Senior Manager, Partnership Account Management (Hybrid)
Enova International
$150,000 - $185,000 / year
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Description
About the role:
The Senior Manager of Partnership Account Management owns the full lifecycle of OnDeck's live partner relationships - from go-live through expansion, tier upgrade, and renewal. Reporting to the Direct P&L Head, this role is the operational engine of the Strategic Partners (SP) channel's revenue retention and growth.
You will directly manage the SP Account management function and serve as the senior commercial point of contact for the highest-value and highest-complexity live accounts. You are expected to spend approximately 60% of your time on account management strategy, playbook development, and team leadership and 40% directly engaged with key partner relationships
This is a player-coach role with a clear mandate: build the system first, then run it. The SP channel will scale to 10, 20, 50 live partners. The Senior Manager is building the infrastructure that makes that scale manageable and profitable.
Responsibilities:
- Lead and develop the Account Management team: Set priorities, run weekly account health reviews, coach on expansion conversations, and define the team's operating cadence and performance standards. Build the hiring and onboarding plan for future AMs.
- Build and own the Partner Growth Playbook: Within 90 days, audit every live partner (actual vs. potential volume) and produce a tiered framework of sequenced actions to close the gap across volume, product tier, integration depth and co-marketing.
- Run the QBR program and Partner Health Scorecard: Standardize QBRs, track post-meeting actions, and maintain a living scorecard with green/yellow/red intervention protocols so underperformance is caught early.
- Drive upsell and cross-sell: For example, moving Marketplace partners to White Label or adding Term Loan alongside LOC. Report quarterly on incremental volume, tier upgrades and NRR.
- Manage senior relationships: Be the commercial lead for the top 20-30% of partners. Present expansion proposals as business cases, lead renewals starting 90+ days out, and coordinate co-marketing with SP Marketing.
- Own onboarding: Run partner launch from contract to go-live, with a documented 30/60/90-day ramp plan agreed at signing.
- Be the voice of the partner: Turn account feedback into clear asks for Product, Marketing and leadership, and deliver accurate account-level origination forecasts.
What Great Looks Like:
You are a growth architect who can spot the sequenced steps to close a partner's gap, a systems builder who creates the playbook before you need it, and a data-first operator who is never surprised by a number. You are credible with a partner's VP or CFO, and you are a team multiplier whom Product, Marketing, S&O, Analytics and Finance trust.
How success is measured: NRR, origination volume vs. target, tier upgrade rate, QBR completion and action close rate, time-to-live for new partners, scorecard coverage, co-marketing volume, and AM team retention and performance.
Requirements:
- 6-10+ years in account management, partner success or strategic partnerships, with a record of growing revenue in an existing book
- Experience building or owning an account growth framework, expansion playbook or QBR program, with evidence of its impact
- Experience managing or coaching account managers (formal direct reports preferred)
- Strong commercial instincts and the ability to present business cases to senior partner stakeholders
- Fintech, SaaS or payments experience
- Comfort building from scratch, since you will write the first version of the playbook
Strongly Preferred:
- Embedded finance, white-label lending or API-driven financial product experience
- Familiarity with vertical SaaS, ERP, accounting, payroll or payments ecosystems
- Experience with revenue-share or performance-based structures
- Understanding of SMB lending economics
- A background that blends account management and new business development
What We Offer:
- A growing book in a channel that is adding partners and products
- An embedded solution that lets partners' SMB customers get automated pre-approved offers without leaving the partner's ecosystem
- A motivated team to develop and a direct line to strategy through Product and Marketing
Compensation:
The budgeted annual salary range for this position is $150,000 to $185,000. Actual annual salary will be determined based on qualifications, skills, experience, and level assessed during the hiring process and may fall outside of the range shown. Additional compensation for this role may include a bonus and restricted stock units. All full-time employees are eligible to participate in Company benefits, described in more detail here.
