Partnership Account Management Senior Manager

The Senior Manager of Partnership Account Management owns the full lifecycle of OnDeck’s live partner relationships - from go-live through expansion, tier upgrade, and renewal Reporting to the Direct P&L Head, this role is the operational engine of the Strategic Partners (SP) channel’s revenue retention and growth You will directly manage the SP Account management function and serve as the senior commercial point of contact for the highest-value and highest-complexity live accounts. You are expected to spend approximately 60% of your time on account management strategy, playbook development, and team leadership and 40% directly engaged with key partner relationships This is a player-coach role with a clear mandate: build the system first, then run it. The SP channel will scale to 10, 20, 50 live partners. The Senior Manager is building the infrastructure that makes that scale manageable and profitable Lead and develop the Account Management team: Set priorities, run weekly account health reviews, coach on expansion conversations, and define the team’s operating cadence and performance standards. Build the hiring and onboarding plan for future AMs Build and own the Partner Growth Playbook: Within 90 days, audit every live partner (actual vs. potential volume) and produce a tiered framework of sequenced actions to close the gap across volume, product tier, integration depth and co-marketing Run the QBR program and Partner Health Scorecard: Standardize QBRs, track post-meeting actions, and maintain a living scorecard with green/yellow/red intervention protocols so underperformance is caught early Drive upsell and cross-sell: For example, moving Marketplace partners to White Label or adding Term Loan alongside LOC. Report quarterly on incremental volume, tier upgrades and NRR Manage senior relationships: Be the commercial lead for the top 20-30% of partners. Present expansion proposals as business cases, lead renewals starting 90+ days out, and coordinate co-marketing with SP Marketing Own onboarding: Run partner launch from contract to go-live, with a documented 30/60/90-day ramp plan agreed at signing Be the voice of the partner: Turn account feedback into clear asks for Product, Marketing and leadership, and deliver accurate account-level origination forecasts How success is measured: NRR, origination volume vs. target, tier upgrade rate, QBR completion and action close rate, time-to-live for new partners, scorecard coverage, co-marketing volume, and AM team retention and performance