Mercury

Strategic Partnerships – Accounting

Mercury

full-time

Posted on:

Location Type: Remote

Location: California • New York • United States

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Salary

💰 $162,800 - $226,100 per year

Job Level

SeniorLead

About the role

  • Help define how Mercury partners with the accounting ecosystem and build a program that becomes a core acquisition engine for the company.
  • Own day-to-day relationships with accounting firms across from boutique bookkeepers teams to larger strategic firms, and turn those relationships into meaningful referral and product-adoption pipelines.
  • Translate what you learn from partners into clear growth blockers for product, sales, and marketing, helping us build experiences that accountants actually want to use.
  • Run initiatives with partners that unlock new referrals, strengthen their connection to Mercury, and create shared wins for their clients.
  • Shape how we recruit new partners, refine incentives, and build repeatable acquisition motions instead of one-off wins.
  • Lead deal discussions, structure partner agreements, and bring well-formed recommendations forward for review.
  • Represent the partner perspective internally and help influence the product roadmap.
  • Build and scale Mercury’s accounting partnerships channel from early traction into a reliable acquisition engine.
  • Recruit, onboard, and grow relationships with accounting firms across our ICP — from boutique client advisory service teams to larger strategic firms.
  • Turn loose or inconsistent referral activity into predictable, revenue-driving motion.
  • Set direction for the channel: which segments matter most, where the opportunities are, and what could slow us down.
  • Lead negotiations, structure compelling deals, and bring well-formed proposals forward for review.
  • Manage senior-level partner relationships and drive activity across different levels of a firm.
  • Run joint initiatives with partners that lead to increased referrals, product adoption, and shared wins.
  • Bring the partner perspective into product, sales, and go-to-market discussions.
  • Provide feedback on product gaps, workflow issues, integration needs, and what firms actually care about.
  • Work cross-functionally to get alignment and keep the program moving, even when things are ambiguous.

Requirements

  • 8+ years of experience in partnerships, accounting tech, fintech, or a related field.
  • Experience working with accountants, CFOs, or accounting firms
  • A track record of building or scaling partnership programs, not just managing existing ones.
  • Ability to structure deals, navigate negotiations, and run an end-to-end partner cycle.
  • Strong relationship-management skills across different types of firms and decision-makers.
  • Comfort operating in a fast-moving environment where priorities change and direction isn’t always set.
  • Ability to manage a portfolio of partners with different needs, workflows, and expectations.
  • Clear understanding of the accounting ecosystem and how firms actually use their tools.
  • Strong cross-functional instincts. You can work cleanly with product, engineering, sales, data, and marketing.
Benefits
  • The total rewards package at Mercury includes base salary, equity, and benefits.
  • Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry.
  • New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers.
  • Mercury values diversity & belonging and is proud to be an Equal Employment Opportunity employer. All individuals seeking employment at Mercury are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic.
  • We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities or special needs.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
partnership programsdeal structuringnegotiationrelationship managementaccounting technologyfintechproduct adoptionreferral pipelinescross-functional collaborationportfolio management
Soft Skills
strong communicationleadershipadaptabilitystrategic thinkingproblem-solvinginfluencerelationship buildinginitiativeorganizational skillsteam collaboration