About the role
Firmable is the market-leading B2B sales intelligence platform in Asia-Pacific. Our competitive moat is our data: the deepest, most localised company and people dataset in every market we operate in. We've proven the model in ANZ. Now we're scaling it across Southeast Asia and the US. The best pipeline comes from someone the buyer already trusts. This role builds and activates the network that does that trusting.
The Role Partner Manager activates, cultivates, and grows Firmable's referral and affiliate partner channel: one of our most valuable sources of qualified pipeline. You will own the day-to-day relationship with existing partners, drive referral volume through them, and recruit new, higher-value partners into the program. This is not a strategy-only role. You'll get partners live, keep them engaged, and convert relationships into revenue. You'll run onboarding end to end, maintain a regular partner cadence, prospect and sign new partners, and coordinate internally with AEs, Rev Ops, Marketing, and Finance so partners refer well and get paid on time. This sits within a broader partnerships function: technology and product-integration partnerships are owned elsewhere. Reporting to the Head of Sales, ANZ (Melbourne, hybrid). ~75% hands-on: partner onboarding, cadence, activation, prospecting new partners. ~25% reporting, insight, and shaping how the channel scales.
What You'll Own Activate & Onboard Partners Onboarding end to end: qualification calls, approval, First Promoter set-up, licence entitlement, first-referral activation Dormant to active: getting signed-but-dormant partners live and referring; driving time-to-first-referral down across the book Data hygiene: maintaining accurate partner records in HubSpot and the Notion Partner List; keeping engagement status, model, and priority current Cultivate & Grow Existing Partners Regular cadence: check-ins with active partners tiered by priority (high-touch for Tier 1, lighter for Tier 2/3) Partner enablement: briefing partners on ICP, positioning, referral mechanics, and current offers Referral monitoring: tracking activity in First Promoter, spotting drop-off early, re-engaging partners who have gone quiet Internal advocacy: coordinating with AEs, Rev Ops, and Marketing to keep referred deals moving and partners paid correctly and on time Recruit New & Higher-Value Partners New partner prospecting: identifying, prospecting, and signing referral partners that fit Firmable's ICP and referral thesis Higher-leverage pursuit: prioritising larger partners with meaningful reach and warm access to our ICP Structured deals: working with the Head of Sales to qualify and structure more substantial partnerships, escalating commercial or legal complexity appropriately Drive Pipeline & Report on the Channel Channel accountability: partner-sourced referral volume and pipeline generated through the channel Reporting: active partners, referrals, sourced pipeline, and revenue reported to the Head of Sales Insight loop: surfacing what makes partners productive and feeding it back into how we recruit, tier, and enable
