Director / VP of Partnerships

Director / VP of Partnerships At Moss, we give finance professionals the power to automate their day-to-day and make forward-thinking decisions. Our team and culture make us unique — we’re driven by impact and growth, where every one of us strives to learn and excel. Recognised by Sifted’s Rising 100 https://sifted.eu/rankings/b2b-saas-rising-100-2024 and LinkedIn's Top Startups https://www.linkedin.com/pulse/linkedin-top-startups-2024-20-aufstrebende-unternehmen-bjd0c/, we’re here to help propel your career and together, make Moss a lasting success. We’re looking for a strategic and hands-on Director of Partnerships (f/m/d) to transform Moss’ partnerships function into a major driver of growth. This role spans the full partnerships ecosystem—including channels, strategic alliances, ISVs, and technology partners. You’ll lead a team of Partner Managers, build scalable partner programmes, and work cross-functionally to ensure partnerships play a pivotal role in Moss’ growth trajectory. This is a rare chance to scale the partnerships channel into a high-performing growth engine. Your responsibilities Here’s a bit more on what you can expect to be doing day-to-day - Design and Scale Partnership Strategy – Define Moss’ partner ecosystem strategy across accounting/tax advisors, technology integrations, and referral partners. Build scalable programmes with clear incentives, onboarding, and enablement. - Lead and Grow the Team – Coach and inspire a group of 6–8 Partner Managers, setting clear KPIs, reviewing performance, and fostering a culture of accountability, collaboration, and continuous improvement. - Drive Partner-Sourced Revenue – Build a predictable partner-sourced pipeline that contributes to net-new ARR, aligning with Sales for seamless lead handoffs and shared incentives. - Strengthen Partner Ecosystem – Own top strategic relationships, run QBRs, drive joint initiatives, and empower the team to increase partner output through enablement, co-marketing, and co-selling. - Bring Data and Insights to Execution – Build dashboards to track pipeline and performance, and use insights to continuously optimise partner mix, programmes, and team focus. About you - 8+ years of experience in partnerships, business development, or channel sales in B2B SaaS or FinTech, ideally within the SMB space and with exposure to accounting/tax advisor ecosystems or tech integration programmes. - Proven success building and scaling partner programmes that deliver measurable ARR impact, including experience leading a team of Partner Managers or Partner Account Managers. - German language skills are a plus. In addition, here are the skills and attributes we are looking for: - Partnerships Expert: You know how to identify, segment, and prioritise partner ecosystems, designing scalable programmes and value propositions that attract, activate, and retain high-impact partners. - Hands-On, Commercial Leader: You roll up your sleeves to support ICs on key initiatives while setting clear expectations, coaching for performance, and tying partner activity directly to pipeline and ARR growth. - Data-Driven Operator: You bring structure and rigour, using dashboards and KPIs to guide focus, measure results, and optimise programme performance continuously. - Cross-Functional Connector: You align closely with Sales, Product, and Marketing to integrate partnerships into the overall GTM strategy and ensure seamless execution. - Strategic Executor: You move from strategy to delivery with speed, embedding repeatable processes and scalable systems that enable sustainable, predictable growth. About Moss Moss is a SaaS scale-up founded in Berlin, with a team of 300+ people from 50+ nationalities in 5 offices across Europe. Our ambition is bold: to power every SMB’s spend across Europe - fully digital, AI-driven, and seamlessly integrated for complete control. To date, over 5000 businesses in Germany, Netherlands and the UK use Moss’ leading spend mana ... (truncated, view full listing at source)