Partnership Lead
About the role
Why this role exists:
This role exists to make sure our third-party partnerships are commercially strong, financially accurate, and scalable. You’ll own the commercial and operational side of platform-integrated vendors — from negotiating contracts and pricing to managing reconciliation, invoicing, margins, and partner performance. You’ll help us build a partner ecosystem that delivers value to our B2B clients while protecting the company’s revenue and profitability.
What you’ll drive:
Commercial Procurement & Partner Management
Own commercial negotiations with platform-integrated vendors, securing competitive pricing, strong service levels, and healthy reselling margins.
Manage the full partner contract lifecycle, from vendor evaluation and onboarding to agreement signing, renewals, and commercial term changes.
Identify and evaluate new software and service providers based on market trends, platform needs, and client requirements.
Build and maintain clear visibility into vendor pricing structures, volume discounts, contractual terms, and commercial conditions.
Communicate pricing and contract changes to internal teams to enable accurate client repricing and protect margins.
Monitor partner performance and commercial conditions, addressing issues that could affect cost, service quality, or profitability.
Financial Reconciliation & Revenue Control
Own the end-to-end reconciliation process across third-party suppliers, the platform, and B2B clients.
Structure and maintain client fee calculations and markups that balance competitive pricing with reselling profitability.
Oversee accurate and timely invoicing for resold third-party services.
Analyze supplier costs, client revenue, usage data, and margins to identify discrepancies, margin slippage, and process gaps.
Investigate and resolve financial discrepancies with internal teams, suppliers, and clients.
Strengthen financial controls and processes to reduce reconciliation errors and prevent revenue leakage.
Cross-functional Collaboration
Partner with Legal, Product, Account Management, Finance, and other teams to align vendor agreements and commercial models with business needs.
Guide technical teams on vendor activation and integration requirements, making sure commercial arrangements are reflected correctly in the setup.
Translate commercial requirements into clear actions for internal teams and help unblock issues across the partner lifecycle.
Bring commercial and financial insights into decisions around new vendors, integrations, pricing, and client propositions.
Team Leadership & Development
Lead and develop direct reports, setting clear priorities, expectations, and ownership areas.
Coach and mentor the team to improve operational efficiency, commercial awareness, and problem-solving.
Onboard new team members and build practical knowledge around partner management, reconciliation, and invoicing processes.
Build scalable workflows and knowledge-sharing practices that help the team operate efficiently as the partner ecosystem grows.
What makes you a GR8 fit:
Must-have
3+ years of experience in iGaming, B2B platform operations, commercial operations, vendor management, procurement, or a similar environment.
Hands-on experience with commercial negotiations, contract management, invoicing, and financial reconciliation.
Strong understanding of reselling and usage-based commercial models, including per-SMS, per-KYC query, or similar pricing structures.
Strong analytical skills and confidence working with usage, financial, and operational data to identify discrepancies and protect margins.
2+ years of experience leading and developing a team, including setting priorities, delegating, coaching, and driving accountability.
Strong communication and stakeholder management skills, with the ability to work effectively with internal teams, clients, and third-party vendors.
C1+ English, both written and spoken.
Nice-to-have
Experience working with financial or ERP systems, such as 1C or similar tools.
Hands-on experience with Jira, Tableau, HubSpot, or comparable business tools.
Experience managing vendors with complex usage-based pricing, volume discounts, or multi-tier commercial models.
Previous experience working with platform-integrated technology or software providers.