Senior Partnership Manager - Accounting Firm Integrator Programme

Responsibilities

• ▹Define, with the Partnerships team, the selection criteria for accounting firms best suited to become integrators (size, positioning, client base, digital appetite, growth ambition)
• ▹Actively prospect and identify target firms via your network, trade shows, professional associations and digital channels
• ▹Build a convincing, differentiating pitch to onboard firms into a business they do not yet know, demonstrating its concrete economic value and potential
• ▹Negotiate and onboard the most strategic partners, securing strong commitment from management down to field teams
• ▹Design and run a structured onboarding path for each new integrator firm, adapted to their digital maturity and business challenges
• ▹Individually coach firm teams (partners, mission managers, staff) in mastering the software deployment business model: sales cycle, project management, client relationships, profitability
• ▹Train teams to sell and deploy Pennylane to their internalized SME clients, shifting them from prescription to active integration
• ▹Create and run collective training sessions (webinars, field workshops, bootcamps) to scale skill-building
• ▹Identify blockers preventing firms from launching first projects and set up concrete, fast action plans
• ▹Define clear, measurable milestones to steer each firm's progress from zero to a steady, growing pace of deployments
• ▹Closely monitor first deployments to secure initial successes and build lasting confidence
• ▹Co-build the resources needed for rapid autonomy (sales playbooks, deployment guides, client materials)
• ▹Create a community dynamic between integrator firms to share best practices and highlight success stories
• ▹Feed the Partnerships team's strategy with relevant field insights and collaborate with AE, Marketing, Product and Ops teams

Requirements

• ▹At least 10 years of experience in indirect sales, partnership development or change management, ideally in accounting software, financial management or the digital transformation of small businesses
• ▹Excellent knowledge of the accounting firm ecosystem: their business model, constraints and ambitions, and how to create value for them
• ▹Real ability to open new markets and convince players to start an unfamiliar business, with a structured, educational and ROI-oriented approach
• ▹Combine strong commercial drive (partner recruitment, negotiation, business development) with the ability to train and support teams over time
• ▹Results-oriented, able to define clear metrics and rigorously steer partner performance
• ▹Able to manage several relationship levels simultaneously: firm management, sales teams and field staff
• ▹Comfortable in a challenging, fast-moving environment and proactive when facing problems
• ▹Excellent communicator, both one-on-one and in group formats (training, workshop, presentation)
• ▹Strong ability to collaborate with many internal teams (AE, Marketing, Ops, Product)
• ▹English level allowing internal professional exchanges

Soft skills

What we offer

• ▹One of the best health insurance plans on the market (Alan Blue and Alan Mind)
• ▹Meal vouchers (Swile card)
• ▹6 to 12 extra RTT days on top of 5 weeks of paid leave
• ▹English improvement via Busuu
• ▹Monthly budget to work from home or a coworking space
• ▹Offices minutes from Saint-Lazare in central Paris
• ▹BSPCE stock options
• ▹Access to 8,000 gyms across France and over 300 wellness activities via Gymlib
• ▹A Mac
• ▹Regular events: Tech Days every 3 months and an annual company seminar

About the company

Pennylane is one of France's fastest-growing FinTechs, offering innovative accounting and financial management software. In five years it has raised a total of 400 million euros from renowned investors including Sequoia, grown from 7 cofounders to 1,000 employees across 25 nationalities, and earned the trust of more than 900,000 small businesses and over 6,000 accounting firms in France.