Full-Time
Head of Tech Partnerships
Connectivity
Pennylane
1,001-5,000 employees
Real-time accounting platform for SMBs
No salary listed
Île-de-France, France + 3 more
More locations: Remote in Germany | Remote in Spain | Remote in France
Remote
Remote across France, Germany, or Spain; periodic company events may require travel to Paris or other locations.
 Business & Strategy (2) |
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- At least 7 years of experience in business development, partnerships, or alliances, ideally in a B2B SaaS scale-up.
- Experience with technology alliances and API integrations, including webhooks, REST APIs, and software development kits.
- A proven track record of structuring a partner program, including tiering, contracts, and incentives.
- Strong business acumen, with the ability to reason in terms of return on investment, pipeline, and generated revenue.
- Previous experience managing business development or partnerships profiles and growing a team.
- Strong negotiation and relationship-building abilities with both technical and business stakeholders.
- Fluent French and professional English proficiency.
- Ability to work comfortably in ambiguity, prioritize independently, use data to guide decisions, take ownership of outcomes, and influence without hierarchical authority.
- Define and execute the technology partner strategy aligned with the Connectivity and Pennylane vision.
- Structure, recruit, and grow the team according to the roadmap.
- Build the technology partner program, including tiering, incentives, certifications, and associated benefits.
- Turn technology partnerships into a revenue and qualified-lead generation engine in collaboration with Sales.
- Position Pennylane as a leader in the ecosystem through partner events, community development, and the marketplace.
- Support the international expansion of the integrations network.
- Define partner-program tiering, eligibility criteria, benefits, and success KPIs, including generated ARR, qualified leads, and active shared customers.
- Manage the partner pipeline by qualifying opportunities, prioritizing high-potential partnerships, and managing strategic partner relationships across inbound and outbound flows.
- Structure commercial agreements, track partner-generated lead pipelines, and manage integration monetization.
- Reduce time to release, deploy self-onboarding tools such as a developer portal and partner portal, and incorporate generative AI into support, documentation, and automation processes.
- Collaborate with Product, Marketing, and Sales on enablement, go-to-market activities, and integration adoption.
- Manage Partner Managers and Solution Engineers and recruit according to strategic needs.
- Own KPIs including the percentage of equipped customers, partner-attributed monthly recurring revenue, qualified leads generated, certification rate, and active usage per connector.
- Knowledge of the French accounting and financial ecosystem, including enterprise resource planning, invoicing, and payroll.
- Experience managing a marketplace or app store.
- Experience launching internationally, particularly in Germany and/or Spain.
- Proficiency with tools such as Salesforce, Crossbeam, or equivalent platforms.
- Comfort using generative AI in day-to-day professional work, including tools such as Dust, Lemlist, and LinkedIn Sales Navigator.
Pennylane is a financial and accounting platform for SMBs and their accountants that centralizes all financial data in real time. It lets managers manage invoicing, payments, cash flow, and reporting while giving accountants a single production tool. The service is subscription-based and designed to be used by both the company and its external accountant, with real-time visibility and a single source of truth. It targets France and Europe, offering features like sales/purchase management, cash flow forecasting, dashboards, and is a certified Partner Dematerialization Platform (PDP) for upcoming e-invoicing rules.
Company Size
1,001-5,000
Company Stage
Series E
Total Funding
$443.9M
Headquarters
Paris, France
Founded
2020
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Simplify's Take
What believers are saying
- Pennylane raised €175 million on 2026-01-20, funding AI and European expansion.
- The company claims profitability near 2026 year-end, improving employer stability and hiring power.
- Mandatory September 2026 e-invoicing forces SMBs and accountants to adopt compliant platforms quickly.
What critics are saying
- Qonto bought Acasi on 2026-07-03, attacking Pennylane's accountant distribution channel.
- France's 2026 e-invoicing wave invites Cegid and 137 PA operators into Pennylane's core market.
- A platform outage or compliance failure before September 2026 would destroy trust and retention.
What makes Pennylane unique
- Pennylane became France's certified e-invoicing platform, with mandatory September 2026 relevance.
- Its accountant-client workflow unifies bookkeeping, payments, and cash flow in one system.
- 2026 scale matters: 6,000 firms and 800,000 companies create a dense partner moat.
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Benefits
Remote Work Options
Company Equity
Home Office Stipend
Wellness Program
Paid Vacation
Health Insurance
Lunch Credits
Flexible Work Hours
Gym Membership
401(k) Company Match
Growth & Insights and Company News
6 month growth
↑ 2%1 year growth
↑ 0%2 year growth
↑ 0%Qonto and Pennylane, two Paris-based fintechs, operate as both partners and competitors in Europe's SME financial services market. Qonto, founded in 2016 and valued at $5 billion, serves over 600,000 customers across eight European countries with business banking, corporate cards and bookkeeping tools. Pennylane, founded in 2020 and valued at $4.25 billion, has over 800,000 customers using its all-in-one accounting and financial management platform. Whilst both companies integrate with each other's services, they increasingly compete for business. The rivalry will intensify as France introduces mandatory electronic invoicing for B2B transactions in September. Qonto is pursuing a French banking licence to offer lending products, whilst Pennylane recently raised $200 million to fund potential acquisitions. Qonto's managing director emphasises their different customer acquisition strategies, though both target traditional financial incumbents.
The funding round values Pennylane at $4.25bn, according to a report.
Pennylane, a French accounting software startup, has raised $200 million in a funding round led by TCV, with participation from Blackstone Growth and existing investors Sequoia, DST, CapitalG and Meritech. Founded in 2020 by Arthur Waller, Pennylane offers an all-in-one platform combining accounting production, financial management and payments, designed for seamless collaboration between accountants and their clients. The company differentiates itself from competitors like Xero and QuickBooks through its European regulatory focus and partnership approach with accounting firms. The platform features AI-driven automation, real-time financial insights and integrated payment tools. Pennylane now supports 6,000 accounting firms and 800,000 companies, employing 1,000 people. The funding will accelerate AI development and European expansion as the company approaches profitability.
French company Pennylane is negotiating a fresh investment of around $200 million at a $4.25 billion valuation.
Pennylane, a French fintech, has secured a €75 million funding round, doubling its valuation to €2 billion. The company plans to leverage new invoicing regulations and AI to expand, focusing on France before targeting continental Europe. With 4,500 accounting firms and 350,000 SMEs as clients, Pennylane aims to capitalize on France's mandatory e-invoicing reform by 2026. CEO Arthur Waller projects $100 million ARR this year, emphasizing AI's role in enhancing accountant services.