Law Firm & Accounting Partnerships Lead, Rho

• 5+ years in partnerships, channel, or a closing sales role — ideally at a fintech, B2B SaaS, or professional services platform selling into or through advisors
• You've carried a number and hit it. You're comfortable with a quota tied to partner-sourced revenue
• You've built something from scratch. You know the difference between running a program and starting one, and you want the second
• Credible with professionals: you can hold a real conversation with a managing partner about their book of business, not just pitch a product
• Strong commercial instincts — you can structure a deal, run a negotiation, and know when to walk away
• Excellent written and verbal communicator; you can present to an executive audience and write a partner email that actually gets replies
• Data-driven: you instrument the channel, read the numbers, and reallocate effort accordingly
• Thrives in ambiguity, moves fast, and doesn't need a playbook handed to you — you're writing it
• Based in the Bay Area and willing to travel (~25–35%)

Desirable

• Rho is looking for a Law Firm & Accounting Partnerships Lead to own two of our highest-leverage referral channels: the startup law firms that incorporate companies on day one, and the accounting, bookkeeping, and outsourced CFO firms that run their books from day two onward. These are the advisors founders trust before they ever pick a bank — and the firms that shape which financial stack a company lands on
• You'll own this channel end to end: strategy, partner sourcing, negotiation, launch, enablement, and the revenue that comes out of it. This is a builder role, not a maintenance role. You'll inherit early relationships and a real product story, and your mandate is to turn that into a repeatable, quota-carrying channel with a named partner roster, a working referral motion, and reporting leadership can trust
• Own the Channel Strategy
• Define the segmentation and target list for both sides of the channel: startup-focused law firms (formation, emerging companies, venture practices) and accounting/bookkeeping/OCFO firms
• Build the business case for where to invest — which firms, which geographies, which practice groups drive the most qualified client referrals
• Set the partner tiering model and the value exchange at each tier (co-marketing, dedicated support, revenue share, product access)
• Own the channel number: sourced pipeline, referred accounts, funded accounts, and revenue contribution
• Source and Close Partners
• Prospect, pitch, and close new law firm and accounting firm partnerships — this is a hunting role, not an inbound one
• Build relationships with multiple stakeholders inside each firm: managing partners, practice group leads, business development, and the associates and staff who actually make the referral
• Structure and negotiate partnership terms alongside Legal and Finance
• Represent Rho at the conferences, bar association events, CPA gatherings, and founder dinners where these relationships get built (expect meaningful travel to major tech hubs)
• Drive Referrals and Partner Revenue
• Turn signed partnerships into activated ones — a logo on a page is not a partnership
• Run onboarding and enablement so partner teams know exactly when and how to introduce Rho to a client
• Build the co-marketing motion with Marketing: webinars, CPE-eligible content, perk pages, newsletters, and joint events
• Run MBRs/QBRs with top partners against shared goals, and prune the partners who aren't producing
• Be the Voice of the Channel Internally
• Work cross-functionally with Sales, Onboarding, Support, and Product to make sure referred clients get a white-glove handoff
• Bring structured feedback to Product on what law firms and accounting partners need from Rho — multi-entity views, advisor access, close workflows, integrations
• Partner with Sales leadership so channel-sourced deals are worked, tracked, and credited cleanly
• Build the Operating System
• Stand up the infrastructure that makes the channel scale: partner CRM hygiene, referral attribution, pipeline tracking, and a partner portal experience
• Document the playbook — partner onboarding, referral handoff, enablement, and event workflows — so the next hires ramp fast
• Produce clear, regular reporting on channel-sourced pipeline and revenue for leadership