Partnerships Lead

About Apron

Apron is focused on helping more small and medium businesses succeed. The biggest threat to small business is cash flow, often stemming from a gap between the demand payments put on owners and the aptitude to make the payments effectively. We are closing the gap by digitising and simplifying the payments process: capturing invoices, issuing expense cards, paying and getting paid, all in one place. We have grown fast over the past few years, expanding our team to circa 100 individuals across the UK, Germany, Spain and more. We are backed by Index Ventures, Bessemer Venture Partners, Zinal Grow and Tony Fadell and we’ve raised $50m.

About you

We are looking for a leader to take charge of our most important partnerships that will drive us in the coming years. This isn't just about signing contracts; it's about creating deep, high-volume distribution channels that put Apron in the hands of more businesses. You will be the primary owner of our partnerships, focusing on accounting software, card issuers, card schemes, and banks. Currently, we have one signed partnership and more than five in active discussion. We need someone to come in, take the reins on these relationships, and build a new pipeline based on our company strategy. You will start as a very senior IC leading from the front—with the clear aim of building and leading a team as we scale. You will be based in London and working in the UK market.

What you’ll do

• Building Channels – You will identify, hunt, and close strategic partnerships that act as force multipliers for our growth. You will focus on players in the ecosystem (Banks, ERPs, Card issuers, Schemes) that can drive significant user acquisition. The most important piece is understanding our customers (SMEs) point of view and structuring partnerships that bring real, contextual and timely value to them.
• Pipeline Strategy – You will take immediate ownership of our existing partner and the new ongoing discussions. Beyond that, you will be responsible for originating new deal flow that aligns with our long-term strategy.
• Driving Execution – A signed deal is just paper until it launches. You will collaborate heavily with Product and Marketing to drive the actual execution of these partnerships, ensuring they are technically feasible and commercially successful.
• Scaling the Function – While you start as an IC, you are building the foundation. You will create the playbooks, the tracking, and the operational standards that will allow you to eventually hire and lead a high-performing partnerships team.

What you’ll need

• You’re a Diplomat and an Operator – You can navigate complex negotiations with banks and schemes, but you are equally happy getting into the weeds of operationalizing a launch. You understand that the relationship starts, not ends, at the signature.
• You are a Builder – You are comfortable with a blank canvas. You don't need a pre-existing playbook because you are the one writing it.
• You connect the dots – You understand how a partnership impacts a product and are very practical about it. You can speak the language of engineers and marketers just as fluently as you speak with external executives.
• Experience – You’ll have significant experience in Partnerships or Business Development, preferably within the Fintech or SMB finance environment and in scaling companies. You have a proven track record of closing deals and operating them, ideally with banks, schemes, or software platforms in the UK market or equivalent experience.

What we offer

• Highly competitive salary
• Stock options
• Pension plan
• Health insurance with AXA (including Optical and Dental cover)
• Life Assurance with MetLife
• Enhanced parental leave
• Weekly Deliveroo allowance
• 29 days of holidays (on top of Bank holidays)
• Flexible working hours
• Cycle to Work scheme

Additional information

To keep a high level of innovation, collaboration and meaningful human connection, we work in a hybrid setting (3 days a week) in our London (Liverpool Street) offices.