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The Role
The Strategic Partner Manager drives growth through partnerships with financial institutions and payment providers, focusing on building and optimizing strategic alliances to enhance revenue and value delivery.
Summary Generated by Built In
Who We Are
At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results.
The Strategic Partner Manager is responsible for driving growth through new and existing partnerships across financial institutions, payment providers, and card network partners. This role focuses on building, scaling, and optimizing strategic partners that expand distribution, accelerate revenue, and deliver meaningful value to partners and customers.
Partner Managers work cross functionally with Sales, Product, Marketing, Legal, Partner Operations, and Revenue Operations to ensure efficient execution, open communication, and strong alignment—while navigating the regulatory and operational complexities of the financial services ecosystem.
What You'll Do
- Drive partnership growth across new and existing financial institutions, payment, and network partners
- Identify, evaluate, negotiate, onboard, and manage strategic partners that generate partner-led pipeline and ARR
- Develop and execute joint go-to-market strategies that activate partner sales teams and enable scalable co-selling motions
- Activate partner enablement programs, including sales training, incentives, and GTM messaging to drive adoption and performance
- Oversee cross-functional GTM launches and ongoing initiatives, ensuring alignment with stakeholders and delivery against timelines
- Build deep expertise in partner business models, operating structures, and strategic priorities to create sustained joint value
- Navigate the compliance, risk, and regulatory requirements associated with working with banks and other regulated companies
- Structure and manage a range of partnership models, including referral, reseller, embedded, co-branded, and platform partnerships
- Serve as a trusted partner-facing leader capable of influencing and presenting to executive audiences
- Continuously measure, optimize, and evolve partnerships to maximize growth, efficiency, and long-term impact
What We're Looking For
- Bachelor’s Degree preferably in Business or related field
- 5+ years of experience selling to, selling with, and partnering within the financial services industry
- Proven experience working with financial institutions, banks, payment providers, and/or card networks
- Experience in partnerships, business development, or strategic sales within a SaaS or technology-driven environment
- Deep understanding of the complexities of working with financial institutions and regulated companies
- Strong knowledge of compliance, risk, and regulatory considerations within financial services partnerships
- Demonstrated success designing, managing, and scaling multiple partnership models with financial institutions
- Proven ability to activate, enable, and influence partner sales teams to drive measurable revenue outcomes
- Ability to negotiate commercial agreements that balance company interests, margins, and partner value
- Ability to present effectively and influence executive-level stakeholders
- Excellent oral and written communication skills
- Strong problem-solving skills with a curious, analytical, and strategic mindset
- Highly effective cross-functional collaborator with Partner Ops, Sales, Marketing, Product, Legal, and RevOps
- Positive, flexible attitude with the ability to adapt in a fast-paced environment
- Strong organizational and analytical skills with attention to detail
Why Emburse?
Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down.
• A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize their finance operations.
• A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-world challenges. • A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that supports your success.
• A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making for businesses everywhere.
Shape your future & find what’s next at Emburse
Skills Required
- Bachelor's Degree preferably in Business or related field
- 5+ years of experience selling to or partnering within financial services
- Proven experience working with financial institutions, banks, payment providers, and/or card networks
- Experience in partnerships, business development, or strategic sales in SaaS or technology
- Deep understanding of complexities with financial institutions and regulated companies
- Strong knowledge of compliance, risk, and regulatory considerations
- Demonstrated success in designing and managing multiple partnership models
- Ability to negotiate commercial agreements balancing interests and margins
- Ability to present effectively and influence executive-level stakeholders
- Excellent oral and written communication skills
- Strong problem-solving skills with a curious, analytical mindset
- Highly effective cross-functional collaborator
- Positive, flexible attitude with adaptability in fast-paced environment
- Strong organizational and analytical skills with attention to detail
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The Company
What We Do
Emburse humanizes work by empowering business travelers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most. Emburse brings together some of the world’s most powerful and trusted expense and AP automation solutions, including Abacus, Captio, Certify, Chrome River, Nexonia and Tallie. The company’s innovative offerings, which are uniquely tailored for specific industries, company sizes, and geographies, are trusted by more than 4.5 million users in more than 120 countries. Over 14,000 customers, from start-ups to global enterprises, including Boot Barn, Grant Thornton, Telefónica, Lufthansa Systems, and Toyota rely on Emburse to make faster, smarter decisions, empower business travelers to recapture lost nights and weekends spent doing tedious expense management, and help make users’ lives -- and their businesses -- better.
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