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

Clara

Sao Paulo / SP / Brazil Posted 2d ago
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READY TO ACCELERATE YOUR CAREER? Clara is the fastest-growing company in Latin America. We've built the leading solution for companies to make and manage all their payments. We already help over 20,000 large and growing businesses operate with agility and financial clarity through locally issued corporate cards, bill pay, financing, and a powerful B2B platform built for scale. Clara is backed by some of the most successful investors in the world, including top regional VCs like monashees, Kaszek, and Canary, and leading global funds like Notable Capital, Coatue, DST Global Partners, ICONIQ Growth, General Catalyst, Citi Ventures, SV Angel, Citius, Endeavor Catalyst, and Goldman Sachs - in addition to dozens of angel investors and local family offices.  We’re building the financial infrastructure that powers high-performing organizations across the region. We invite you to join us if you want to be part of a fast-paced environment that will accelerate your career and support you to do some of the best work of your life alongside a passionate and committed team distributed across the Americas. What you'll do We’re looking for a Partnerships Expert to build Clara’s accountant and VAR channel in Brazil. This is a role for a seasoned professional who has already stood up 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. You will own demand generation through this channel end-to-end. There is no inherited program to babysit. You will build it. In this role, you will: * Build the channel: Design and launch Clara’s partner program for accounting firms, BPOs, and value-added resellers of local accounting and ERP software. Map the landscape, pick the first cohorts, and get live referrals on the board. * Own demand generation: This seat is measured on qualified pipeline and converted volume sourced by the channel — not on logo count, signed MOUs, or partner-portal vanity metrics. * Be strategically hands-on: Write the commercial offer (referral, co-sell, enablement — not a reseller cut on interchange), recruit anchor partners, run the first enablement sessions, and sit in the rooms that close. * Design the GTM by partner type: A national accounting firms, a local accounting-software VAR, and a mid-market ERP boutique do not sell the same way. Build a distinct motion, kit, and incentive for each profile. * Navigate internally: 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. * Operational excellence: Run the full partnership lifecycle: onboarding, enablement, QBRs, health scores, SLAs, and a clean cutoff for partners who do not produce. * Drive growth: Track partner-sourced leads, win rate, time-to-live, and transaction volume in HubSpot and Metabase. Double down on the partners who originate quality. Kill the ones who do not. * Workflow efficiency: Use Google Drive, Slack, and N8N to document the playbook and automate communication with the portfolio so the channel scales without a large ops bench. Must have * Experience: Minimum 5 years in Partnerships, Channel, or Business Development building an indirect motion with accountants, Accounting firms, VARs, or SMB software partners in Brazil. * Channel craft: Proven track record standing up (not only inheriting) a partner program — tiers, incentives, enablement, certification, and a referral or co-sell engine that produced measurable demand. * Domain: Strong working knowledge of the Brazilian accounting and SMB-software landscape (accounting firms, CFDI workflows, local ERPs and accounting suites). You already know who influences the CFO and the contador. * Execution: High-impact delivery as a player-coach — strategy plus personal sourcing, negotiation, and onboarding. * Performance driven: Evidence of partner-sourced pipeline and transaction or subscription growth through an indirect channel, not only brand partnerships. * In-person collaboration: Based in São Paulo, hybrid, with regular time in the office and on the road with partners. * Tech-savvy: Experience or strong interest in AI tools to automate partner workflows and increase coverage per head.   Nice to have * Analytical skills: Independent work in Metabase, spreadsheets, SQL, or Python. * Automation: N8N, Slack integrations, or similar tools to run a partner portfolio without extra headcount. * CRM discipline: Hands-on HubSpot (or equivalent) with partner-sourced attribution you actually trust. * Fintech, payments, corporate cards, or expense-management experience. * A good sense of humor.   WHY JOIN CLARA At Clara, you’ll have the autonomy, speed, and support to make meaningful impact — not just on your team, but on how organizations are run across Latin America. WHO WE ARE * We’re the leading B2B fintech for spend management in Latin America. * Certified as one of the world's fastest-growing companies, a Great Place to Work, and a LinkedIn Top Startup. * Passionate about making Latin America more prosperous and competitive. * Constantly innovating to build financial infrastructure that enables each of our customers to thrive. * Product-led, high-talent-density culture — designed for builders who raise the bar. * Proud of our open, inclusive, and values-driven environment. WHAT WE BELIEVE IN * #Clarity. We say things clearly, directly, and proactively. * #Simplicity. We reduce noise to focus on what really matters. * #Ownership. We take responsibility and never wait to be told. * #Pride. We build products and experiences we’re proud of. * #Always Be Changing (ABC). We grow through feedback, risk-taking, and action. * #Inclusivity. Every voice counts. Everyone contributes to our mission. WHAT WE OFFER * Competitive salary and stock options (ESOP) from day one * Multicultural team with daily exposure to Portuguese, Spanish, and English (our corporate language) * Annual learning budget and internal accelerated development paths * High-ownership environment: we move fast, learn fast, and raise the bar — together * Smart, ambitious teammates — low ego, high impact * Flexible vacation and hybrid work model focused on results If you’re ready for growth, ownership, and impact — apply now and help us redefine B2B finance in Latin America.   ---------------------------------------- CLARA’S HYBRID POLICY Claridians in a hybrid mode split their time between working from the office, talking to or visiting customers, or working from home. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for each individual and team. We don't enforce a minimum number of days for most roles, but you're expected to spend time at the office organically, and be at the office most days during your ramp-up or when required by your leader.

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