Own the full partnership lifecycle: identify, pitch, negotiate, close, and operationalize strategic partnerships with CPA firms, accounting networks, and tax technology platforms
Build and execute co-selling and reseller motions with partner firms, creating alignment between their practice leaders and Instead's GTM team
Drive distribution partnerships that embed Instead into accounting firm workflows, making us the default tax automation layer
Develop joint go-to-market programs: co-branded content, webinars, conference presence, referral programs, and integration partnerships
Work cross-functionally with Product, Engineering, and Tax to ensure partner needs are reflected in our roadmap and delivery
Represent Instead at industry events (AICPA, CPA.com, state CPA conferences, tax technology summits) and build executive-level relationships across the ecosystem
Track partnership performance rigorously: pipeline generated, revenue influenced, firms onboarded, retention impact
Help define Instead's partner program structure, tiers, incentives, and enablement as we scale from early partnerships to a mature channel

5-10+ years in partnerships, business development, or channel sales within accounting, tax, or professional services technology
Deep existing relationships in the CPA/accounting firm ecosystem. You know the players, the decision-makers, and how firms actually buy technology
Proven track record of closing and scaling technology partnerships that drove measurable revenue outcomes
Experience working with Top 100 or Top 250 accounting firms, regional firms, or CPA networks
Strong commercial instincts. You can build a business case, structure a deal, and negotiate terms that work for both sides
Comfort operating in ambiguity at a high-growth startup; you build the playbook, not follow one
Executive presence and the ability to build trusted relationships with Managing Partners, CTOs, and practice leaders at major firms
Bonus: Experience with tax technology (CCH, Thomson Reuters, Drake, Intuit ProConnect) or accounting practice management platforms

Partnerships Manager

Key skills