Partner Development Manager

FreshBooks

Waterloo, Ontario, Canada

Waterloo, Ontario, Canada

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About the Role
We're looking for a Partner Development Manager to join our Business Development team and help expand FreshBooks' channel partner ecosystem. In this role, you'll be responsible for identifying, engaging, and signing new channel partners, from the first outreach through to agreement execution — from the first outreach through to agreement execution — you will ensure that new partnerships are structured for success before transitioning them to a Partner Success Manager for onboarding and long-term growth.
You'll play a critical role in shaping our channel partnerships strategy: identifying partners in key segments and verticals that align to our Ideal Partner Profile (IPP), building repeatable partner sourcing and negotiation frameworks, and ensuring every new partner is positioned to deliver outsized impact for FreshBooks and our customers.
We're looking for a commercially minded professional who thrives in fast-paced, high-growth environments. You bring curiosity, creativity, and a strategic mindset to partnerships, and you know how to align the interests of both parties to unlock scalable value. Most importantly, you operate with a 1 + 1 = 3 mindset — building partnerships that deliver outsized value for our partners and customers over the long term.
What You'll Do

Source & Qualify: Proactively identify and engage prospective channel partners in key segments and verticals that align to our IPP.

Negotiate & Close: Lead commercial discussions, structure agreements, and secure new partnerships that create mutual growth opportunities.

Shape the Strategy: Collaborate with Business Development leadership to refine the Ideal Partner Profile, vertical priorities, and FreshBooks' broader channel strategy.

Develop Repeatable Playbooks: Build sourcing, qualification, and negotiation frameworks that make partner acquisition scalable.

Pipeline Management: Maintain a healthy pipeline of partner opportunities, tracking each stage from outreach through to signed agreement.

Cross-Functional Collaboration: Work closely with Marketing, Legal and Finance to evaluate opportunities, align on terms, and ensure scalability.

Smooth Handoff: Transition newly signed partners to Partner Success Managers for onboarding, enablement, and long-term relationship growth.

Market Insights: Stay close to partner ecosystem shifts and emerging opportunities to continually refine FreshBooks' approach.

Deep Product Expertise: Become an expert in FreshBooks' product, features, and workflows to guide partners in delivering maximum value to customers.

Other duties as may be assigned.

What You Bring

3–5 years of experience in channel partnerships, business development, or partner sales within SaaS, fintech, or B2B.

A proven track record of sourcing, negotiating, and closing partner agreements or customer deals that deliver measurable impact.

Strong commercial acumen and ability to connect partner activity directly to customer acquisition and revenue growth.

Excellent negotiation, persuasion, and relationship-building skills — able to align diverse stakeholders to mutual goals.

A strategic thinker who balances immediate deal execution with long-term ecosystem design.

Highly organized with strong pipeline management discipline; comfortable juggling multiple opportunities at once.

Analytical mindset, using data and insights to prioritize opportunities and measure impact.

Experience with CRM/PRM tools (e.g., Salesforce).

A self-starter who thrives in dynamic, high-growth environments.

You'll Stand Out If You Bring Experience In

Negotiating and closing strategic deals that drove meaningful customer acquisition and revenue growth.

Experience with financial management software or the SMB ecosystem.

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Waterloo, Ontario, Canada

Sprachkenntnisse

English

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