Head of Channel Partnerships f​/m​/d

Overview

At Moss, we give finance professionals the power to automate their day-to-day and make forward-thinking decisions.

Our team and culture make us unique — we’re driven by impact and growth, where every one of us strives to learn and excel. Recognised by Sifted’s Rising 100 and Linked In's Top Startups, we’re here to help propel your career and together, make Moss a lasting success.

Partnerships is one of Moss’s largest investment areas right now, and the referral channel sits at the centre of that growth. This is a genuinely high-impact opportunity to take ownership of a function with huge momentum and play a defining role in how it scales over the next few years. You won’t just be maintaining a channel, you’ll be shaping what best-in-class Partnerships looks like at one of Europe’s fastest-growing fintechs.

Reporting into the Snr Director of Partnerships, you’ll lead the team responsible for driving and scaling the referral engine h strong executive backing, significant commercial visibility, and the autonomy to build, optimise, and evolve the programme, this is a role for someone who wants real ownership and the chance to leave a lasting mark on a critical growth channel.

• Line manage a multi national team of partner managers and associate partner managers, including coaching on partner meetings, feedback on qualification and pipeline conversion, and ongoing performance and development
• Own the referral partnership funnel end-to-end, tracking pipeline health, conversion rates, and partner activity to hit monthly SQL targets across the team
• Design and build the partner programme - including tier definitions, incentive structures, engagement motions, and enablement content, working with marketing, Rev Ops, and product marketing to bring each workstream to life
• Drive the commercial evolution of the advisor portal, coordinating across the existing team and go-to-market stakeholders to maximise partner adoption
• Identify and implement process improvements across the partnership funnel, including automation and AI-assisted workflows, to increase the team's output without proportionally increasing headcount
• Partner with marketing on partner events, campaigns, and outbound acquisition activity to grow the active partner base

• Proven first-line management of a channel, referral, or partnerships team, ideally within fintech, accounting technology, or a product sold into the finance and accounting space
• Background in channel sales, referral partnerships, or partner programme management — you understand incentive structures, partner tiering, and what drives referral behaviour
• Comfortable with SMB partner dynamics and the mechanics of a high-velocity, monthly-target environment
• Fluent (C2) in German and English (C1)

• Translates business objectives into clear team-level goals and holds people to them without micromanaging
• Influences cross-functional stakeholders — in marketing, Rev Ops, and sales — without direct authority, and is comfortable advocating for resources and prioritisation
• Brings structure and repeatable process to situations where neither currently exists, rather than waiting for someone else to define the framework
• Coaches hands-on: comfortable sitting in on partner meetings, giving specific feedback on approach, and developing PMs who are high-potential but earlier in their careers
• Identifies where AI and automation can replace manual effort across the funnel and drives adoption of those changes across the team

Moss is a SaaS scale-up founded in Berlin, with a team of 300+ people from 50+ nationalities in 5 offices across Europe.

Our ambition is bold: to power every SMB’s spend across Europe - fully digital, AI-driven, and seamlessly integrated for complete control. To date, over 5000 businesses in Germany, Netherlands and the UK use Moss’ leading spend management product, with modules such as corporate cards, accounts payables, employee cash reimbursements and procurement.

Moss has raised a total of €180 million in funding and is backed by the most renowned tech investors including Valar Ventures,…