What the role involves
About Middesk
Middesk makes it easier for businesses to work together. Since 2018, we’ve been transforming business identity verification, replacing slow, manual processes with seamless access to complete, up-to-date data. Our platform helps companies across industries confidently verify business identities, onboard customers faster, and reduce risk at every stage of the customer lifecycle.
Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal.
About the Role
We’re looking for a Partner Manager to acquire and build the next wave of high-impact partnerships at Middesk. Your primary focus will be on sourcing, negotiating, and launching new partnerships — referral-based, reseller-style, and product-embedded — with leading platforms across fintech and B2B SaaS. These partnerships are a core part of our go-to-market strategy, shaping both revenue growth and customer experience.
This is a high-impact, high-visibility role for someone who loves hunting for new opportunities, thrives in ambiguity, and wants to help define the blueprint for partnerships at a fast-growing company. You’ll join a small, foundational team and own the full lifecycle of new partnerships — from market mapping and outreach, to deal negotiation, to go-to-market execution.
We follow a hybrid work model , and for this role, there is an expectation of 2 days per week in our SF or NYC office. Candidates should be based within a commutable distance, as we believe in the value of in-person collaboration and building strong team connections while also supporting flexibility where possible.
What You’ll Do:
- Source and Close New Partners : Identify, prioritize, and pursue high-value partnership opportunities that expand Middesk’s reach. Lead negotiations and structure win-win agreements.
- Build a Partner Pipeline : Create a systematic approach to outbound sourcing, pipeline management, and opportunity qualification to ensure a steady flow of net-new partnerships.
- Launch & Activate Partnerships : Drive successful onboarding and GTM execution for new partners, ensuring seamless integration and early success.
- Develop Market Intelligence : Stay ahead of trends in fintech, SaaS, and B2B integrations to identify whitespace opportunities and inform Middesk’s broader partner strategy.
- Collaborate Internally : Work closely with Sales, Marketing, and Product teams to align on go-to-market plans, ensure partner success, and surface partner-driven insights into our roadmap.
- Shape the Playbook : Help define Middesk’s approach to partnership acquisition — from outreach frameworks to deal structures to KPIs.
What We’re Looking For:
- 4+ years of experience in partnerships, business development, or strategic sales — ideally in B2B SaaS, fintech, or another complex/regulated industry.
- Proven hunter mentality with a track record of sourcing and closing new deals/partnerships.
- Comfortable negotiating complex agreements with technical, operational, and executive stakeholders.
- Strategic thinker with strong commercial instincts — you know how to identify mutual value and build the case for investment.
- Excellent communicator who can build trust externally while driving alignment internally.
- Energized by building in a fast-moving, evolving environment; excited to lay the foundation for how partnerships work at Middesk.
About Middesk
Middesk's mission is to enable every business to access the products and services they need to grow and thrive. We believe that if we can make it easy for a business to access financial products, hire new employees, and transact with other businesses, that we increase the odds of success for that business to contribute to its community and the broader economy. Our Identity provides accurate, complete information that financial services companies need to make efficient onboarding decisions. Our Agent product makes it easy for employers to file with the state and federal agencies needed to establish their business across the country. Our customers include Affirm, Brex, Plaid, Mercury, Divvy, Rippling, Gusto, and others. Based in San Francisco, CA, Middesk is backed by Sequoia Capital, Accel Partners, and Y Combinator.
Full Middesk profile