Senior Channel Partner Manager - DACH at location: Berlin, Remote - Germany

Messy spend management is tricky business. And tedious processes are a lose‑lose situation for all involved, not just finance. At Pleo, we’re changing that. We build spend solutions that make managing money seamless, empowering, and surprisingly effective for finance teams and employees alike—with a vision to help all businesses ‘go beyond’.

The word ‘Pleo’ actually means ‘more than you’d expect’, and living by that mantra has been the secret to our success over the last 10 years.

Now, we’re at a pivotal moment in our journey; every move we make has a direct impact on our 40,000+ customers, our business, and our collective success. We need people who take pride in uncovering customer needs, who turn complex problems into simple solutions, challenge the way things are done (respectfully), and always aim high. With great ambitions driving us forward, we can’t say we’ve got this whole thing figured out. And frankly, that’s half the fun! What we can say is that we’re a driven, progressive, and, importantly, a kind bunch of 850+ people from over 100 nationalities, all committed to delivering the future of business spending, together.

About the role

We’re looking for a Senior Channel Partner Manager, DACH to join our growing partnerships team. This is a highly commercial, hands‑on role where you will own the strategy and execution of our partner channel in the region. You will take an existing network of partners and help us scale it in a strategic, structured way, while also bringing your entrepreneurial mindset to create new partnerships. You will be expected to drive revenue directly through partners, while building long‑term, high‑value relationships. This role gives you the freedom to define your own approach and make a visible impact. The role reports directly to the Regional Manager and offers the opportunity to shape the DACH channel strategy from the ground up.

Who you’ll be working with and reporting to

You will collaborate with senior leadership and teams across Sales, Partner Marketing, and Product. Our team is fast‑moving, highly collaborative, and focused on driving measurable commercial impact. You will have the freedom to define your approach, supported by colleagues who share insights and best practices across markets.

What you’ll be doing

As Senior Channel Partner Manager, DACH, you will:

• Own the end‑to‑end partner channel strategy for the DACH region, including planning, execution, and measurement
• Build and manage relationships with existing partners, identifying opportunities to increase revenue and scale collaboration
• Identify and engage new channel partners across fintech, accounting, consulting, and technology ecosystems
• Develop joint propositions, co‑marketing campaigns, and go‑to‑market plans with partners
• Work closely with Sales, Marketing, and Product teams to ensure partnerships deliver measurable pipeline and revenue
• Use data and insights to optimise partner performance and build a scalable channel model
• Represent Pleo at partner events, conferences, and within the wider fintech ecosystem

What you bring

You’ll thrive in this role if you have:

• 5+ years of experience in channel sales, partner management, or alliances within SaaS, fintech, or B2B technology
• A strong commercial drive and proven track record of hitting sales targets through partners
• A strategic mindset combined with a hands‑on, entrepreneurial approach
• Experience building and scaling partner programs to deliver measurable revenue impact
• Exceptional relationship‑building, influencing, and negotiation skills
• Ability to clearly articulate joint value propositions and close deals with partners
• Structured, independent approach and enjoys designing your own playbook
• Fluency in German and strong in English, both writing and speaking
• Willingness to travel up to 30% across the region

Nice to have:

• Experience working with accounting and consulting firms
• Familiarity with channel‑led growth models and ecosystem partnerships

Why is this role a good fit for you

This role is a good fit for you if:

• You are a hunter at heart: you thrive on driving new business and enjoy the challenge of converting partners into active revenue generators rather than just maintaining existing relationships
• You have experience in the SMB / Mid Market space and understand that success in this role comes from high‑velocity activity and managing a large numbers of smaller deal sizes
• You already speak the language of accounting firms, consulting practices, and SMB finance ecosystems

This role is not a good fit for you

• You are used to managing 2‑3 massive global alliances with multi‑year sales cycles, the high‑volume nature of the Pleo partner channel may feel too fast‑paced.
• You prefer a purely relationship management and long term strategic nurturing without a direct sales/quota target, this "hunter" shift will not align with your goals.
• You require a set‑in‑stone manual on "how we’ve always done it", you might find the entrepreneurial nature of this role frustrating

How you’ll develop in this role

In your first 6 months, you will:

• Map and prioritise the DACH partner landscape
• Take ownership of key existing partner relationships
• Drive new partnership conversations that create tangible revenue impact
• Launch co‑marketing and go‑to‑market initiatives to activate partners
• Build a scalable, repeatable playbook for partner success in the region

Your growth is important – whether expanding your scope, leading larger strategic initiatives, or moving into a broader leadership role, Pleo supports your career development.

Show me the benefits!

• Your own Pleo card (no more out‑of‑pocket spending!)
• Lunch is on us for your work days - enjoy catered meals or receive a lunch allowance based on your local office
• We offer 28 days of holiday + your public holidays
• For our Team, we offer both hybrid and fully remote working options
• ️ Option to purchase 5 additional days of holiday through a salary sacrifice
• ❤️