.png){kind=logo}
Middesk is building the data and intelligence infrastructure that helps businesses work together with confidence. We started by creating a comprehensive platform for understanding businesses, bringing together authoritative and proprietary data to help customers verify business identities, onboard customers faster, and manage risk throughout the customer lifecycle.
Today, Middesk is used by more than 700 banks and fintechs, and in 2025 we verified more than 7 million companies. We've also expanded beyond business verification to help companies form, register, manage, and maintain their businesses, supporting more than 50,000 companies in setting up over 100,000 accounts required to hire employees, run payroll, and stay compliant.
Middesk came out of Y Combinator, and is backed by Sequoia Capital, Accel, Insight Partners, and Canapi. We're proud to be named on the Forbes Fintech 50 and Best Startup Employers lists.
About the role
We're looking for a senior Partner Manager to own and grow a portfolio of Middesk's most strategic partners. These are fintech and B2B platforms (identity, risk, fraud and onboarding providers) that embed, resell or refer Middesk to their customers. Partnerships influence a meaningful share of Middesk's revenue, and this role is responsible for growing it.
You'll be the main owner of each partner relationship, from executive alignment through to the commercial terms and the day-to-day work of getting shared customers live. That means growing usage across partners' customer bases, running a real co-sell motion with our sales team, and structuring partnerships so both sides are invested in growing together. You'll join a small team and work closely with Sales, Marketing, Product, Solutions Engineering and Customer Success.
We follow a hybrid work model, and this role is expected in our SF or NYC office 3 days per week. Candidates should be within commuting distance.
What you'll do
Own and grow a portfolio of strategic partners. You're accountable for both the revenue these partners drive and the health of each relationship. Be the primary owner across business, product and executive stakeholders, and keep each partnership multi-threaded so it keeps growing.
Build and run joint growth plans. Set revenue and usage targets with each partner, find the whitespace in their customer base, and turn it into a clear plan you track and report on.
Grow usage across shared customers. Work with Marketing and the partner's team on campaigns and enablement that get more of their customers live on Middesk and using more of our products.
Run the co-sell motion. Work with AEs and SEs on partner-sourced and partner-influenced deals, following our co-selling rules of engagement, and help partners bring us into the right deals early.
Lead commercial conversations. Negotiate expansions, pricing and renewals. Sell the full value of Middesk, and structure gives-and-gets that reward growth on both sides.
Bring partner insight back to Middesk. Share what partners and their customers need with Product, and help shape roadmap and integration priorities.
Own and improve the partner playbook. Run account planning, QBRs, enablement and performance tracking, and improve them as the function scales.
About you
5+ years in partnerships, account management, strategic sales or a similar customer-facing growth role, ideally in B2B SaaS, fintech, or another complex or regulated space.
A track record of growing revenue within existing partners or accounts, including expansions and renewals.
Strong commercial instincts. You can size an opportunity, build a business case, and negotiate terms that hold up.
Comfortable with technical, API-based products and with conversations involving partners' product and engineering teams.
Able to build influence across large organizations, with both executives and operators.
Data-driven. You use metrics to set priorities and hold yourself and partners accountable.
You enjoy owning outcomes end to end and building in a small team.
Nice to have: experience with KYB, KYC, fraud, risk or compliance products.
Skills Required
- 5+ years of experience in partnerships, account management, strategic sales, or a similar customer-facing growth role
- Experience ideally in B2B SaaS, fintech, or another complex or regulated industry
- Track record of growing revenue within existing partners or accounts, including expansions and renewals
- Strong commercial judgment, including opportunity sizing, business-case development, and term negotiation
- Comfort with technical, API-based products and discussions with product and engineering teams
- Ability to influence executives and operators across large organizations
- Data-driven approach to setting priorities and holding partners accountable
- Ability to own outcomes end to end and work effectively in a small team
- Experience with KYB, KYC, fraud, risk, or compliance products
- Ability to work from the San Francisco or New York City office three days per week and commute locally
Middesk Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Middesk and has not been reviewed or approved by Middesk.
-
Healthcare Strength — Healthcare coverage is described as comprehensive with medical, dental, and vision, and employee premiums are fully covered, indicating robust core protection.
-
Strong & Reliable Incentives — Incentive structures, especially for sales roles, are portrayed as attractive with strong earning potential when targets are met.
-
Equity Value & Accessibility — Equity is included for full-time hires across roles, providing broad access to ownership alongside competitive base pay.
Middesk Insights
What We Do
Middesk makes it easier for businesses to work together. Since 2018, we’ve been transforming business identity verification, replacing slow, manual processes with seamless access to complete, up-to-date data. Our platform helps companies across industries confidently verify business identities, onboard customers faster, and reduce risk at every stage of the customer lifecycle. Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal.
Why Work With Us
We value curiosity, empathy, and diverse perspectives. We're excited about the scope of the problems we're working to solve. We look at situations based on first principles and prefer learning by doing. We have diverse backgrounds and skills, but we're passionate about our craft, hobbies, and the relationships we build.
Gallery