Benefits & Perks:
- Our hybrid roles require in-office work Tuesday through Thursday, with remote flexibility on Mondays and Fridays. This schedule fosters collaboration, team connection, and strategic planning, enhancing communication and effectiveness to drive results.
- Health, dental, and vision insurance including mental health benefits
- 401(k) matching plus a roth option (U.S. Based employees only)
- PTO & paid holidays off
- Sabbatical program (for eligible roles)
- Summer hours (for eligible roles)
- Paid parental leave
- DEI groups (B.L.A.C.K. @ Enova, HOLA @ Enova, Women @ Enova, Pride @ Enova, South Asians @ Enova, APEX @ Enova, and Parents @ Enova)
- Employee recognition and rewards program
- Charitable matching and a paid volunteer day…Plus so much more!
About Enova
Enova International is a leading financial technology company that provides online financial services through our AI and machine learning-powered Colossus™platform. We serve non-prime consumers and businesses alike, while offering world-class technology and services to traditional banks—in order to create accessible credit for millions.
Being a values-driven organization is at the core of Enova’s success. We live our values by listening to our customers, challenging assumptions, thinking big, setting high expectations, and hiring and developing the best. Through our values and our commitment to making Enova an awesome place to work, we maintain an environment of inclusion and culture where our employees can thrive. You can learn more about Enova’s values and culture here.
It is our policy to provide equal employment opportunity for all persons and not discriminate in employment decisions by placing the most qualified person in each job, without regard to any other classification protected by federal, state, or local law. California Applicants: Click here to review our California Privacy Policy for Job Applicants.
Benefits
- A growing book in a channel that is adding partners and products
- An embedded solution that lets partners' SMB customers get automated pre-approved offers without leaving the partner's ecosystem
- A motivated team to develop and a direct line to strategy through Product and Marketing
- Our hybrid roles require in-office work Tuesday through Thursday, with remote flexibility on Mondays and Fridays. This schedule fosters collaboration, team connection, and strategic planning, enhancing communication and effectiveness to drive results.
- Health, dental, and vision insurance including mental health benefits
- 401(k) matching plus a roth option (U.S. Based employees only)
- PTO & paid holidays off
- Sabbatical program (for eligible roles)
- Summer hours (for eligible roles)
- Paid parental leave
- DEI groups (B.L.A.C.K. @ Enova, HOLA @ Enova, Women @ Enova, Pride @ Enova, South Asians @ Enova, APEX @ Enova, and Parents @ Enova)
- Employee recognition and rewards program
- Charitable matching and a paid volunteer day…Plus so much more!
About this role
Enova is looking for a Senior Manager to build and run the account management function for OnDeck's Strategic Partners channel from the ground up. You'll own the full partner lifecycle—from launch through expansion and renewal—while managing a growing team and serving as the senior commercial contact for the company's highest-value accounts. The role is roughly split between strategic work (building playbooks, developing team capability, and designing systems for scale) and hands-on account leadership with the top 20-30% of partners. You'll report directly to the P&L head and have a clear mandate: create the infrastructure that allows the channel to scale from a handful of live partners to dozens while maintaining profitability and growth.
Success here requires both a builder's mindset and operational rigor. Within your first 90 days, you'll audit every live partner relationship, create a tiered growth framework, and launch a standardized QBR program with health scorecards. You'll drive upsells and cross-sells, own the onboarding process with documented ramp plans, and translate partner feedback into product and marketing priorities. The role demands 6-10+ years in account management or partnerships with proven experience building growth frameworks and managing teams. Fintech or SaaS background is essential; embedded finance, white-label lending, or API-driven product experience is strongly preferred.
This is a contract position based in Chicago with hybrid flexibility (in-office Tuesday–Thursday). The salary range is $150,000–$185,000, plus bonus and equity. You'll have a motivated team to develop, direct access to product and marketing leadership, and the chance to shape how a high-growth channel operates as it scales.
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$150,000 to $185,000 per year
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