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

Clara·Sao Paulo / SP / Brazilsenior

In short

→Construir desde cero el canal de socios en Brasil con contadores y VARs.
→Ser el principal responsable de generar demanda calificada a través de socios, con enfoque en resultados reales.
→Rol de "player-coach": diseñar, reclutar y cerrar acuerdos con los primeros socios.

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What they ask for

✓Mínimo 5 años en Partnerships, Canal o Desarrollo de Negocios en Brasil.
✓Experiencia comprobada en crear desde cero un programa de socios con contadores, firmas contables o VARs.
✓Capacidad demostrada de cerrar acuerdos y generar pipeline cualificado.
✓Conocimiento del ecosistema de contadores, software contable y ERP en Brasil.
✓Habilidades de liderazgo y comunicación para coordinar con equipos internos (Product, Legal, Sales, etc.).
✓Enfoque en resultados: métricas de conversión, volumen de transacciones y tiempo a live.

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Ready to accelerate your career? Clara is the fastest-growing company in Latin America. We've built the leading solution for companies to make and manage all their payments. We already help over 20,000 large and growing businesses operate with agility and financial clarity through locally issued corporate cards, bill pay, financing, and a powerful B2B platform built for scale. Clara is backed by some of the most successful investors in the world, including top regional VCs like monashees, Kaszek, and Canary, and leading global funds like Notable Capital, Coatue, DST Global Partners, ICONIQ Growth, General Catalyst, Citi Ventures, SV Angel, Citius, Endeavor Catalyst, and Goldman Sachs - in addition to dozens of angel investors and local family offices. We’re building the financial infrastructure that powers high-performing organizations across the region. We invite you to join us if you want to be part of a fast-paced environment that will accelerate your career and support you to do some of the best work of your life alongside a passionate and committed team distributed across the Americas. What you'll do We’re looking for a Partnerships Expert to build Clara’s accountant and VAR channel in Brazil. This is a role for a seasoned professional who has already stood up a partner program with accounting firms, accountants, and software resellers — and who thrives in a player-coach mindset: designing the motion, recruiting the first hundred partners, and personally closing the deals that prove the channel. You will own demand generation through this channel end-to-end. There is no inherited program to babysit. You will build it. In this role, you will: • Build the channel: Design and launch Clara’s partner program for accounting firms, BPOs, and value-added resellers of local accounting and ERP software. Map the landscape, pick the first cohorts, and get live referrals on the board. • Own demand generation: This seat is measured on qualified pipeline and converted volume sourced by the channel — not on logo count, signed MOUs, or partner-portal vanity metrics. • Be strategically hands-on: Write the commercial offer (referral, co-sell, enablement — not a reseller cut on interchange), recruit anchor partners, run the first enablement sessions, and sit in the rooms that close. • Design the GTM by partner type: A national accounting firms, a local accounting-software VAR, and a mid-market ERP boutique do not sell the same way. Build a distinct motion, kit, and incentive for each profile. • Navigate internally: Act as the bridge between partners and Product, Legal, Sales, Credit, and Customer Success so a referred company can go live without the partner losing face. • Operational excellence: Run the full partnership lifecycle: onboarding, enablement, QBRs, health scores, SLAs, and a clean cutoff for partners who do not produce. • Drive growth: Track partner-sourced leads, win rate, time-to-live, and transaction volume in HubSpot and Metabase. Double down on the partners who originate quality. Kill the ones who do not. • Workflow efficiency: Use Google Drive, Slack, and N8N to document the playbook and automate communication with the portfolio so the channel scales without a large ops bench. Must have • Experience: Minimum 5 years in Partnerships, Channel, or Business Development building an indirect motion with accountants, Accounting firms, VARs, or SMB software partners in Brazil. • Channel craft: Proven track record standing up (not only inheriting) a partner pro

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