Partnership Lead

This role exists to make sure our third-party partnerships are commercially strong, financially accurate, and scalable. You’ll own the commercial and operational side of platform-integrated vendors — from negotiating contracts and pricing to managing reconciliation, invoicing, margins, and partner performance. You’ll help us build a partner ecosystem that delivers value to our B2B clients while protecting the company’s revenue and profitability.

Commercial Procurement & Partner Management

• Own commercial negotiations with platform-integrated vendors, securing competitive pricing, strong service levels, and healthy reselling margins.

• Manage the full partner contract lifecycle, from vendor evaluation and onboarding to agreement signing, renewals, and commercial term changes.

• Identify and evaluate new software and service providers based on market trends, platform needs, and client requirements.

• Build and maintain clear visibility into vendor pricing structures, volume discounts, contractual terms, and commercial conditions.

• Communicate pricing and contract changes to internal teams to enable accurate client repricing and protect margins.

• Monitor partner performance and commercial conditions, addressing issues that could affect cost, service quality, or profitability.

Financial Reconciliation & Revenue Control

• Own the end-to-end reconciliation process across third-party suppliers, the platform, and B2B clients.

• Structure and maintain client fee calculations and markups that balance competitive pricing with reselling profitability.

• Oversee accurate and timely invoicing for resold third-party services.

• Analyze supplier costs, client revenue, usage data, and margins to identify discrepancies, margin slippage, and process gaps.

• Investigate and resolve financial discrepancies with internal teams, suppliers, and clients.

• Strengthen financial controls and processes to reduce reconciliation errors and prevent revenue leakage.

Cross-functional Collaboration

• Partner with Legal, Product, Account Management, Finance, and other teams to align vendor agreements and commercial models with business needs.

• Guide technical teams on vendor activation and integration requirements, making sure commercial arrangements are reflected correctly in the setup.

• Translate commercial requirements into clear actions for internal teams and help unblock issues across the partner lifecycle.

• Bring commercial and financial insights into decisions around new vendors, integrations, pricing, and client propositions.

Team Leadership & Development

• Lead and develop direct reports, setting clear priorities, expectations, and ownership areas.

• Coach and mentor the team to improve operational efficiency, commercial awareness, and problem-solving.

• Onboard new team members and build practical knowledge around partner management, reconciliation, and invoicing processes.

• Build scalable workflows and knowledge-sharing practices that help the team operate efficiently as the partner ecosystem grows.

Must-have

• 3+ years of experience in iGaming, B2B platform operations, commercial operations, vendor management, procurement, or a similar environment.

• Hands-on experience with commercial negotiations, contract management, invoicing, and financial reconciliation.

• Strong understanding of reselling and usage-based commercial models, including per-SMS, per-KYC query, or similar pricing structures.

• Strong analytical skills and confidence working with usage, financial, and operational data to identify discrepancies and protect margins.

• 2+ years of experience leading and developing a team, including setting priorities, delegating, coaching, and driving accountability.

• Strong communication and stakeholder management skills, with the ability to work effectively with internal teams, clients, and third-party vendors.

• C1+ English, both written and spoken.

Nice-to-have

• Experience working with financial or ERP systems, such as 1C or similar tools.

• Hands-on experience with Jira, Tableau, HubSpot, or comparable business tools.

• Experience managing vendors with complex usage-based pricing, volume discounts, or multi-tier commercial models.

• Previous experience working with platform-integrated technology or software providers.