Partnerships Lead

Causa Prima

1h 46m ago

On-site

Full Time

Spain

In this role, you will build Causa Prima's partner channel from the ground up as core part of our GTM team - turning consultancies, platforms and supplier networks into a repeatable source of enterprise pipeline for the CFO office and a key revenue source for Causa Prima going forward.

What you'll do

Write the thesis, then commit to it. Which partner archetypes matter for us, in what order, and why: AP and ERP ecosystem platforms, hyperscalers, big four advisory firms, strategy consultants, fintech and banking distribution, capital partners. Your criteria, your ranking, and what we consciously say no to for now. You'll present it to the founders in your first six weeks and defend it.
Take over the live conversations. Several partners are waiting for the next step. You pick up each one, decide what we're actually asking for, and move it.
Build the business case before the deal, not after. Volume reachable, addressable share, revenue to us, revenue to them, cost to serve, and the zone where both overlap. A partnership that sounds strategic and loses money is not a partnership.
Run the room. Stakeholder maps for each partner: who decides, who blocks, who's your champion, who's missing. First calls, workshops, commercial negotiations. You ask for something concrete on every call.
Make the first partners work. Signed is not live. You own the enablement: partner sales teams who can explain us, integration scoped with our engineers, leading and lagging metrics instrumented from day one, and a review cadence that triggers a hard conversation when the numbers slip.
Find the partners we're not talking to. The inbound list is not the market. You source the next targets yourself and open the doors.
Build the function with agents, not headcount. Partner research, account mapping, pipeline hygiene, deal memos. We run our internal work through AI agents built by the business team. If you do a task manually twice, you build the thing that does it a third time.
Shape the roadmap, not just the deal. Work closely with the founders and engineering to scope integrations and translate partner needs into product requirements

What we're looking for

You've founded or rebuilt a Partnerships function before. Three to six years in, with at least one stretch where you took a partner channel from nothing to signed, live partners that produced revenue. Enterprise software, fintech, or an AI platform.
Enterprise partnerships, not SMB. You've worked with tech platforms, audit and advisory firms, or ERP ecosystems, and you've landed logos through them. You know what a Big Four alliance team needs before it puts you in front of a client.
Thrive under incomplete information. You can take an open question, frame the criteria, pick a position, and defend it when four people push on it at once. We'll test this on your trial day with a real partner and real numbers.
Commercial honesty. You can put a number on a partnership, say which assumptions it's sensitive to, and see the deal from the other side without pretending every tension is upside.
Genuinely AI-native. This is a hard requirement, not a buzzword. You already run your pipeline, your research, and your partner materials with AI agents, and you've built something in the last month that saved you a week. We'll ask you to show us.
Hands on. You write the deal memo, build the model, and chase the integration ticket yourself. If partner enablement feels like someone else's job, this isn't the role.
Fluent English. Spanish or German is a plus.

This is a wishlist, not a checklist. If the role excites you but you don't tick every box, we would encourage you to apply anyway.

Nice to have

Office-of-the-CFO domain: accounts payable, supply chain finance, dynamic discounting, or treasury. You know what a procure-to-pay cycle looks like from the inside.
An existing network in the SAP ecosystem or at a Big Four alliance team.
You've sold with or into a partner's product before, not just alongside it.

Required Skills

sap

Required Languages

🇬🇧 English

What you'll do

Write the thesis, then commit to it. Which partner archetypes matter for us, in what order, and why: AP and ERP ecosystem platforms, hyperscalers, big four advisory firms, strategy consultants, fintech and banking distribution, capital partners. Your criteria, your ranking, and what we consciously say no to for now. You'll present it to the founders in your first six weeks and defend it.

Take over the live conversations. Several partners are waiting for the next step. You pick up each one, decide what we're actually asking for, and move it.

Build the business case before the deal, not after. Volume reachable, addressable share, revenue to us, revenue to them, cost to serve, and the zone where both overlap. A partnership that sounds strategic and loses money is not a partnership.

Run the room. Stakeholder maps for each partner: who decides, who blocks, who's your champion, who's missing. First calls, workshops, commercial negotiations. You ask for something concrete on every call.

Make the first partners work. Signed is not live. You own the enablement: partner sales teams who can explain us, integration scoped with our engineers, leading and lagging metrics instrumented from day one, and a review cadence that triggers a hard conversation when the numbers slip.

Find the partners we're not talking to. The inbound list is not the market. You source the next targets yourself and open the doors.

Build the function with agents, not headcount. Partner research, account mapping, pipeline hygiene, deal memos. We run our internal work through AI agents built by the business team. If you do a task manually twice, you build the thing that does it a third time.

Shape the roadmap, not just the deal. Work closely with the founders and engineering to scope integrations and translate partner needs into product requirements

What we're looking for

You've founded or rebuilt a Partnerships function before. Three to six years in, with at least one stretch where you took a partner channel from nothing to signed, live partners that produced revenue. Enterprise software, fintech, or an AI platform.

Enterprise partnerships, not SMB. You've worked with tech platforms, audit and advisory firms, or ERP ecosystems, and you've landed logos through them. You know what a Big Four alliance team needs before it puts you in front of a client.

Thrive under incomplete information. You can take an open question, frame the criteria, pick a position, and defend it when four people push on it at once. We'll test this on your trial day with a real partner and real numbers.

Commercial honesty. You can put a number on a partnership, say which assumptions it's sensitive to, and see the deal from the other side without pretending every tension is upside.

Genuinely AI-native. This is a hard requirement, not a buzzword. You already run your pipeline, your research, and your partner materials with AI agents, and you've built something in the last month that saved you a week. We'll ask you to show us.

Hands on. You write the deal memo, build the model, and chase the integration ticket yourself. If partner enablement feels like someone else's job, this isn't the role.

Fluent English. Spanish or German is a plus.

This is a wishlist, not a checklist. If the role excites you but you don't tick every box, we would encourage you to apply anyway.

Nice to have

Office-of-the-CFO domain: accounts payable, supply chain finance, dynamic discounting, or treasury. You know what a procure-to-pay cycle looks like from the inside.

An existing network in the SAP ecosystem or at a Big Four alliance team.

You've sold with or into a partner's product before, not just alongside it.