and a more supportive workplace for all. If you require any reasonable adjustments at any stage of the recruitment process whether for interviews, assessments, or other parts of the application—we encourage you to let us know. We are committed to ensuring that every candidate has a fair and accessible experience with us.

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 Partnerships team at Primer is at the heart of how we grow. With the launch of Primer for Partners, our no-code platform that enables partners to build and manage their Primer integration autonomously, we are accelerating how we scale across the ecosystem. We work with the payments industry's most important players, from payments partners to service partners, to deepen integrations, expand market reach, and unlock new revenue. As Primer scales across EMEA, partnerships are a core go-to-market lever: the right partner relationships accelerate merchant adoption, drive product-market fit in new markets, and feed directly into our commercial growth objectives.   🔍 WHAT WILL YOU BE DOING? * Own the regional partnerships strategy and execution end-to-end: define the roadmap, recruit the right partners, and manage the full lifecycle of those relationships across EMEA * Identify and sign the partners that accelerate product-market fit in the region, with a strong instinct for where integrations and commercial traction intersect * Drive commercial outcomes through partnerships, working hand-in-hand with Sales to generate new business revenue and build a repeatable channel motion * Act as the primary owner of partner relationships internally and externally, including at executive level, with deep accountability for outcomes * Drive partner experience from onboarding through to growth, working cross-functionally with Sales, Product, Engineering, Marketing and Operations to ensure partners are set up for success * Be present and active in the market: close to merchant communities, partner ecosystems, and regional dynamics   👀 WHAT WE’D LOVE TO SEE: * Proven track record in Partnerships, Business Development or Sales in payments, fintech, e-commerce or a related technology company * Strong understanding of the European payments ecosystem * Able to operate at all levels: from executive relationship management to hands-on tactical execution * Thrives in ambiguity and early-stage environments: you can help write the playbook while running plays at the same time * Commercially driven with high EQ and a product-oriented mindset * Natural collaborator with cross-functional teams, and someone who builds trust quickly with external partners and merchant community   ✅ 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.

Backbase

THE JOB IN SHORT Join a growing global team that’s at the heart of Backbase’s strategic vision! As a Senior Ecosystems Partnerships Manager, you will be the driving force behind our fintech third-party partnership strategy. You'll manage the full partner lifecycle—from identifying and negotiating to managing complex deals - to fuel our Ecosystem growth and deliver cutting-edge solutions to our banking clients. WHAT YOU'LL DO:  In this dynamic role, you will be responsible for strategically growing and managing our fintech partnerships across our global markets. You will act as a critical connector, coordinating projects, pricing strategies, and internal and external stakeholder relationships to ensure our partnerships deliver maximum value and innovation. * Be responsible for the full partner lifecycle; identify, evaluate, negotiate, sign, and manage partners end to end that will drive Backbase’s Ecosystem growth; * Be responsible for leading relationships with a select set of partners that will include large strategic opportunities, as well scaling our partner program. * Collaborate with the Marketplace commercial leads for respective regions, and build the field intelligence, trends, client requests, feedback into planning of continuous improvement in Backbase partnerships approach; * Work closely with the Director on supporting pricing and commercial strategy for existing and new partners; * Be responsible for internal reporting on partnerships and related activities to the leadership; * Manage and support complex partnership deals, with multiple stakeholders internally and externally. * Work with a broad range of internal global and local team members in Product (R&D), Sales, Customer Success, Account Management, Marketing and Legal; WHO YOU ARE We are looking for an experienced, driven partnerships professional who thrives in a fast-paced environment and possesses a deep understanding of the fintech and banking space. You are a natural relationship builder and negotiator with a track record of translating partnerships into impactful business outcomes. * 9+ years of professional experience in partnerships, partnership management, with a focus on identifying and signing new partners in the Fintech, Payments, and/or Banking space. * Strong understanding of payments, payments modernization, and money movement. * A track record of building impactful partnerships, co-creating new products, and driving both innovation and revenue growth. * Proven ability to build and maintain successful relationships with partners, working effectively with senior leadership and multiple stakeholders on the partnership side. * Comfortable working in an environment where entrepreneurship, teamwork, collaboration, and delivered business outcomes are highly valued. * A Bachelor’s degree in business administration, finance, or similar streams is highly preferred, with a Master's degree being a plus.