GTM Enablement Manager (all genders)

Company Mission Payhawk is a leading global spend management solution for scaling businesses. Headquartered in London and combining company cards, reimbursable expenses and accounts payable into a single product; its future-facing technology enables finance teams to control and automate company spending at scale. The Payhawk customer base includes fast-growing and mature multinational companies in 32 countries including LuxAir and Wagestream. With offices in New York, London, Berlin, Munich , Barcelona, Paris, Amsterdam, Vilnius and Sofia; Payhawk is backed by renowned investors such as Lightspeed Venture Partners, Greenoaks, QED Investors, Bek Ventures and Eleven Ventures. Our values include supporting flat hierarchies, taking ownership and responsibility, seeking and providing feedback, managing constructive critique, and speaking our minds. We understand that the best ideas don’t all come from the same place, so we encourage diversity and inclusion in all areas of our work. The future of fintech is about more than money, and we believe in work-life balance, continual learning, and empowered teams. We’re also on a journey to measure and improve our environmental and social impact. From virtual cards to digital subscriptions, our software and automation help take paper out of the equation for our customers, too. We’re changing the world of payments, and we’re looking for an exceptional team to help us.  About the Role At Payhawk we maintain a diverse network of partners, which includes ERP software integrators, ISVs, financial advisers and accounting firms. As a Partnership Manager you will own and maintain the relationships with existing partner accounts, while identifying and incubating new partnership opportunities. The ideal candidate for this role has previous account management experience in channel sales or value-added reseller programs and possesses great communication and interpersonal skills. Must feel comfortable delivering presentations to small groups of people online, as well as in person. A good understanding of the SaaS sales process and proficiency in CRM software are a must. Knowledge of the fintech industry, financial accounting skills and ERP knowledge are a huge plus. This role requires regular collaboration with Payhawk’s sales, customer success, solution engineering, marketing, and legal teams. Some business travel is expected. Responsibilities * Partner prospecting, acquisition and recruitment. * Own and develop the regional partner GTM strategy. * Sales-enablement training to the business development teams of partner companies. * Contract negotiation. * Lead tracking and assignments within Payhawk’s sales organization. * Identifying and developing champions within partner companies that will promote our product internally. * Coordination of co-marketing campaigns. * Frequent partner performance reporting. * Representing the company at industry conferences and events. Requirements * Strong communication skills in German (C1/2C2) and English on a professional level (company language) * At least 4 years of experience in a channel management or sales-related role such as Partner Manager, Channel Manager, or Account Executive. * Experience in a SaaS company selling products to mid-market and large companies is strongly preferred. * Experience with the ecosystems of Oracle NetSuite, Microsoft Dynamics, Sage, or SAP is considered a plus. * Proven track record of successfully achieving company targets. * An energetic and highly-motivated individual with a strong desire to work in a dynamic tech start-up environment and handle ambiguity with a solutions-oriented mindset. * Ability to think strategically and execute at both a high level and in day-to-day operations, ensuring alignment with Payhawk’s long-term goals. * Strong data-driven decision-making abilities to track partnership performance and inform future strategies. * Excellent verbal and written communication skills, including the ability to influence and build trust with internal and external stakeholders. * Organizational and time-management skills. * Excited to work in an AI-first environment, actively using AI tools to move faster, cut repetitive work and have more impact * Bachelor in business administration or international management is preferred. * Ability to do light travel Company Benefits * 30 days holiday paid leave * Competitive compensation package * Exchange policy to another Payhawk office (London, Amsterdam, Barcelona, Sofia, Paris) * Flexible working hours * Regular team-wide events * Opportunity to use the Payhawk product. Payhawk is an Equal Employment Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

ABOUT PARLOA Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience - one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, HealthEquity, Allianz, SAP, BarmeniaGothaer, and TUI already deploying Parloa at scale. ABOUT THE ROLE: As Senior Partner Development Manager - Technology Alliances, you will own and scale Parloa’s most strategic technology partnerships with a dedicated focus on Microsoft alongside a select portfolio of other global platform partners. You will be the driving force behind how Parloa builds, positions, and co-sells with these ecosystems to accelerate enterprise adoption of our Agentic AI platform. This role is designed for a high-impact individual who understands the mechanics of hyperscaler partnerships from the inside, co-sell motions, marketplace transactability, joint GTM, and technical alignment. Working closely with the Alliances leadership and cross-functional teams, you will translate these partnerships into measurable pipeline, influenced revenue, and durable competitive advantage. AREAS OF OWNERSHIP: * Own the end-to-end relationship with Microsoft, and assigned strategic technology partners, building trusted relationships across partner sales, product, and ecosystem teams. * Develop and execute joint business plans that align on shared goals, co-sell motions, and marketplace strategy (e.g., Marketplace / ISV co-sell, private offers, MACC drawdown). * Drive IP co-sell and marketplace transactability, working with internal deal desk, product, and legal to make Parloa easy to buy and sell across partner platforms. * Source and accelerate joint pipeline by aligning Parloa account teams with partner field sellers, orchestrating co-sell plays and executive sponsorship where it moves deals. * Lead joint go-to-market and marketing initiatives from solution positioning and joint value propositions to co-branded events, MDF-funded campaigns, and enablement. * Run regular cadences and quarterly business reviews (QBRs) with each partner, tracking KPIs on pipeline, influenced revenue, and program milestones. * Partner cross-functionally with sales, marketing, product, and leadership to ensure seamless alignment and clear internal communication on partner priorities. WHO YOU ARE: * 8+ years of experience in technology alliances, partner management, or channel/co-sell roles within SaaS, Cloud, Contact Center, or AI sectors. * Direct, hands-on experience working with one or more hyperscalers (Microsoft Azure, AWS, Google Cloud) and/or data & AI platforms including their co-sell and marketplace programs. * A proven track record of building technology partnerships from the ground up and converting them into measurable co-sell pipeline and influenced revenue. * Strong working knowledge of partner ecosystem mechanics co-sell, marketplace transactability, ISV programs, MDF/incentives, and joint GTM planning. * Outstanding communication and relationship-building skills, particularly when engaging C-level executives and senior partner stakeholders. * Professionally fluent in English & German  * Preferably based in Munich * Willingness to travel internationally to engage partners, attend joint events, and meet enterprise stakeholders across regions. OUR RECRUITING PROCESS: Talent Acquisition → Hiring Manager → Technical Interview(s) → Bar Raiser   ---------------------------------------------------------------------------------------------------------------------------------- Parloa is committed to upholding the highest data protection standards for our clients' and employees' data. All our employees are instrumental in ensuring the utmost care, GDPR, and ISO compliance, including ISO 27001, in handling sensitive information. Parloa is an e-verify employer in the USA. Please click here to learn more. * We provide equal opportunities to all qualified applicants regardless race, gender, sexual orientation, age, religion, national origin, disability status, socioeconomic background and other characteristics.