Partner Development Manager

Role Overview

• Proactively identify and engage prospective distribution partners through outbound research, LinkedIn, industry events, and referral networks.
• Own the full partner sales cycle — from initial outreach and qualification through to commercial agreement, technical integration, and first policy sold.
• Develop a deep understanding of each partner's business model, customer base, and distribution capability.
• Conduct compelling product demonstrations and presentations about Kanopi's embedded insurance platform.
• Build and manage a pipeline of qualified partner opportunities in HubSpot.
• Achieve KPIs including number of DPs signed, DPs launched (live), and GWP generated within your portfolio.
• Maintain strong ongoing relationships with active distribution partners.

Requirements

• At least 3 years in a sales, business development, or partnerships role.
• A proven track record of selling B2B software or technology platforms (SaaS, fintech, or marketplace experience strongly preferred).
• Managed deals or partnerships end-to-end.
• A background in partnerships, channel, or ecosystem sales.
• Worked at a high-growth startup or scale-up (e.g. Xero, a fintech, or a SaaS startup).
• Exposure to insurance, financial services, or embedded finance is highly regarded.
• Familiarity with API-based or platform integration sales is also a great advantage!
• Experience with CRMs is a must! (Ideally HubSpot).

Benefits

• Equity package as a valued member of the company.
• Warm and collaborative work culture with big-time vision.
• Flexible workplace with a focus on outcomes.
• Support for professional development.
• Time and support for courses, reading, or attending events.
• Healthy boundaries regarding after-hours availability.