Senior Partner Growth Manager

About the Role

Engine's Partner Growth team partners with a growing ecosystem of associations, fintech platforms, and distribution partners to bring Engine's free-to-use travel product to their members and customers. As Senior Partner Growth Manager, you will own the full lifecycle of Engine's most important channel relationships, from onboarding and enablement through deep performance optimization, driving revenue share growth across a portfolio that spans industries and partner types: associations, fintech and corporate spending platforms, marketplaces, and other distribution partners.

This is not a reactive account management role. You will function as a channel expert inside Engine's Partner Growth org, building the playbooks, relationships, and commercial frameworks that allow Engine to scale distribution through partners without sacrificing traveler experience or commercial performance. You'll sit at the intersection of partner acquisition and strategic account management, and you'll be expected to lead both internally and externally.

Why This Role Exists

Engine's channel partner network is entering a new phase of maturity. As the partner ecosystem grows and our largest relationships deepen, we need a dedicated owner who can enable partners to effectively position and distribute Engine to their audiences, and who understands the commercial levers that drive revenue share performance at scale. This hire is a critical seat on the channel team and is expected to immediately pick up a book of active relationships and drive them forward with minimal ramp time.

What You'll Own

Channel Partner Growth & Performance

• Own end-to-end partner growth for a portfolio of channel partners spanning a range of industries, partner models, and scales
• Drive GBV growth within existing channel partnerships through proactive commercial reviews, optimization initiatives, and joint go-to-market planning
• Monitor partner health across production metrics, rate quality, and engagement, flagging risks and surfacing opportunities before they become problems
• Ensure every partner in your portfolio has a regular cadence of meaningful touchpoints (no partner goes 60+ days without one), catching adoption or engagement gaps before they become churn risks
• Lead QBRs and executive business reviews for strategic partners and structured health check-ins for the broader portfolio, translating data into forward-looking strategy rather than backward-looking reporting
• Manage the commercial and contractual dimensions of partner relationships, including pricing discussions, tier reviews, and renewal negotiations
• Serve as the first line of escalation for partner issues, coordinating internally with supply, product, and engineering to drive resolution
• Own partner tier progression: actively move partners from Bronze toward Gold/Platinum status by unlocking the right milestones
• Build multi-threaded relationships inside each partner across commercial, product, marketing, and operational contacts, so Engine's position doesn't depend on a single champion
• Develop deep institutional knowledge of each partner's business model, product roadmap, and internal champions

Channel Ecosystem Development

• Engage at contract signature to understand each partner's goals, stakeholders, and definition of success, then own the transition from the Partner Acquisition team to ongoing partner growth
• Build and maintain channel-specific playbooks, onboarding frameworks, and partner enablement materials
• Be the voice of the live partner base in internal product and roadmap discussions, translating partner needs into structured feature requests
• Partner with the VP of Partner Growth to define the channel partner strategy and inform partner prioritization decisions
• Identify expansion opportunities within existing partner footprints: new use cases, geographies, user segments, or product lines
• Partner with Sales and Marketing to align channel activity to co-sell motions and joint go-to-market initiatives
• Contribute to the buildout of scalable channel infrastructure: tier frameworks, health scoring, comp model inputs, and reporting tooling

Who You Are

You're the kind of person who...

• Has operated in a channel, distribution, or platform partnerships role and understands what it takes to make indirect revenue models work
• Thrives in the post-sale: you enjoy turning a signed partnership into a performing one and don't need the thrill of the new-logo chase to stay motivated. Proactive, not reactive.
• Builds trust with external partners quickly. You're commercially fluent, technically credible, and curious about how their business works
• Owns outcomes, not activities. You track GBV, conversion rates, and partner health, and you know what levers to pull when numbers move in the wrong direction
• Is comfortable managing a diverse portfolio, able to prioritize across partners of different sizes, industries, and models without letting anything fall through the cracks; you have systems, not just good intentions
• Is comfortable in ambiguity and can structure your own work without constant direction
• Brings a point of view to the table in internal discussions. You advocate for your partners while holding Engine's commercial interests clearly in mind
• Has a high bar for communication: written, verbal, and visual. You can synthesize a complex partner situation into a clear executive update

Experience & Qualifications

Required

• 5+ years in partner growth, partner success, strategic account management, or channel partnerships, ideally in travel tech, fintech, SaaS, or a distribution-heavy business
• Demonstrated track record managing complex, high-value B2B relationships with measurable GBV or revenue outcomes
• Experience managing partners across more than one industry or partner type (e.g., associations, fintech/corporate card, marketplaces, distribution platforms) is a strong differentiator
• Commercial acumen: comfortable with pricing negotiations, contract terms, and tier-based incentive structures
• Strong data orientation: you use metrics to tell stories and drive decisions, and you're comfortable building your own analyses in Excel/Google Sheets
• Experience translating partner needs into internal product or engineering requests, with the credibility to advocate in cross-functional forums

Preferred

• Experience running co-marketing or partner enablement programs (webinars, member communications, sales-team training, or embedded placements) that measurably lifted partner-sourced volume
• Hands-on experience with partner commercial contracts, including structuring, negotiating, and renewing agreements with revenue-share terms, exclusivity, SLAs, and amendments, and partnering with Legal and Finance to get them across the line
• Experience building partnerships playbooks, onboarding frameworks, or health scoring models, and familiarity with partner ecosystem tools like Crossbeam
• Exposure to comp plan design or partner incentive structures (SPIFs, tier bonuses, go-live milestones)

Compensation & Structure

Role context

• Compensation is structured as a base + variable model
• This role sits within the Partner Growth team, reporting to the VP of Partner Growth
• Travel required for partner QBRs, industry events, and periodic on-sites (~20%)