Middesk

Account Manager

• Hunt and Close New Partnerships: Identify, prioritize, and secure new co-selling and referral partnerships
• Develop a Repeatable Partner Pipeline: Build a systematic approach to outbound sourcing, qualification, and deal progression
• Negotiate and Structure Deals: Lead negotiations across business, product, and executive stakeholders
• Launch and Enable Partners: Own the go-to-market activation of new partnerships
• Collaborate Internally: Partner closely with Sales, Marketing, and Product teams
• Shape Middesk’s BD Playbook: Define the frameworks, outreach strategies, and success metrics

Business Development Manager – Partnerships

Product Marketing

• Define and own the strategy, roadmap, and execution for Middesk’s APIs, SDKs, and ecosystem integrations.
• Partner with GTM and Partnerships to identify and prioritize high-impact integrations that drive adoption and distribution.
• Work directly with partners to co-develop integrations that deliver both business value and technical excellence.
• Collaborate with engineering and design to deliver intuitive developer experiences, from onboarding flows to documentation and tooling.
• Establish developer and partner feedback loops—beta programs, partner sessions, and usage analytics—and fold insights into product decisions.
• Define and track KPIs for ecosystem success (integration adoption, partner-sourced pipeline, developer engagement).
• Partner with Pricing & Packaging to operationalize monetization models tied to integrations and ecosystem usage.
• Roll up your sleeves to draft requirements, validate API designs, and ensure integrations land with quality.
• Serve as the internal advocate for partners and developers, influencing priorities across the product portfolio.
• Monitor the competitive landscape and emerging partner ecosystems to keep Middesk ahead.

Product Manager, Developer, GTM Ecosystem

Growth Marketing

• Source and close new partners: identify, prioritize, and pursue high-value partnership opportunities; lead negotiations and structure win-win agreements
• Build a partner pipeline: create a systematic approach to outbound sourcing, pipeline management, and opportunity qualification
• Launch & activate partnerships: drive successful onboarding and GTM execution for new partners, ensuring seamless integration and early success
• Develop market intelligence: stay ahead of trends in fintech, SaaS, and B2B integrations to identify whitespace opportunities
• Collaborate internally with Sales, Marketing, and Product to align on go-to-market plans and surface partner-driven insights
• Shape the playbook: help define Middesk’s approach to partnership acquisition from outreach frameworks to deal structures to KPIs
• Own the full lifecycle of new partnerships — from market mapping and outreach, to deal negotiation, to go-to-market execution

Partner Acquisition Manager

• Own and nurture a high-volume book of ~200 SMB customers, prioritizing engagement based on customer health, risk, and opportunity
• Build scalable systems for customer touchpoints while maintaining trusted relationships with key stakeholders
• Monitor product usage data and customer signals to identify risks and proactively drive renewals
• Spot and execute on opportunities to expand adoption, upsell features, and increase customer value
• Collaborate cross-functionally with go-to-market, operations, and product/engineering teams to surface customer feedback and advocate for product improvements
• Develop subject-matter expertise in Know Your Business (KYB) to guide customers on best practices and industry trends
• Act as a trusted advisor to understand customers’ businesses, advocate for their needs, and guide toward deeper adoption of Middesk products

Account Manager, SMB

Engineering Manager

• Lead the Onboarding & Credit team responsible for building the KYB (“Know Your Business”) product.
• Embed with the team, partner with product and design to shape business and product decisions.
• Keep the team moving forward, shipping quickly and responsively adjusting to customer feedback.
• Grow and cultivate a world-class team of 8-10 engineers; hiring, coaching, and mentoring engineers.
• Roll up your sleeves when needed: writing stories, taking on engineering on-call duties, debugging builds, or shipping fixes.
• Own the technical roadmap and technical strategy for the team’s domain.
• Partner with recruiting to hire and build the team.
• Collaborate with Product, Data Science, Design, and Go-to-Market teams to shape roadmap and strategy.
• Work closely with the Foundation team to ship and release new data products and insights for customers.
• Engage directly with customers to understand needs and partner with data teams to address them.
• Collaborate with Engineering leadership to define culture and improve engineering through scalable processes.

