FreshBooks • Calgary, CA / Hamilton, CA / Kitchener, CA / Ottawa, CA / Toronto, CA / Truro, CA / Vancouver, CA / Waterloo, CA / Halifax, CA (Remote) • 20 days ago
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.
