Partnerships Lead

About Pemo

Pemo is a spend management platform for SMEs across MENA, headquartered in DIFC, Dubai. Finance teams use Pemo for corporate cards, expense automation, bill pay, and accounting integrations in one place. We serve customers across the UAE and we are scaling from $10M ARR towards $100M ARR. This role builds one of the growth engines that gets us there.

The role

We are hiring a full-stack Partnerships Lead to turn Pemo's partner channel into a real, measurable source of pipeline. Today our growth comes mostly from direct sales and marketing. Your mandate is to change that through partners who already sit in front of our ICP every day: accounting firms, free zones, and chambers of commerce.

Full-stack means exactly that. You find the partners, sign them, activate them - and you close the first partner-sourced deals yourself. Only once the motion works do you build the process and hand leads to our team of closers. This is an execution role, not a relationship-management role. A signed logo with no pipeline behind it counts for nothing here.

The bar is explicit: you generate enough partner-sourced pipeline to carry a quota of 10x your OTE. We are building a very lean team - we would rather have one person doing the work of five, with an OTE that reflects it, than five people doing the work of one. You report to the CRO.

What you will do

• Build and own partner-sourced pipeline against a quota of 10x your OTE, reported transparently to the CRO every month
• Sign and activate strategic partnerships with accounting firms, free zones, and chambers of commerce across the UAE - prioritised ruthlessly by real reach into Pemo's ICP, not by logo prestige
• Close the first deals from every new partnership yourself, proving the channel works before anything is handed over
• Build the repeatable process - sourcing, vetting, enablement, referral tracking, lead routing - and then pass qualified partner leads to the AE team to close at scale
• Ship a partner enablement kit (training, co-marketing materials, referral tracking) so partners actively sell and refer Pemo rather than just displaying our logo
• Own partner agreements end to end, from first conversation to signed terms, in coordination with Legal
• Represent Pemo at partner and ecosystem events across the region, and convert presence into pipeline
  
  

• 5+ years in partnerships, channel sales, or business development in B2B SaaS or fintech, with direct closing experience - you have carried and hit a revenue or pipeline quota, not just a signings target
• A track record of turning a signed partnership into active, attributable pipeline and revenue
• Experience structuring and negotiating partner and referral agreements
• Full ownership mindset: you build where nothing exists, operate autonomously, and hold yourself to the number without being managed to it
• Strong written and verbal English
  
  

• Existing relationships with accounting firms, free zones, or chambers of commerce in the UAE
• Experience in spend management, corporate cards, or B2B payments
• Professional Arabic
• Familiarity with Pemo's competitive set in MENA
  
  

• Competitive base and uncapped variable tied directly to the pipeline and revenue you generate, paid in AED
• Health insurance for you and your dependants
• Hybrid working from DIFC, Dubai
• A direct line to the CRO and full ownership of a channel you build from scratch
• The upside of building a growth engine as Pemo scales from $10M to $100M ARR
  
  

• 30-minute intro with People
• 60-minute conversation with the CRO
• Working session: build a case and bring a 90-day plan for the UAE partner landscape - who you would sign first, why, and how the pipeline math gets to 10x OTE
• Panel with sales and marketing leadership
• Offer