Engineering Manager, Onboarding and Credit

Solutions Engineer

• Design custom solutions that integrate with client systems and compliance frameworks addressing fraud detection, regulatory compliance, and risk management
• Drive revenue by securing new logos and identifying expansion opportunities within existing accounts
• Partner with Account Executives and Managers to lead discovery and solution presentations with executive-level stakeholders
• Create and execute deployment plans to ensure fast and effective implementation and projected ROI
• Build and maintain strong customer relationships and provide feedback to influence Middesk’s product roadmap
• Influence product direction and GTM strategies by collaborating with Product, Marketing, and Sales teams
• Report to the Solutions Engineering Manager and take foundational ownership as an early Solutions team hire

• Manage and grow a team of data and ML engineers; set goals, provide feedback, and build a culture of technical excellence
• Partner with Recruiting to hire top talent as the team scales
• Align engineering priorities with business goals, focusing on scaling data acquisition, building ML infrastructure, and improving pipeline reliability
• Scale Middesk’s data acquisition framework—automate evaluation of new sources, build ingestion and ETL pipelines, and integrate into entity resolution
• Partner with Product and Data Science to launch new data products and expand business identity dataset
• Improve reliability, observability, and cost-efficiency across the platform (storage, ETL, Elastic Search)
• Build and scale ML infrastructure, including training pipelines, model serving, feature stores, and MLOps practices
• Partner with Data Science to accelerate experimentation and deployment across fraud, risk, and identity use cases
• Drive adoption of AI agents and LLM workflows to automate ingestion, orchestration, and AI-powered customer applications
• Collaborate with Product, GTM, and Data Science to shape roadmap for ML- and data-driven initiatives
• Champion AI/ML adoption across the company, set technical direction and best practices
• Partner with customers and stakeholders to ensure data and AI infrastructure is reliable, trustworthy, and high-performing
• Follow hybrid work model with expectation of 2 days per week in SF office

Engineering Manager, Data Platform and Machine Learning

Operations

• Join a team of 6 operations analysts supporting the Entity Management product line.
• Review and submit state payroll tax registrations and transfers quickly and accurately.
• Review state notifications and monitor communications from state agencies.
• Follow up with customers to resolve inaccurate data and clarify application information.
• Contact state agencies to follow up on untimely correspondences or clarify evolving requirements.
• Develop expertise in nuances of state registrations to complete tasks on behalf of customers.
• Collaborate with the broader Entity Management Team to create and optimize processes and support new features and fulfillment streams.
• Work in a queue-based, highly operational role with opportunities to support projects based on business need.

Operations Analyst

• Middesk: transforms business identity verification to help companies verify business identities, onboard customers faster, and reduce risk.
• Lead engineering for Risk & Fraud: set technical vision and build the team developing fraud and risk products; lead 0→1 initiatives and scale products for top customers across fraud prevention and risk assessment.
• Embed with existing Risk & Fraud engineering team; partner with product and design to shape business and product decisions.
• Grow and manage a team of 8-10 engineers; hiring, coaching, mentoring, performance management.
• Be hands-on: write stories, take on engineering on-call duties, debug builds, and ship fixes.
• Own technical roadmap and strategy; partner with recruiting; collaborate with Product, Data Science, Design, Go-to-Market, and Foundation teams; engage directly with customers.
• Collaborate with Engineering leadership to define culture and improve engineering through scalable processes.

Engineering Manager, Risk and Fraud

• Own a Strategic Account: Serve as the main point of contact for Alloy, managing and growing one of Middesk’s most strategic and established partnerships.
• Drive Growth: Develop joint strategies that expand adoption and drive shared value. You’ll be responsible for satisfaction, retention, and commercial growth.
• Build Playbooks: Help define how we manage strategic alliances at Middesk. You’ll set best practices, build internal processes, and develop KPIs to track success.
• Connect the Dots Internally: Work cross-functionally with Go-To-Market, Product, and Operations teams to bring partner insights into our roadmap and drive alignment on priorities.
• Expand the Portfolio: Identify and secure new high-impact partnerships. Negotiate deal terms and drive execution from kickoff through launch.
• Act as a Trusted Advisor: Deeply understand partner use cases and act as their advocate internally — influencing the product roadmap and long-term strategy.
• Build the Blueprint: Help define what great looks like for partnerships at Middesk. Your work will directly shape our partner strategy, internal processes, and long-term growth playbook.