Strategic Partnerships Manager

About the role

The Strategic Partnerships Manager works cross-functionally to develop strategies that drive partner acquisition, retention, expansion, revenue, and lead generation through the OnPay Partnerships Marketplace. This role serves as the key point of contact for OnPay’s marketplace partners and advocates for their needs.

Responsibilities

• Serve the end-to-end lifecycle of marketplace partnerships, from sourcing and launching to management and expansion.
• Identify new growth opportunities across partner acquisition, expansion, and retention.
• Review the end-to-end client marketplace experience and work with partners to outline effective customer journeys throughout the lifecycle.
• Collaborate with partners to set and execute against key objectives for each partnership.
• Own partnership reporting to drive data-driven performance reviews.
• Collaborate with Sales, Product, and Marketing to develop and execute cross-functional marketplace partnership initiatives.
• Collaborate with partners on industry event & conference strategies.
• Aid in negotiating business terms as the partnership scales.

Requirements

• 5+ years of experience, with a proven track record of managing and growing multiple partnerships.
• Experience across the full partnership lifecycle from acquisition to expansion.
• Experience with various partnership structures such as referral and reseller models.
• Ability to work cross-functionally in a fast-paced environment under strict deadlines.
• Strong relationship management skills.

Qualifications

• Background in payroll and HCM SaaS ecosystems is a plus.

Skills

• Excellent communication and interpersonal skills.
• Strong analytical and problem-solving abilities.
• Ability to manage multiple priorities and deadlines.

Benefits

• Momentum that matters: backed by over $100MM in new funding and scaling rapidly.
• Market-leading product: consistently ranks among the highest-rated payroll solutions.
• Lead engine that delivers: drives thousands of qualified leads monthly.
• Remote flexibility: work from anywhere in the U.S., or join our HQ team in Atlanta's Ponce City Market.
• Competitive compensation: base salary + commission + stock options = real upside for high performers.
• Comprehensive benefits: 4 weeks PTO + paid holidays, Medical/Dental/Vision, Short- & Long-Term Disability, Life Insurance, Fertility Benefits, Parental Leave, and a 401(k) with company match.
• Growth culture: a team with deep payroll expertise, modern SaaS momentum, and a genuine commitment to helping employees grow their careers.
• Client-first ethos: built on a culture of transparency and service.

Pay

• Remote (U.S.) | Atlanta HQ Optional Compensation includes a base salary with uncapped commission (OTE: $160k–$180k).

Schedule

• Remote (U.S.) | Atlanta HQ