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Vice President, Partnerships

Bench

Bench

Sales & Business Development
Canada · United States · Remote
Posted on Wednesday, April 17, 2024
What’s Bench? Visit Bench's latest news to see what's happening, and read what our customers have to say. You can also check us out in Medium, on our LinkedIn page, our Instagram, and our Life at Bench Blog.

We acknowledge that Bench is founded on the traditional, ancestral, and unceded territory of the Coast Salish Peoples, including the territories of the xʷməθkwəy̓əm (Musqueam), Skwxwú7mesh (Squamish), and Səl̓ílwətaʔ/Selilwitulh (Tsleil-Waututh) Nations.

Businesses need to understand their financial performance, but for many smaller ones, this means a trade-off between managing their books and running their businesses.

Our mission is to help every business owner thrive, by providing financial insight and peace of mind in one seamless platform. From creatives to chiropractors, Bench helps thousands of small business owners and entrepreneurs master their financial lives. Because understanding your finances should be three things: simple, effortless, and affordable.

We’re growing fast, and we’re looking for exceptional people to join us on this incredible journey. Check out our culture guide to learn more about what it’s like to work at Bench and read more about our business here!

What does the Partnerships department look like?

The Partnerships team is responsible for delivering on big, exciting goals. By establishing and growing partnerships, we directly contribute to the top of funnel success of Bench, and we have fun doing it.

Joining Partnerships at Bench means you will be signing up to strategically launch revenue growth from each of the team's managed partners. You will help Bench and our partners reach their goals and targets, respond to the shifting needs of small businesses clients, work cross-functionally with all Bench teams, and create a world-class experience for our partners.

Partnerships are key to growing Bench and by doubling down on our biggest partnerships, you will play a critical role in delivering on this growth.

The Role

The overarching goal of the Vice President of Partnerships is to efficiently scale Bench revenue through new and existing partnerships. Our primary revenue driver is recurring revenue - adding new leads/customers to our top of funnel, and our secondary revenue driver is one-time revenue (eg. partner revshare, historical bookkeeping services).

We have a variety of partnerships today - from referral to reseller to white-label to embedded. The paths to growing partnerships are infinite, and we want someone to come in and guide Bench strategically on HOW to grow partnership revenue efficiently, effectively, and quickly.

What you’ll get up to:

  • Lead, coach, and develop a team of high performing partnership team members
  • Develop and execute a strategic plan for building, activating and managing partnerships that drive revenue growth and market share expansion
  • Fully accountable for the new revenue generation and cost of our Partnerships team
  • Identify and prioritize potential partnership opportunities, including resellers, system integrators, referral partners, and technology partners
  • Challenge, refine, and experiment with Bench's partner sales approaches to determine how to increase conversion and revenue
  • Develop systems and processes to support the onboarding and launch of our partners, from acquisition to onboarding to activation, monthly reporting, enablement and advocacy
  • Coordinate with other go-to-market teams (e.g., Sales, Marketing, and Client Success) to maintain a tight feedback loop between Sales, the go-to-market organization, and the broader the Bench organization
  • Analyze and report on relevant metrics and KPIs to understand and provide insights on partner performance and revenue related initiatives
  • Develop and maintain relationships with key partners, negotiating contracts and agreements, and managing partner performance against agreed-upon metrics

To be successful in this role, you’ll need to have:

  • 12+ years experience building strategic partnerships in the Fin-Tech, commerce industry, technology, or SaaS in the US; with full partner cycle experience
  • 6+ years experience leading and building partnerships teams
  • A strong understanding of APIs, software integration, product led growth, and the development and execution of strategic roadmaps
  • A strong grasp of top of funnel metrics, campaign measurement, and goal setting in a highly agile environment
  • A track record of executing measurable results across highly matrixed organizations
  • Bringing new ideas to the table, and taking measured risks, is natural for you. You take responsibility, and you’re often the first to roll up your sleeves when things need to get done.
  • You are a self-starter who is ready to take on the demands of hyper growth
  • You are lit up by the opportunity to 3X partnership revenue
  • An activated curiosity and openness to being an equitable and inclusive leader. Our commitment to anti-racism and anti-discrimination as a company excites you.

It could be an even better fit if you:

  • You have a demonstrable history of building and growing partnerships in a B2B SaaS environment, specifically in the micro market
  • You are creative and analytically comfortable converting data (quantitative and qualitative) into insights, then action.
  • You are immersed in the world of SaaS partnerships and have specifically built successful relationships in financial services, accounting, or similar industry profiles.
  • You have successfully launched product, marketing, and co-selling partner motions.
  • A well-developed equity lens: You actively engage in leadership of teams and of strategic-level work with an equity lens and an eye for inclusivity. You don’t just accept equitable practices, you model and advocate for them on your teams and in your work.

How you will be measured on success:

  • Your success is directly tied to the growth of partnerships revenue - both recurring revenue and one-time revenue.

What you'll get:

  • At Bench, we share information freely and openly whenever possible. The salary range for this role is $276,000 - $345,000 per year, with a portion of earning made up of variable pay, supplemented by a competitive total rewards package including stock options.
  • You’ll get access to Inkblot Therapy’s Employee and Family Assistance Program (EAP) that offers counseling and support, for you and family members, as well as professional development coaching, financial advice, legal advice and much more.
  • Bench has a number of Affinity Groups - groups of people who have shared identities and experiences! The purpose of these groups is to support underrepresented Benchmates and amplify their voices.
  • If you live in BC’s Lower Mainland, you have the opportunity to work at home or in our downtown office location, depending on your preference!
  • If you’re interested in remote only, we currently focus our hiring efforts in the following Canadian provinces: British Columbia, Alberta, Ontario, New Brunswick, and Nova Scotia and the following US states - Colorado, Georgia, Indiana, Illinois, Michigan, New York, Texas, Washington, and Wisconsin.
  • We provide solutions to bring all teams together for collaboration and connection.
  • You'll have access to our Home Office Setup Fund to ensure that you have everything you need to work comfortably from home, from day one.
  • You’ll have the opportunity to work from somewhere other than your home province for up to 90 days in a 12-month period.

Everyone has their own unique talents. Even if you don’t meet 100% of the qualifications outlined above, tell us why you’d be a great fit for this role in your application.

We believe that unchecked biases disproportionately impact the most marginalized people in society—including but not limited to BIPOC, LGBTQ2S+ people, immigrants, and people with disabilities. We strongly encourage applications from people with these identities or other marginalized communities because we believe that without you, we are all less. If you are selected for an interview and require support during the process, including disability accommodation, we'll give you the opportunity to tell us when we contact you.