Partner Manager

Firmable is the market-leading B2B sales intelligence platform in Asia-Pacific. Our competitive moat is our data: the deepest, most localised company and people dataset in every market we operate in. We've proven the model in ANZ. Now we're scaling it across Southeast Asia and the US.
The best pipeline comes from someone the buyer already trusts. This role builds and activates the network that does that trusting.
The Role
Partner Manager activates, cultivates, and grows Firmable's referral and affiliate partner channel: one of our most valuable sources of qualified pipeline. You will own the day-to-day relationship with existing partners, drive referral volume through them, and recruit new, higher-value partners into the program.
This is not a strategy-only role. You'll get partners live, keep them engaged, and convert relationships into revenue. You'll run onboarding end to end, maintain a regular partner cadence, prospect and sign new partners, and coordinate internally with AEs, Rev Ops, Marketing, and Finance so partners refer well and get paid on time. This sits within a broader partnerships function: technology and product-integration partnerships are owned elsewhere.
Reporting to the Head of Sales, ANZ (Melbourne, hybrid).
~75% hands-on: partner onboarding, cadence, activation, prospecting new partners. ~25% reporting, insight, and shaping how the channel scales.
What You'll Own
Activate & Onboard Partners
Onboarding end to end: qualification calls, approval, First Promoter set-up, licence entitlement, first-referral activationDormant to active: getting signed-but-dormant partners live and referring; driving time-to-first-referral down across the bookData hygiene: maintaining accurate partner records in HubSpot and the Notion Partner List; keeping engagement status, model, and priority current
Cultivate & Grow Existing Partners
Regular cadence: check-ins with active partners tiered by priority (high-touch for Tier 1, lighter for Tier 2/3)Partner enablement: briefing partners on ICP, positioning, referral mechanics, and current offersReferral monitoring: tracking activity in First Promoter, spotting drop-off early, re-engaging partners who have gone quietInternal advocacy: coordinating with AEs, Rev Ops, and Marketing to keep referred deals moving and partners paid correctly and on time
Recruit New & Higher-Value Partners
New partner prospecting: identifying, prospecting, and signing referral partners that fit Firmable's ICP and referral thesisHigher-leverage pursuit: prioritising larger partners with meaningful reach and warm access to our ICPStructured deals: working with the Head of Sales to qualify and structure more substantial partnerships, escalating commercial or legal complexity appropriately
Drive Pipeline & Report on the Channel
Channel accountability: partner-sourced referral volume and pipeline generated through the channelReporting: active partners, referrals, sourced pipeline, and revenue reported to the Head of SalesInsight loop: surfacing what makes partners productive and feeding it back into how we recruit, tier, and enable
What We're Looking For
Must Haves
2–4 years in partnerships, channel, sales, SDR/AE, or account management, ideally B2B SaaS or a partner-facing GTM functionStrong relationship-building skills: comfortable being the friendly, reliable point of contact partners want to work withCommercially minded: you understand how a referral converts to pipeline to revenue, and can hold a partner accountable to activityOrganised and process-driven: you keep CRM and partner records clean and follow a repeatable cadence without being chasedConfident prospecting and pitching Firmable to prospective partnersSelf-starter who can own a channel with light oversight and grow the remit over timeYou live and breathe AI tools. You use AI for partner research, outreach personalisation, cadence management, and reporting as your default way of working, not a productivity experiment.
Highly Valued
Familiarity with HubSpot (or comparable CRM) and affiliate/referral tooling (e.g. First Promoter)Prior experience working with HubSpot/CRM ecosystem partners, GTM/RevOps consultancies, or lead-gen agenciesExisting network in the ANZ B2B SaaS or sales tech spaceStartup or scaleup background where you've had to build the standard, not inherit it
The Environment
Firmable runs lean and ships fast: small senior teams, no layers, minimal process. You'll work hybrid from Melbourne, with regular internal collaboration across Sales, Rev Ops, Marketing, Customer Success, and Finance.
We are an AI-native organisation. That means AI isn't a tool we reach for: it's the default operating mode. AI-assisted partner research, automated cadence follow-ups, agentic prospect enrichment. If you're not already working this way, this role isn't right for you.
Why This Role
Own a strategic channel: the partner channel is a growth priority for Firmable; you'll own it end to end with existing partners and clear whitespaceProve the motion: meaningful autonomy to activate, refine, and scale how Firmable does partnershipsReal career runway: grow into a more senior partnerships remit as the program scales; the ceiling is set by output, not tenure
Performance Measures
Number of active, referring partners (and reduction in dormant partners)Partner-sourced referrals and qualified pipelinePartner-sourced closed-won revenueTime-to-first-referral for newly onboarded partnersNumber and quality of new higher-value partners recruited