Partner Manager (EU/UK based - remote)
About the role Duvo helps large enterprises actually finish the operational work that nobody on their team has time to close. The stuff that lives across an ERP, a few portals, somebody's inbox, three spreadsheets, and the occasional phone call. We map it, improve it, and run it for them. Our customers include one of Europe's largest online grocery retailers, a global beauty e-commerce brand, a Middle East retail group, and a European pharmacy chain. The buyer is usually a Head of Operations, Supply Chain, Finance or IT at a large retailer or FMCG brand. New deals land at €100k–€250k ARR and grow from there. Duvo's partner ecosystem is live: consultancies signed and engaged, MBB firms inbound, hyperscalers co-selling. We're hiring a Partner Manager to turn those relationships into pipeline and revenue — to own the day-to-day with our partners and make sure they actually sell Duvo. You'll report to the Founding Head of Partnerships & Ecosystem. What you'll do Own the day-to-day with signed partners. Consultancies, SIs, tech platforms. Run the account mapping sessions, identify joint target accounts, qualify opportunities, and track pipeline through HubSpot. Clean data, accurate attribution, weekly reporting — none of it glamorous, all of it yours. Coordinate joint selling. Run the handoff with Duvo sales on partner-sourced deals, support the deals in flight, and join the partner-led pitches that matter. Monitor partner health — engagement, pipeline contribution, satisfaction — and flag risk before it shows up as a missed quarter. Onboard and enable. From signed agreement to first joint opportunity in under 30 days. Build the enablement materials with Sales Enablement (playbooks, positioning, demo access, objection handling), run training sessions, and make sure each partner can sell Duvo without needing us in the room. Run the operational engine. Deal registration and rules of engagement. Technical resource allocation with Sales and Pre-sales. Partner QBRs. The KPIs — partner-sourced ARR, partner-influenced ARR, activation rate, pipeline velocity — are yours to report and yours to move. Scale the channel. Support the growing network of regional partnership reps, lay the foundation for partner certification and tiered programs as the ecosystem matures, and contribute to partner marketing: joint events, webinars, case studies, co-branded content. Who you are 3–5 years in partner management, channel sales, alliance management, or business development at a B2B SaaS or tech company. You've worked with consulting firms, SIs, or tech partners and you know how they evaluate and sell technology. Operationally sharp. CRM hygiene, pipeline tracking, reporting, process documentation — second nature, not what you reach for in week three of the quarter. A relationship builder who can hold 10+ partner relationships in parallel without anything dropping. Comfortable working autonomously and quickly. This is a build, not a maintain. You're joining at the moment the function tips from founder-led to function-led. Fluent English. Additional European languages are a plus. Nice to have Experience in Retail, FMCG, or CPG verticals, or in enterprise automation. Time at a Big4, SI, or consulting firm — you've sat on the partner side of the relationship and you know what they actually need from us. What we offer Competitive salary and equity. We share comp ranges on the first call. Seed-stage company backed by Index Ventures ($15M seed). Our founder and CEO is Tom Cupr, who previously founded one of Europe's largest online grocery retailers. Real partnerships from day one — Big4 consultancies, MBB firms, hyperscalers, retail tech platforms. You're not inheriting a mature partner program. You're building the operational engine that turns those relationships into revenue. Remote across Europe, with occasional travel to partners and quarterly offsites in Prague. How we hire Recruiter screen 45 minutes with the Head of Partnerships on the company and quick intros 45 minutes with the Head of Partnerships going deep on your background Working session: you walk us through how you'd onboard one of our signed Big4 partners and get them to first joint pipeline in 30 days Founder interview We try to close the loop in under three weeks. If this is the kind of problem you want to spend your time on, get in touch. Apply To This Job