Partnerships Lead

About Pemo

Pemo is a spend management platform focused on small and medium-sized enterprises (SMEs) across the MENA region, headquartered in Dubai International Financial Centre (DIFC). It provides finance teams with integrated solutions such as corporate cards, automated expense handling, bill payments, and accounting system integrations. Currently serving clients in the UAE, Pemo is rapidly growing from $10 million to $100 million annual recurring revenue (ARR).

Role Overview

We are searching for a full-stack Partnerships Lead to develop and scale Pemo's partner network as a significant contributor to our sales pipeline. Traditionally, growth has relied on direct sales and marketing efforts. This opportunity focuses on leveraging partners like accounting firms, free zones, and chambers of commerce that engage regularly with our ideal customer profile (ICP).

This role demands comprehensive management — from identifying and onboarding partners, activating their potential, to personally closing initial partner-driven deals. After solidifying a dependable channel, you will establish scalable processes and shift lead closing responsibilities to our account executives. Success is defined by measurable pipeline contribution; merely signing partners without resultant deals is insufficient.

You will be expected to generate partner-driven pipeline volume that is ten times your on-target earnings (OTE). Our tight-knit team structure values dynamic individuals delivering significant impact with appropriate compensation. You will report directly to the Chief Revenue Officer (CRO).

Key Responsibilities

• Develop and manage a partner-sourced sales pipeline meeting a quota of 10x your OTE, with monthly reporting to the CRO.
• Identify and secure mutually beneficial partnerships with accounting firms, free zones, and chambers of commerce in the UAE, focusing on partners' access to Pemo's ICP rather than their brand prestige.
• Personally close the initial sales deals emerging from each new partnership to validate channel efficacy before delegating to the sales team.
• Create and refine a repeatable partner engagement process encompassing partner sourcing, evaluation, training, referral tracking, and lead handoff to account executives.
• Develop and deploy partner enablement materials such as training resources, co-marketing tools, and referral tracking systems to motivate partners to actively endorse Pemo.
• Manage the complete lifecycle of partner contracts from initial discussions to signed agreements, coordinating with the legal department.
• Represent Pemo at regional partner and ecosystem industry events, converting attending opportunities into a sales pipeline.

Candidate Profile

Essential qualifications:

• Over five years of experience in partnerships, channel sales, or business development within B2B SaaS or fintech sectors, including direct sales closing and revenue or pipeline quota achievement.
• Proven ability to transform signed partnerships into measurable pipeline and revenue results.
• Experience drafting and negotiating partner and referral agreements.
• An ownership-driven mindset with autonomous working capabilities and accountability for outcomes without close supervision.
• Excellent command of written and spoken English.

Preferred attributes:

• Established connections with UAE accounting firms, free zones, or chambers of commerce.
• Knowledge or experience in spend management, corporate cards, or B2B payment solutions.
• Professional-level proficiency in Arabic.
• Familiarity with Pemo’s competitive landscape within MENA.

Benefits

• Competitive fixed salary plus uncapped variable compensation directly linked to the pipeline and revenue produced, paid in AED.
• Health insurance coverage extending to you and your dependents.
• Hybrid work arrangement based at the DIFC office in Dubai.
• Direct access to the CRO and full responsibility for developing a new sales channel from ground zero.
• Opportunity to play a key role in scaling Pemo's growth from $10 million to $100 million ARR.

Hiring Process

• Initial 30-minute introductory discussion with People Operations.
• 60-minute in-depth interview with the Chief Revenue Officer.
• Practical working session requiring you to create a 90-day strategic partnership plan for the UAE, identifying priority partners and demonstrating pipeline projections to meet 10x OTE targets.
• Panel interview with sales and marketing leadership teams.
• Official job offer for the selected candidate.

Pemo is committed to equal opportunities and moves swiftly for the ideal candidate.