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

Clara is the leading spend management platform in Latin America. More than 40,000 businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the fastest-growing company in Latin America. We're ~400 people, backed by Kaszek, monashees, Coatue, DST Global, ICONIQ, General Catalyst and Goldman Sachs, among others. 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 firm, 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, NF-e/NFS-e 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 Clara - A high talent-density team driven to make an impact in Latin America — low ego, high ownership. - Competitive salary and stock options (ESOP) from day one. - An annual learning budget and accelerated development paths. - English is our working language, with Spanish and Portuguese every day. How we work - Clarity — Open and direct communication: we say what we mean and give context where it matters. - Simplicity — If it can be simpler, it should be. - Ownership — We own everything we do, end to end. When something needs to happen, we don't wait. - Pride — We hold ourselves to a high standard, and it shows in what we deliver. - ABC (Always Be Changing) — We adapt fast, embrace change, and keep learning. - Inclusivity — Diverse ideas, stories and perspectives build a better Clara. Hybrid at Clara Claridians split their time between the office, customers and home. We don't set a minimum number of office days for most roles, but we expect you to spend time there naturally, and most days during your ramp-up or when your leader asks. If you meet the must-haves, apply — the nice-to-haves are a bonus, not a requirement.