Alliances Manager, Upflow
EMEA
€60-80k
OTE
+ Equity
3-4 days a week in office
Invoice management platform
Open for applications
Invoice management platform
21-100 employees
Open for applications
€60-80k
OTE
+ Equity
3-4 days a week in office
21-100 employees
Company mission
To revolutionize how B2B businesses get paid.
Role
Who you are
- Relevant Experience: You have demonstrated a 3-year minimum successful experience in Alliances/indirect functions, ideally in the tech ecosystem. You have a strong understanding of indirect GTM models
- Strong sales & business acumen: You love picking up the phone and meeting with people. Strong verbal and written communication abilities, with the confidence to engage with potential partners. Exceptional channel network skills to target, recruit, and nurture channel partners
- Strong sense of ownership: You are accountable for your actions and you are not afraid to suggest new strategies and test them
- Coachable, open to feedback and committed to continuous learning & improvement: Approach new processes with an open mind and eagerness to learn
- Consistently engaged and proactive in achieving objectives: You love overcoming the challenges you set for yourself
- Goal-oriented with a passion for contributing to collective success: You want your success to be measured by your numbers on the board and thrive for team success
- Optimistic and forward-thinking: You have a lot of energy, and you are able to share it with the people you interact with
- Attentive listener with strong analytical skills: You are able to listen to people, but most importantly, understand them
- Detail-oriented with a track record of managing tasks efficiently: Inbox zero, always on time to contact a partner, able to manage large volumes of data on Salesforce
What the job involves
- Now a category leader in the B2B payment space, Upflow is now doubling down on its channel strategy
- As founding Alliances Manager, you will play a crucial role in the expansion of our GTM strategy
- We have established strong relationships with existing partners in the NetSuite ecosystem and you will use this and your experience to double down on this indirect channel by identifying opportunities within existing partners, engage potential new partners, and drive relationships that result in tangible revenues for Upflow at the right unit economics
- Strategic GTM: Under the CRO guidance, design and implement strategies to identify and secure new partnerships with financial consulting firms (ERP consultants), and financial professionals (accountants, part time CFOs) operating in our integration ecosystem
- Targeted Outreach: Lead the outreach process, leveraging your expertise and potentially existing network to connect with key decision-makers, and secure partnership agreements
- Collaboration and Enablement: Facilitate the integration of new partners with Upflow's GTM strategy, provide enablement initiatives to drive better alignment on Upflow USP, and identify mutual opportunities ensuring a seamless go-to-market strategy
- Opportunity and Revenue Impact: Directly contribute to the company’s revenue through mutual pipe review, cross lead generation, and tangible revenue generation for partners and Upflow
- Internal cross collaboration: Leverage internal business teams (sales, success) to accelerate the cross collaboration with partners
- Your success will initially be measured by number of opportunities generated from our partners, and quickly evolve into new channel ARR generated
- Our mutual goal is to turn indirect channel from a nascent revenues contributor to a significant one, and increase the size of the Alliances team
- This role is reporting to our CRO
Application process
- Screening call with Brad (CRO)
- Product demo
- Home assignment
- Home assignment review with Brad (CRO)
- Meet the team: Quentin (Global Sales Director), Martin (EMEA AE)
- Final interview with Alex (CEO)
Our take
Upflow is meeting the growing expectations of B2B companies to handle payments in a pain-free, digital fashion.
The company differentiates itself from its competitors by focusing on integrating their platform with other popular business accounting services like Xero and Quickbooks.
While the company has so far received plaudits for its user-first approach in Europe, the infamously backward and cheque-heavy payments system in the US could be a tough hurdle for Upscale’s product team. However, their opening of an office in New York is a signal of intent as they hope to expand in the North American market.
Freddie
Company Specialist
Insights
Company
Funding (last 2 of 4 rounds)
Apr 2024
$5m
SERIES A
Jun 2021
$15m
SERIES A
Total funding: $23m
Company benefits
- Remote-friendly
- Fee lunches
- Healthcare
- Top of the range equipment
- Share options
Company values
- We Build
- We're Smart
- We're Honest
- We Care
Company HQ
Saint-Mandé, IDF
Articles
Leadership
Alexandre Louisy
(CEO)Earned degrees from the CentraleSupélec school of engineering and University of Melbourne in a Masters of Finance. Worked for 8 years in finance and a telecom SME before founding Upwork.
Barnaby Malet
(CTPO)Worked as an Analyst at Morgan Stanley before becoming a Software Engineer at Apple. Co-founded Mech.io and worked as Senior PM for one of India's largest messenger apps, Hike, before co-founding Upflow in 2018.
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