Strategic Partnerships - Accounting

We are looking for an experienced Strategic Partnerships leader to take our Accounting Partnerships program to the next level. Reporting directly to the Head of Accounting Partnerships, you will have the opportunity to shape and scale Mercury’s work with leading accounting firms and the broader accounting ecosystem.

This leader will have full ownership of our accounting partner strategy, craft and evolve our program roadmap, identify growth opportunities within our existing partner channel, and leverage their industry experience to recruit and onboard high-impact accounting firms into our network. This role will involve frequent travel to key markets and industry events (approximately 25% of time).

You will

• Help define how Mercury partners with the accounting ecosystem and build a program that becomes a core acquisition engine for the company.

• Own day-to-day relationships with accounting firms across from boutique bookkeepers teams to larger strategic firms, and turn those relationships into meaningful referral and product-adoption pipelines.

• Translate what you learn from partners into clear growth blockers for product, sales, and marketing, helping us build experiences that accountants actually want to use.

• Run initiatives with partners that unlock new referrals, strengthen their connection to Mercury, and create shared wins for their clients.

• Shape how we recruit new partners, refine incentives, and build repeatable acquisition motions instead of one-off wins.

• Lead deal discussions, structure partner agreements, and bring well-formed recommendations forward for review.

• Represent the partner perspective internally and help influence the product roadmap.

What you will own

• Build and scale Mercury’s accounting partnerships channel from early traction into a reliable acquisition engine.

• Recruit, onboard, and grow relationships with accounting firms across our ICP — from boutique client advisory service teams to larger strategic firms.

• Turn loose or inconsistent referral activity into predictable, revenue-driving motion.

• Set direction for the channel: which segments matter most, where the opportunities are, and what could slow us down.

• Lead negotiations, structure compelling deals, and bring well-formed proposals forward for review.

• Manage senior-level partner relationships and drive activity across different levels of a firm.

• Run joint initiatives with partners that lead to increased referrals, product adoption, and shared wins

• Bring the partner perspective into product, sales, and go-to-market discussions.

• Provide feedback on product gaps, workflow issues, integration needs, and what firms actually care about.

• Work cross-functionally to get alignment and keep the program moving, even when things are ambiguous.

You must have

• 8+ years of experience in partnerships, accounting tech, fintech, or a related field.

• Experience working with accountants, CFOs, or accounting firms
A track record of building or scaling partnership programs, not just managing existing ones.

• Ability to structure deals, navigate negotiations, and run an end-to-end partner cycle.
Strong relationship-management skills across different types of firms and decision-makers.

• Comfort operating in a fast-moving environment where priorities change and direction isn’t always set.

• Ability to manage a portfolio of partners with different needs, workflows, and expectations.

• Clear understanding of the accounting ecosystem and how firms actually use their tools.
Strong cross-functional instincts. You can work cleanly with product, engineering, sales, data, and marketing.

Bonus if you have

• Experience in fintech, accounting, banking-as-a-service, or spend/expense management.

• Background in building GTM motions for back-office products.

• Experience supporting or selling into mid-market or enterprise accounting firms.

• Familiarity with partner-led acquisition motions in early-stage or high-growth environments.

*Mercury is a fintech company, not an FDIC-insured bank. Banking services provided through Choice Financial Group and Column N.A., Members FDIC.

The total rewards package at Mercury includes base salary, equity, and benefits.

Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers.

Our target new hire base salary ranges for this role are the following:

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $180,900 - $226,100

• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $162,800 - $203,500

Mercury values diversity & belonging and is proud to be an Equal Employment Opportunity employer. All individuals seeking employment at Mercury are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic. We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities or special needs. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role.

We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on January 22, 2024.

[Please see the independent bias audit report covering our use of Covey for more information.]

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