Clara is the leading platform in Latin America for companies to execute and manage every payment operation. More than 50,000 leading and fast-growing businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the region’s fastest-growing company. We’re passionate about helping every company we work with become more effective—and, through that, raising the region’s competitiveness. We’re ~400 people, backed by Notable Capital, Coatue, Kaszek, monashees, DST Global, ICONIQ, General Catalyst and Goldman Sachs, among others.
What you'll do
We’re looking for a Partnerships Expert to build Clara’s accountant and VAR channel in Mexico. This is a role for a seasoned professional who has already stood up a partner program with accounting firms, accountants, and software resellers — and who thrives in a player-coach mindset: designing the motion, recruiting the first hundred partners, and personally closing the deals that prove the channel. You will own demand generation through this channel end-to-end. There is no inherited program to babysit. You will build it.
In this role, you will:
- Build the channel: Design and launch Clara’s partner program for accounting firms, BPOs, and value-added resellers of local accounting and ERP software. Map the landscape, pick the first cohorts, and get live referrals on the board.
- Own demand generation: This seat is measured on qualified pipeline and converted volume sourced by the channel — not on logo count, signed MOUs, or partner-portal vanity metrics.
- Be strategically hands-on: Write the commercial offer (referral, co-sell, enablement — not a reseller cut on interchange), recruit anchor partners, run the first enablement sessions, and sit in the rooms that close.
- Design the GTM by partner type: A national accounting firm, a local accounting-software VAR, and a mid-market ERP boutique do not sell the same way. Build a distinct motion, kit, and incentive for each profile.
- Navigate internally: Act as the bridge between partners and Product, Legal, Sales, Credit, and Customer Success so a referred company can go live without the partner losing face.
- Operational excellence: Run the full partnership lifecycle: onboarding, enablement, QBRs, health scores, SLAs, and a clean cutoff for partners who do not produce.
- Drive growth: Track partner-sourced leads, win rate, time-to-live, and transaction volume in HubSpot and Metabase. Double down on the partners who originate quality. Kill the ones who do not.
- Workflow efficiency: Use Google Drive, Slack, and N8N to document the playbook and automate communication with the portfolio so the channel scales without a large ops bench.
Must have
- Experience: Minimum 5 years in Partnerships, Channel, or Business Development building an indirect motion with accountants, Accounting firms, VARs, or SMB software partners in Mexico.
- Channel craft: Proven track record standing up (not only inheriting) a partner program — tiers, incentives, enablement, certification, and a referral or co-sell engine that produced measurable demand.
- Domain: Strong working knowledge of the Mexican accounting and SMB-software landscape (accounting firms, CFDI workflows, local ERPs and accounting suites). You already know who influences the CFO and the contador.
- Execution: High-impact delivery as a player-coach — strategy plus personal sourcing, negotiation, and onboarding.
- Performance driven: Evidence of partner-sourced pipeline and transaction or subscription growth through an indirect channel, not only brand partnerships.
- In-person collaboration: Based in Mexico City, hybrid, with regular time in the office and on the road with partners.
- Tech-savvy: Experience or strong interest in AI tools to automate partner workflows and increase coverage per head.
Nice to have
- Analytical skills: Independent work in Metabase, spreadsheets, SQL, or Python.
- Automation: N8N, Slack integrations, or similar tools to run a partner portfolio without extra headcount.
- CRM discipline: Hands-on HubSpot (or equivalent) with partner-sourced attribution you actually trust.
- Fintech, payments, corporate cards, or expense-management experience.
- A good sense of humor.
Where we work
This is a hybrid role: you'll split your time between the office, customers and home. We don't set a minimum number of office days for most roles — you'll spend time in the office naturally, and most days during your ramp-up or when your leader asks.
- A high talent-density team driven to make an impact in Latin America — low ego, high ownership.
- Competitive salary and stock options (ESOP) from day one.
- An annual learning budget and accelerated development paths.
- English is our working language, with Spanish and Portuguese every day.
- Clarity — Open and direct communication: we say what we mean and give context where it matters.
- Simplicity — If it can be simpler, it should be.
- Ownership — We own everything we do, end to end. When something needs to happen, we don't wait.
- Pride — We hold ourselves to a high standard, and it shows in what we deliver.
- ABC (Always Be Changing) — We adapt fast, embrace change, and keep learning.
- Inclusivity — Diverse ideas, stories and perspectives build a better Clara.
If you meet the must-haves, apply — the nice-to-haves are a bonus, not a requirement.
Skills Required
- At least 5 years of experience in Partnerships, Channel, or Business Development, building indirect motions with accountants, accounting firms, VARs, or SMB software partners in Mexico.
- Proven experience standing up a partner program, including tiers, incentives, enablement, certification, and referral or co-sell processes that generated measurable demand.
- Strong working knowledge of the Mexican accounting and SMB software landscape, including accounting firms, CFDI workflows, local ERPs, and accounting suites.
- Ability to operate as a player-coach, combining strategy with personal sourcing, negotiation, and partner onboarding.
- Evidence of generating partner-sourced pipeline and transaction or subscription growth through an indirect channel.
- Based in Mexico City and able to work hybrid, spend regular time in the office, and travel to partners.
- Experience with or strong interest in AI tools for automating partner workflows and increasing operational coverage.
- Analytical skills using Metabase, spreadsheets, SQL, or Python.
- Experience with n8n, Slack integrations, or similar workflow automation tools.
- Hands-on experience with HubSpot or an equivalent CRM, including reliable partner-sourced attribution.
- Experience in fintech, payments, corporate cards, or expense management.
Clara Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Clara and has not been reviewed or approved by Clara.
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Equity Value & Accessibility — Equity grants are emphasized across several descriptions, with stock options commonly included and in some instances available from day one. Feedback suggests this ownership component is a meaningful part of total rewards.
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Leave & Time Off Breadth — Time off offerings are portrayed as flexible, including references to flexible vacation and flexible time off policies. Feedback suggests this supports work–life balance for many roles.
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Wellbeing & Lifestyle Benefits — Wellness support is cited through mental‑health platforms, coaching and meditation programs, and monthly wellness reimbursements in some contexts. Feedback suggests these offerings complement core benefits where available.
Clara Insights
What We Do
Clara is the leading payment platform for companies in Latin America. Our end-to-end solution includes our locally-issued corporate cards, Bill Pay, crossborder payments, and our highly-rated software platform used by thousands of the most successful companies across the region. Clara is backed by top global and regional investors such as Coatue, DST Global, General Catalyst, monashees, Kaszek, Canary, A*, BoxGroup, SV Angel, GFC, Picus Capital, Avid Ventures, ICONIQ Growth, Goldman Sachs, and prominent angel investors. Driven by our six core values (Ownership, Pride, ABC, Simplicity, Clarity and Inclusivity) we’ve reached a unicorn valuation in record time, have been recognized as a Great Place to Work and as one of the most promising startups according to Linkedin’s ranking “Top Startups 2021”. We’re looking for the best talent worldwide to join our team and be part of this journey, so you can't afford to miss this chance! We are: * Shaping business finances in Latin America * Driven by our 6 core values * Proud of our inclusive and caring culture * Certified as a Great Place to Work and a Top LinkedIn Startup
