At GoCardless, we’re passionate about payments. Our vision is to provide businesses with the best way to collect recurring payments, wherever they and their customers are in the world.
Today, we help over 55,000 businesses take the pain out of getting paid, so they can focus on what they do best. And through our partnerships with over 200 software providers such as Xero, Zuora, Salesforce and Quickbooks, more and more businesses are benefiting from our unique global payments platform every day. We process $15bn of payments a year across more than 30 countries, powering recurring payments for businesses worldwide, from multinational corporations to small businesses.
We’re headquartered in the UK, and backed by some of the world’s leading investors including Google Ventures, Salesforce Ventures, Balderton Capital, Accel Partners, Notion Capital and Bain Capital. Over 500 employees worldwide have decided to develop their careers with us. We’ve built a friendly, collaborative culture where we hire and develop people who share our desire to do work we can be proud of. We value learning and feedback, and support colleagues to develop in their role and more broadly in their career.
The impact of the Commercial Partnerships team is instrumental to the growth and success of GoCardless, especially in the mid-market and enterprise space. Having accounted for roughly 20% of the company’s overall partner influenced pipeline generation in 2020, this nimble team is relied upon for gaining entry and helping close large, meaningful deals that would otherwise be difficult to engage with and win, and is a leading source of net new opportunities and pipeline for GoCardless.
You’ll be responsible for finding and negotiating new mutually beneficial opportunities, particularly in the mid-market and enterprise space, as well as owning and executing the GTM strategy for existing top-tier enterprise partnerships within the North American market
For each partner, you will develop and execute against an account plan, build a strong network within the partner, and work with their product and local teams to help us grow and deliver meaningful business for the local sales teams to execute.
You’ll work closely with our Sales and Marketing teams to develop a joint go-to-market plan and identify new leads to target. You’ll also build alliances with key system integrators, consultants and other influencers within these partner ecosystems.
As the main local advocate for these new and existing partners, you’ll provide invaluable feedback to our Product and Operations teams. You will have local relationships with global partners, within the billing space, like SalesForce and Microsoft with the goal of growing our revenue, building deeper relationships and leading our expansion with them in North America.
Day to day
Seek new mutually beneficial partnerships to reach new markets in North America and qualify new leads to target.
Drive new partner acquisition from discovery and qualification of partner prospects, through negotiating, signing and ramping.
Build and execute partner development plans for newly signed partners with input from stakeholders.
Drive growth of existing top-tier enterprise partners who’s GoCardless presence is new in North America, working closely with their respective global partner account managers.
Build partnership objectives and goal setting with regional GoCardless internal and partnership executive owners globally.
Encourage and facilitate joint account mapping sessions to help GoCardless sales identify potential prospects and sales cycles where partnering will help the partnership win more business.
Assess the needs for the partner sales team and conduct product and sales training and enablement activity as needed.
Perform monthly forecast, manage pipeline, and drive sales revenue plan to meet goals.
Ability and drive to pursue partner prospects, delivering against aggressive targets for identifying, engaging and signing new strategic partners.
Ability to oversee and lead partner agreement negotiations, from initial talks through partner signing, onboarding and ramping
You have extensive experience working in strategic integrated partnerships or senior account management, ideally in a B2B tech environment
You have experience working with Global System Integrators - Accenture, Deloitte, PWC, etc. - developing and executing an SI engagement strategy
You have strong relationship management and communication skills. You love networking and can articulate yourself clearly
You are commercially astute with strong quantitative and analytical skills. You relish digging into data and using feedback from partners to identify growth opportunities
You are comfortable learning a highly technical product. Whilst you won’t need to code, we will expect you to relish the prospect of learning our Product inside out
You are open to domestic and international travel and attending events as a GC ambassador
You are ambitious, driven, high-energy and engaging. You inspire others to work with you
Ideal: you have experience working with core business software, ideally CRM, Billing or ERP
Ideal: You have experience working within the payments industry
Life at GoCardless
Diversity is hugely important to us and we welcome applications from those with disabilities and from under-represented backgrounds. Throughout our hiring and onboarding process we make any reasonable adjustments necessary to create a level playing field and continually look at how we can improve in this area. We also have active ‘employee resource groups’ (such a BEAM and Rainbow) that are supported and sponsored by members of our Exec team; they work to engage and inspire our employees on diversity & inclusion topics throughout the year.
We offer flexible working hours and remote working arrangements, enhanced parental leave and pension packages. You’ll also receive equity, because we believe having this ‘buy in’ is a vital part of building a successful business where everybody - regardless of their role - can make a valuable contribution.
Here at GoCardless we value flexibility, and throughout the challenges of the Covid-19 pandemic we've listened to our global GeeCees to gain a better understanding of the positives and negatives of working remotely (which we've been doing since March 2020).
Their feedback helped us develop our 'Adaptive Working' model, rolling out mid to late 2021. It's built around three components: days in the office, remote working, and enhanced environments. This means teams will be able to come into a GC office between one and three days per week for collaboration and teamwork, with the rest spent working remotely to enable a healthy work/life balance. We’ll also be reimagining our office environments so they enhance the collaboration and socialisation aspects our GeeCees told us they value most highly.
We continually review this approach in conjunction with the changing restrictions in each of our locations; additionally we offer support to maintain wellbeing and comfort, including subsidised home office equipment, workstation assessments and a range of remote social activities you can dip in and out of whenever you fancy.