<div class="content-intro"><p><strong>Clara is the leading platform in Latin America for companies to execute and manage every payment operation.</strong> More than 50,000 leading and fast-growing businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the region’s fastest-growing company. We’re passionate about helping every company we work with become more effective—and, through that, raising the region’s competitiveness. We’re ~400 people, backed by Notable Capital, Coatue, Kaszek, monashees, DST Global, ICONIQ, General Catalyst and Goldman Sachs, among others.</p></div><p><strong>What you'll do</strong></p> <p>We’re looking for a Partnerships Expert to build Clara’s accountant and VAR channel in Brazil. This is a role for a seasoned professional who has already stood up a partner program with accounting firms, accountants, and software resellers — and who thrives in a player-coach mindset: designing the motion, recruiting the first hundred partners, and personally closing the deals that prove the channel. You will own demand generation through this channel end-to-end. There is no inherited program to babysit. You will build it.</p> <p>In this role, you will:</p> <ul> <li><strong>Build the channel: </strong>Design and launch Clara’s partner program for accounting firms, BPOs, and value-added resellers of local accounting and ERP software. Map the landscape, pick the first cohorts, and get live referrals on the board.</li> <li><strong>Own demand generation: </strong>This seat is measured on qualified pipeline and converted volume sourced by the channel — not on logo count, signed MOUs, or partner-portal vanity metrics.</li> <li><strong>Be strategically hands-on: </strong>Write the commercial offer (referral, co-sell, enablement — not a reseller cut on interchange), recruit anchor partners, run the first enablement sessions, and sit in the rooms that close.</li> <li><strong>Design the GTM by partner type: </strong>A national accounting firm, a local accounting-software VAR, and a mid-market ERP boutique do not sell the same way. Build a distinct motion, kit, and incentive for each profile.</li> <li><strong>Navigate internally: </strong>Act as the bridge between partners and Product, Legal, Sales, Credit, and Customer Success so a referred company can go live without the partner losing face.</li> <li><strong>Operational excellence: </strong>Run the full partnership lifecycle: onboarding, enablement, QBRs, health scores, SLAs, and a clean cutoff for partners who do not produce.</li> <li><strong>Drive growth: </strong>Track partner-sourced leads, win rate, time-to-live, and transaction volume in HubSpot and Metabase. Double down on the partners who originate quality. Kill the ones who do not.</li> <li><strong>Workflow efficiency: </strong>Use Google Drive, Slack, and N8N to document the playbook and automate communication with the portfolio so the channel scales without a large ops bench.<br><br></li> </ul> <p><strong>Must have</strong></p> <ul> <li>Experience: Minimum 5 years in Partnerships, Channel, or Business Development building an indirect motion with accountants, Accounting firms, VARs, or SMB software partners in Brazil.</li> <li>Channel craft: Proven track record standing up (not only inheriting) a partner program — tiers, incentives, enablement, certification, and a referral or co-sell engine that produced measurable demand.</li> <li>Domain: Strong working knowledge of the Brazilian accounting and SMB-software landscape (accounting firms, NF-e/NFS-e workflows, local ERPs and accounting suites). You already know who influences the CFO and the contador.</li> <li>Execution: High-impact delivery as a player-coach — strategy plus personal sourcing, negotiation, and onboarding.</li> <li>Performance driven: Evidence of partner-sourced pipeline and transaction or subscription growth through an indirect channel, not only brand partnerships.</li> <li>In-person collaboration: Based in São Paulo, hybrid, with regular time in the office and on the road with partners.</li> <li>Tech-savvy: Experience or strong interest in AI tools to automate partner workflows and increase coverage per head.</li> </ul> <p> </p> <p><strong>Nice to have</strong></p> <ul> <li>Analytical skills: Independent work in Metabase, spreadsheets, SQL, or Python.</li> <li>Automation: N8N, Slack integrations, or similar tools to run a partner portfolio without extra headcount.</li> <li>CRM discipline: Hands-on HubSpot (or equivalent) with partner-sourced attribution you actually trust.</li> <li>Fintech, payments, corporate cards, or expense-management experience.</li> <li>A good sense of humor.</li> </ul> <p> </p> <p><strong>Where we work</strong></p> <p>This is a hybrid role: you'll split your time between the office, customers and home. We don't set a minimum number of office days for most roles — you'll spend time in the office naturally, and most days during your ramp-up or when your leader asks.</p><div class="content-conclusion"><h2>Why Clara</h2> <ul> <li><strong>A high talent-density team</strong> driven to make an impact in Latin America — low ego, high ownership.</li> <li>Competitive salary and stock options (ESOP) from day one.</li> <li>An annual learning budget and accelerated development paths.</li> &l