The Partner Manager expands FreshBooks' partner ecosystem by identifying, engaging, and securing new partners, while overseeing their lifecycle and measuring success through partner activation and revenue impact.
About the Role
The Partner Manager will join the Business Development team to expand FreshBooks’ partner ecosystem. Reporting to the Director of Partnerships, this role is responsible for the full partnership lifecycle: identifying, engaging, and securing new ecosystem partners, overseeing activation, joint Go-to-Market (GTM) planning, execution, and ongoing development. The Partner Manager will ensure each partnership generates measurable customer and revenue impact over time.
This position defines the partnerships strategy, identifying partners within critical segments and verticals that align with the Ideal Partner Profile (IPP). Responsibilities include developing frameworks for partner sourcing and negotiation, establishing novel partner-led GTM motions, and positioning every new partner to deliver substantial value for FreshBooks and its customer base.
Success will be measured by partner activation and velocity, partner-sourced customer acquisition, and demonstrable revenue contribution from the partner portfolio.
What You'll Do
- Partner Portfolio: Build, prioritize, and own a portfolio of partners, and be accountable for their engagement, performance, and long-term growth contribution to customer acquisition and revenue growth.
- Full lifecycle ownership: Identify, evaluate, and recruit high-impact partners aligned to ICP, product motion, and GTM priorities.
- Partner Execution: Active new partnerships by developing joint GTM strategies across a variety of partner motions.
- Shape the Strategy: Collaborate with Partnerships leadership to refine the Ideal Partner Profile (IPP), partner portfolio strategy, vertical priorities, and broader ecosystem execution strategy.
- Develop Repeatable Playbooks: Build partner recruitment, qualification, and negotiation frameworks that make partner acquisition scalable.
- Pipeline Management: Maintain a healthy pipeline of partner recruitment opportunities from outreach through signed agreement and activation readiness.
- Performance Tracking: Track and report on partner-sourced leads and customers, conversion rates, and revenue.
- Cross-Functional Collaboration: Work closely with Partner Marketing, FreshBooks Marketing, Legal and Finance to evaluate opportunities, align on terms, and ensure scalability.
- 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'll Bring
- 3 - 5 years of transferable experience, with 2+ years of direct experience in partnerships that generate partner-sourced pipeline, customers, and revenue within SaaS, fintech, or B2B.
- Demonstrated success in owning the full partner lifecycle, including recruiting, negotiating, planning, launching, and managing partnerships.
- Experience contributing to partner-sourced pipeline targets or revenue goals.
- A proven track record of negotiating and closing partner agreements.
- 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 development.
- Highly organized with strong pipeline management discipline; ability to manage multiple opportunities simultaneously.
- Analytical mindset, using data and insights to prioritize opportunities and measure impact.
- Experience working with CRM and/or PRM tools (e.g., Salesforce, Partnerstack).
- A self-starter who thrives in dynamic, high-growth environments.
You'll Stand Out If You Have
- Strong understanding of partner agreement contracting and negotiation.
- Negotiating and closing strategic deals that drove meaningful customer acquisition and revenue growth.
- Experience with financial management software or the SMB ecosystem.
#LI-SR1 #LI-REMOTE
At FreshBooks, we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set.
The total compensation for this role ranges from CA$77,000 - CA$96,000 per year, which may include participation in our incentive programs. Additionally, this position offers an equity grant and immediate enrollment in FreshBooks' comprehensive benefits program, detailed below.
NOTE: This posting is reflective of an existing vacancy at FreshBooks.
Perks and BenefitsWe understand that you'll weigh many factors when deciding if FreshBooks is the right next step in your career. Here are some of our offerings for our employees (we call ourselves ✨ FreshBookers✨) to support their growth:
- 🩺 Comprehensive health and wellness benefits. Generous time off including a flexible vacation plan, a retirement savings program or pension plan matched to your local office, stock options for every full-time employee, parental leave and new parent support, annual healthy living credit, comprehensive medical and dental benefits, fertility and gender-affirming benefits dependent on your region, and more.
- 📚 Perks that matter. Including a Peer Recognition Program, an Employee Assistance Program, headphone credit, meaningful in-person gatherings to bring onsite and remote employees together, and more perks matched to your local cluster.
- 🌱 Working environments to help you thrive. Beautiful office spaces welcome you in Toronto, Amsterdam, and San Luis Potosi. If you don't have access to a FreshBooks office, you receive a home office credit to set up your home office.
- 🤗 Supportive peer group, mentors, and leaders. We care about each other across the organization and have programs to support this so everyone feels a strong sense of belonging, and believes in collective impact.
- 🚀 Accelerated growth. Comprehensive company onboarding, career development through continuous coaching, training, and learning on the job.
You've probably learned a bit about FreshBooks before making it to this point, but let us take a moment to introduce ourselves: At FreshBooks, we believe that small business owners are the backbone of the economy, yet they are often the most underserved when it comes to technology. For over 20 years, we’ve been on a mission to support owners, from the scrappy solopreneur with a big dream to the growing business with employees to manage.
Our leading platform is more than just business software; it’s an all-in-one financial toolkit that automates invoicing, expenses, payments and payroll, allowing our customers to spend less time on paperwork and more time doing the work they love.
We believe in human-centric connections that empower teams to do their best work. Headquartered in Toronto, Canada, our team operates in clusters across North America and Europe using a variety of working environments - remote, hybrid, and in-office - all based on what’s best for the team, collaboration, and mental well-being. We are committed to creating a supportive and flexible workplace where everyone can thrive, grow, and make an impact on the lives of small business owners worldwide.
Even if your experience doesn't meet every bullet on the above lists, we'd love to learn more about you and why you think FreshBooks is the next step in your career. FreshBooks is an equal-opportunity employer. We do not discriminate based on gender, religion, race, mental disability, sexual orientation, age, or any other status. All applicants are considered based on their qualifications and merits. At FreshBooks, we inspire an environment of mutual respect and we believe diversity and inclusion are crucial to our success. FreshBooks provides employment accommodation during the recruitment process. Should you require any accommodation, please indicate this on your application and we will work with you to meet your accessibility needs. For any questions, suggestions or required documents regarding accessibility in a different format, please contact us by phone at 1-416-780-2700 and/or email at [email protected].
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