At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results.

The Strategic Partner Manager is responsible for driving growth through new and existing partnerships across financial institutions, payment providers, and card network partners. This role focuses on building, scaling, and optimizing strategic partners that expand distribution, accelerate revenue, and deliver meaningful value to partners and customers.

Partner Managers work cross functionally with Sales, Product, Marketing, Legal, Partner Operations, and Revenue Operations to ensure efficient execution, open communication, and strong alignment—while navigating the regulatory and operational complexities of the financial services ecosystem.

Responsibilities

• Drive partnership growth across new and existing financial institutions, payment, and network partners.
• Identify, evaluate, negotiate, onboard, and manage strategic partners that generate partner-led pipeline and ARR,
• Develop and execute joint go-to-market strategies that activate partner sales teams and enable scalable co-selling motions.
• Activate partner enablement programs, including sales training, incentives, and GTM messaging to drive adoption and performance.
• Oversee cross-functional GTM launches and ongoing initiatives, ensuring alignment with stakeholders and delivery against timelines.
• Build deep expertise in partner business models, operating structures, and strategic priorities to create sustained joint value.
• Navigate the compliance, risk, and regulatory requirements associated with working with banks and other regulated companies.
• Structure and manage a range of partnership models, including referral, reseller, embedded, co-branded, and platform partnerships,
• Serve as a trusted partner-facing leader capable of influencing and presenting to executive audiences.
• Continuously measure, optimize, and evolve partnerships to maximize growth, efficiency, and long-term impact.

Qualifications

• Bachelor’s Degree preferably in Business or related field
• 5+ years of experience selling to, selling with, and partnering within the financial services industry
• Proven experience working with financial institutions, banks, payment providers, and/or card networks
• Experience in partnerships, business development, or strategic sales within a SaaS or technology-driven environment
• Deep understanding of the complexities of working with financial institutions and regulated companies
• Strong knowledge of compliance, risk, and regulatory considerations within financial services partnerships
• Demonstrated success designing, managing, and scaling multiple partnership models with financial institutions
• Proven ability to activate, enable, and influence partner sales teams to drive measurable revenue outcomes
• Ability to negotiate commercial agreements that balance company interests, margins, and partner value
• Ability to present effectively and influence executive-level stakeholders
• Excellent oral and written communication skills
• Strong problem-solving skills with a curious, analytical, and strategic mindset
• Highly effective cross-functional collaborator with Partner Ops, Sales, Marketing, Product, Legal, and RevOps
• Positive, flexible attitude with the ability to adapt in a fast-paced environment
• Strong organizational and analytical skills with attention to detail