Clara

Partnerships Expert, Channel (VARs & Accountants) - São Paulo (Hybrid)

Sao Paulo / SP / Brazil. Posted a month ago

The role

You will build and launch Clara's partner program for accounting firms, BPOs, and value-added resellers in Brazil. You will own demand generation, design go-to-market motions, and manage the full partnership lifecycle.

What you will do

  • Design and launch the partner program for accounting firms, BPOs, and value-added resellers
  • Own demand generation measured on qualified pipeline and converted volume
  • Write commercial offers and recruit anchor partners
  • Design distinct go-to-market motions for different partner profiles
  • Act as a bridge between partners and internal teams like Product, Legal, and Sales
  • Run the full partnership lifecycle including onboarding, enablement, and QBRs
  • Track partner-sourced leads, win rate, and transaction volume in HubSpot and Metabase
  • Use Google Drive, Slack, and N8N to document the playbook and automate communication

Required qualifications

  • Minimum 5 years in Partnerships, Channel, or Business Development building an indirect motion with accountants, Accounting firms, VARs, or SMB software partners in Brazil
  • Proven track record standing up a partner program including tiers, incentives, enablement, certification, and a referral or co-sell engine
  • Strong working knowledge of the Brazilian accounting and SMB-software landscape
  • High-impact delivery as a player-coach including strategy, sourcing, negotiation, and onboarding
  • Evidence of partner-sourced pipeline and transaction or subscription growth through an indirect channel
  • Based in São Paulo, hybrid, with regular time in the office and on the road with partners
  • Experience or strong interest in AI tools to automate partner workflows

Nice to have

  • Independent work in Metabase, spreadsheets, SQL, or Python
  • N8N, Slack integrations, or similar tools
  • Hands-on HubSpot (or equivalent) with partner-sourced attribution
  • Fintech, payments, corporate cards, or expense-management experience
  • A good sense of humor

Benefits

  • Competitive salary
  • Stock options (ESOP) from day one
  • An annual learning budget
  • Accelerated development paths

About the company

Clara is the leading platform in Latin America for companies to execute and manage every payment operation. It is a team of ~400 people backed by several investors including Goldman Sachs.

Partnerships Expert, Channel (VARs & Accountants) - São Paulo (Hybrid) at Clara | JobZoey