Senior Manager of Partnership Account Management

About the role:

The Senior Manager of Partnership Account Management owns the full lifecycle of OnDeck's live partner relationships - from go-live through expansion, tier upgrade, and renewal. Reporting to the Direct P&L Head, this role is the operational engine of the Strategic Partners (SP) channel's revenue retention and growth.

You will directly manage the SP Account management function and serve as the senior commercial point of contact for the highest-value and highest-complexity live accounts. You are expected to spend approximately 60% of your time on account management strategy, playbook development, and team leadership and 40% directly engaged with key partner relationships

This is a player-coach role with a clear mandate: build the system first, then run it. The SP channel will scale to 10, 20, 50 live partners. The Senior Manager is building the infrastructure that makes that scale manageable and profitable.

Responsibilities:

• Lead and develop the Account Management team: Set priorities, run weekly account health reviews, coach on expansion conversations, and define the team's operating cadence and performance standards. Build the hiring and onboarding plan for future AMs.
• Build and own the Partner Growth Playbook: Within 90 days, audit every live partner (actual vs. potential volume) and produce a tiered framework of sequenced actions to close the gap across volume, product tier, integration depth and co-marketing.
• Run the QBR program and Partner Health Scorecard: Standardize QBRs, track post-meeting actions, and maintain a living scorecard with green/yellow/red intervention protocols so underperformance is caught early.
• Drive upsell and cross-sell: For example, moving Marketplace partners to White Label or adding Term Loan alongside LOC. Report quarterly on incremental volume, tier upgrades and NRR.
• Manage senior relationships: Be the commercial lead for the top 20-30% of partners. Present expansion proposals as business cases, lead renewals starting 90+ days out, and coordinate co-marketing with SP Marketing.
• Own onboarding: Run partner launch from contract to go-live, with a documented 30/60/90-day ramp plan agreed at signing.
• Be the voice of the partner: Turn account feedback into clear asks for Product, Marketing and leadership, and deliver accurate account-level origination forecasts.

What Great Looks Like:

You are a growth architect who can spot the sequenced steps to close a partner's gap, a systems builder who creates the playbook before you need it, and a data-first operator who is never surprised by a number. You are credible with a partner's VP or CFO, and you are a team multiplier whom Product, Marketing, S&O, Analytics and Finance trust.

How success is measured: NRR, origination volume vs. target, tier upgrade rate, QBR completion and action close rate, time-to-live for new partners, scorecard coverage, co-marketing volume, and AM team retention and performance.

Requirements:

• 6-10+ years in account management, partner success or strategic partnerships, with a record of growing revenue in an existing book
• Experience building or owning an account growth framework, expansion playbook or QBR program, with evidence of its impact
• Experience managing or coaching account managers (formal direct reports preferred)
• Strong commercial instincts and the ability to present business cases to senior partner stakeholders
• Fintech, SaaS or payments experience
• Comfort building from scratch, since you will write the first version of the playbook

Strongly Preferred:

• Embedded finance, white-label lending or API-driven financial product experience
• Familiarity with vertical SaaS, ERP, accounting, payroll or payments ecosystems
• Experience with revenue-share or performance-based structures
• Understanding of SMB lending economics
• A background that blends account management and new business development

What We Offer:

• A growing book in a channel that is adding partners and products
• An embedded solution that lets partners' SMB customers get automated pre-approved offers without leaving the partner's ecosystem
• A motivated team to develop and a direct line to strategy through Product and Marketing

Compensation: 

The budgeted annual salary range for this position is $150,000 to $185,000. Actual annual salary will be determined based on qualifications, skills, experience, and level assessed during the hiring process and may fall outside of the range shown. Additional compensation for this role may include a bonus and restricted stock units. All full-time employees are eligible to participate in Company benefits, described in more detail here.