Job Description

Firmable is the market-leading B2B sales intelligence platform in Asia-Pacific. Our competitive moat is our data: the deepest, most localised company and people dataset in every market we operate in. We've proven the model in ANZ. Now we're scaling it across Southeast Asia and the US.

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The best pipeline comes from someone the buyer already trusts. This role builds and activates the network that does that trusting.

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The Role

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Partner Manager activates, cultivates, and grows Firmable's referral and affiliate partner channel: one of our most valuable sources of qualified pipeline. You will own the day-to-day relationship with existing partners, drive referral volume through them, and recruit new, higher-value partners into the program.

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This is not a strategy-only role. You'll get partners live, keep them engaged, and convert relationships into revenue. You'll run onboarding end to end, maintain a regular partner cadence, prospect and sign new partners, and coordinate internally with AEs, Rev Ops, Marketing, and Finance so partners refer well and get paid on time. This sits within a broader partnerships function: technology and product-integration partnerships are owned elsewhere.

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Reporting to the Head of Sales, ANZ (Melbourne, hybrid).

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~75% hands-on: partner onboarding, cadence, activation, prospecting new partners. ~25% reporting, insight, and shaping how the channel scales.

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What You'll Own

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Activate & Onboard Partners

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- Onboarding end to end: qualification calls, approval, First Promoter set-up, licence entitlement, first-referral activation
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- Dormant to active: getting signed-but-dormant partners live and referring; driving time-to-first-referral down across the book
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- Data hygiene: maintaining accurate partner records in HubSpot and the Notion Partner List; keeping engagement status, model, and priority current
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Cultivate & Grow Existing Partners

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- Regular cadence: check-ins with active partners tiered by priority (high-touch for Tier 1, lighter for Tier 2/3)
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- Partner enablement: briefing partners on ICP, positioning,



referral mechanics, and current offers
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- Referral monitoring: tracking activity in First Promoter, spotting drop-off early, re-engaging partners who have gone quiet
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- Internal advocacy: coordinating with AEs, Rev Ops, and Marketing to keep referred deals moving and partners paid correctly and on time
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Recruit New & Higher-Value Partners

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- New partner prospecting: identifying, prospecting, and signing referral partners that fit Firmable's ICP and referral thesis
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- Higher-leverage pursuit: prioritising larger partners with meaningful reach and warm access to our ICP
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- Structured deals: working with the Head of Sales to qualify and structure more substantial partnerships, escalating commercial or legal complexity appropriately
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Drive Pipeline & Report on the Channel

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- Channel accountability: partner-sourced referral volume and pipeline generated through the channel
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- Reporting: active partners, referrals, sourced pipeline, and revenue reported to the Head of Sales
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- Insight loop: surfacing what makes partners productive and feeding it back into how we recruit, tier, and enable
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What We're Looking For

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Must Haves

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- 2–4 years in partnerships, channel, sales, SDR/AE, or account management, ideally B2B SaaS or a partner-facing GTM function
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- Strong relationship-building skills: comfortable being the friendly, reliable point of contact partners want to work with
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- Commercially minded: you understand how a referral converts to pipeline to revenue, and can hold a partner accountable to activity
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- Organised and process-driven: you keep CRM and partner records clean and follow a repeatable cadence without being chased
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- Confident prospecting and pitching Firmable to prospective partners
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- Self-starter who can own a channel with light oversight and grow the remit over time
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- You live and breathe AI tools. You use AI for partner research, outreach personalisation, cadence management, and reporting as your default way of working, not a productivity experiment.
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Highly Valued

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- Familiarity with HubSpot (or comparable CRM) and affiliate/referral tooling (e.g. First Promoter)
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- Prior experience working with HubSpot/CRM ecosystem partners, GTM/RevOps consultancies, or lead-gen agencies
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- Existing network in the ANZ B2B SaaS or sales tech space
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- Startup or scaleup background where you've had to build the standard, not inherit it
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The Setting

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Firmable runs lean and ships fast: small senior teams, no layers, minimal process. You'll work hybrid from Melbourne, with regular internal collaboration across Sales, Rev Ops, Marketing, Customer Success, and Finance.

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We are an AI-native organisation. That means AI isn't a tool we reach for: it's the default operating mode. AI-assisted partner research, automated cadence follow-ups, agentic prospect enrichment. If you're not already working this way, this role isn't right for you.

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Why This Role

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- Own a strategic channel: the partner channel is a growth priority for Firmable; you'll own it end to end with existing partners and clear whitespace
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- Prove the motion: meaningful autonomy to activate, refine, and scale how Firmable does partnerships
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- Real career runway: grow into a more senior partnerships remit as the program scales; the ceiling is set by output, not tenure
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Performance Measures

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- Number of active, referring partners (and reduction in dormant partners)
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- Partner-sourced referrals and qualified pipeline
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- Partner-sourced closed-won revenue
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- Time-to-first-referral for newly onboarded partners
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- Number and quality of new higher-value partners recruited
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📌 Partner Manager (Victoria)
🏢 Firmable
📍 Victoria