Partnerships Manager in London

Soldo is the proactive spend management solution that frees progressive businesses to accomplish more. Over 25,000 organisations across 31 countries use Soldo to end slow, messy, and inefficient spending, bringing financial agility and control over every expense. Soldo frees finance with a uniquely proactive approach to managing decentralised spending. By combining a powerful spend management platform, user-friendly app, and versatile payment methods, Soldo automates expense admin to eliminate the inefficiency in managing business spending.

By proactively managing decentralised spend, organisations empower employees to spend when and where it's needed, keeping productivity high while avoiding month-end surprises. Founded in 2015 by Italian digital innovator Carlo Gualandri, Soldo is headquartered in London, with offices in Dublin, Milan, and Rome. We’re looking for people with big ambitions, cool heads, sharp minds, and warm hearts. Come and join us, as we grow together.

What’s in it for you:

• Competitive salary
• Private healthcare for you and your family
• Pension scheme
• Flexible working options including working from home or our Marylebone office
• 60 days’ work anywhere, even outside the UK if you want
• 25 days off a year, plus public holidays as well as Christmas Eve and New Year’s Eve
• 2 volunteering days and an extra day off on your birthday
• Genuine career development opportunities, including our mentoring scheme, your own annual £500 learning budget
• Employee Assistance Programme and wellbeing portal

The Role

Soldo is seeking a hands-on, experienced Partnerships Manager to play a pivotal role in expanding our ecosystem of referral and revenue-share partners across the UK and Ireland. This role will drive strategic collaborations that generate qualified pipeline for our Direct Sales teams, helping to fuel Soldo’s growth in the mid-market and enterprise segments.

The successful candidate will be responsible for sourcing, negotiating, and nurturing relationships with a diverse range of partners, including complementary SaaS vendors, system integrators, financial consultancies, and other relevant ecosystem players. They will take a consultative approach to identifying mutual value, designing partnership models that drive joint success, and operationalising go-to-market activities.

The Partnerships Manager will collaborate closely with Sales, Marketing, Product, and Customer Success teams to ensure that partnerships are effectively integrated into our commercial strategy and deliver measurable outcomes. Ultimately, this role will have a direct impact on pipeline generation, revenue growth, and Soldo’s market positioning.

Responsibilities:

• Partner Sourcing and Qualification: Identify and evaluate new partnership opportunities aligned to Soldo’s ICP, focusing on those with the potential to drive qualified opportunities for our Direct Sales teams.
• Strategic Engagement: Approach and engage potential partners with compelling, tailored value propositions that highlight the benefits of collaboration with Soldo.
• Partnership Structuring: Design and negotiate commercial models, including referral agreements, revenue-share structures, and co-marketing frameworks that ensure mutual value and scalability.
• Go-to-Market Activation: Plan and execute joint go-to-market activities with partners, including lead sharing processes, co-branded marketing initiatives, sales enablement, and joint customer events.
• Pipeline Generation: Establish and manage partnership pipelines, forecasting expected contribution to sales opportunities, and ensuring visibility and accountability through CRM reporting.
• Stakeholder Collaboration: Work cross-functionally with internal teams to onboard partners successfully, enable them with the right tools and messaging, and drive joint initiatives.
• Performance Management: Monitor partnership performance against KPIs, track contribution to revenue targets, and regularly refine strategies to optimise results.
• Market Intelligence: Gather insights from partners and the market to inform Soldo’s positioning, identify emerging ecosystem trends, and support the evolution of our partner strategy.

We’re looking for someone who must have:

• Proven experience in a Partnerships, Business Development, Channel Management, or Strategic Alliances role within a B2B SaaS environment.
• Strong commercial acumen, with the ability to build and articulate partnership business cases, negotiate win-win agreements, and align partner outcomes with sales objectives.
• Excellent communication and relationship management skills, demonstrating credibility, influence, and executive presence with both partner and internal stakeholders.
• Experience designing and operationalising referral and revenue-share partnerships that drive measurable pipeline and revenue contribution.
• Familiarity with B2B SaaS sales processes, customer lifecycle stages, and how partnerships complement direct sales efforts.
• Ability to develop and deliver joint go-to-market plans, integrating marketing, sales enablement, and co-selling initiatives.
• Highly collaborative, with a proactive, problem-solving mindset and the ability to drive outcomes in a fast-paced, cross-functional environment.
• Comfortable working with CRM systems (e.g., Salesforce) and partnership management tools to track and report performance.
• Based in England, with the ability to travel occasionally if required for partner meetings or events.