Partnerships Expert, Channel (VARs & Accountants) – São Paulo (Hybrid)

About the role

Clara, a payments platform for companies in Latin America, is looking for a Partnerships Expert to build its accountant and VAR channel in Brazil. The role suits a seasoned professional who has already built a partner program with accounting firms, accountants and software resellers, and who thrives in a player-coach mindset: designing the motion, recruiting the first hundred partners and personally closing the deals that prove the channel. It is based in São Paulo, hybrid.

Key responsibilities

• Build the channel: design and launch the partner program for accounting firms, BPOs and VARs of local accounting and ERP software, map the landscape, pick the first cohorts and get live referrals on the board.
• Own demand generation: measure success on qualified pipeline and converted volume, not on logo count, signed MOUs or portal metrics.
• Write the commercial offer (referral, co-sell, enablement, not a reseller cut), recruit anchor partners, run the first enablement sessions and sit in the rooms that close.
• Design a distinct motion, kit and incentive for each partner type (national accounting firm, local VAR, mid-market ERP boutique).
• Act as the bridge between partners and Product, Legal, Sales, Credit and Customer Success so a referred company can go live without the partner losing face.
• Run the full partnership lifecycle: onboarding, enablement, QBRs, health scores, SLAs and a clean cutoff for non-producing partners.
• Track partner-sourced leads, win rate, time-to-live and transaction volume in HubSpot and Metabase, and use Google Drive, Slack and N8N to document the playbook and automate communication.

Required profile

• Minimum 5 years in Partnerships, Channel or Business Development building an indirect motion with accountants, accounting firms, VARs or SMB software partners in Brazil.
• Proven track record of building a partner program with tiers, incentives, enablement, certification and a referral or co-sell engine that produced measurable demand.
• Strong knowledge of the Brazilian accounting and SMB-software landscape (accounting firms, NF-e/NFS-e workflows, local ERPs and accounting suites).
• High-impact delivery as a player-coach, with evidence of partner-sourced pipeline and transaction or subscription growth.
• Based in São Paulo, hybrid, with regular time in the office and on the road with partners.

Required skills

• Nice to have: Metabase, SQL or Python, N8N and Slack integrations, HubSpot with partner attribution.
• Nice to have: fintech, payments, corporate cards or expense-management experience.

What we offer

• Competitive salary and stock options (ESOP) from day one.
• An annual learning budget and accelerated development paths.
• English as the working language, with Spanish and Portuguese every day.