Head of Partnerships Go-To-Market (GTM) Berlin

About Payrails

Payrails is a global payment software company helping leading enterprises to take control of their payment operations and maximize performance. With deep experience in the payments space and firsthand knowledge of merchants\‘ challenges, we’ve seen how fragmented, complex, and inefficient these systems can become. Now, we are setting a new industry standard for how enterprises around the world manage and optimize payments, with more control, visibility and flexibility than ever before.

Our vision is to reimagine payments from the ground up. We are building a deeply integrated meta layer that spans the entire payment lifecycle with a modular architecture. This helps us give leading brands building blocks to craft solutions to most complex operational challenges, tailor seamless customer experiences and grow their business.

We are backed by some of the world’s top investors including Andreessen Horowitz , HV Capital , EQT Ventures and General Catalyst , who share our mission to simplify payment complexity globally.

At Payrails, we’re committed to building a team of exceptional people – not just talented, but driven to build, solve, and deliver at the highest level. Excellence isn’t just a value here; it’s a way of working. We believe that great people thrive in environments where there’s trust, clarity, and shared purpose. We work openly and collaboratively, with deep respect for each other’s craft. Everyone is encouraged to understand the bigger picture – what we’re building, why it matters, and what stands in the way. When people have that context, they move faster, take ownership, and make better decisions. We care about creating a culture where people feel inspired to do their best work and a deep sense of responsibility to help us bring our vision to life. Success at Payrails means staying focused on the problems that matter most, and executing with purpose.

Your team

This role sits within our Go-To-Market team and works closely with teams across Sales and Product. You’ll lead our channel partnerships function – designing, building, and scaling a program that helps us acquire, convert, and serve customers through the right ecosystem partners. You’ll also have a key voice in how we grow revenue through external levers while ensuring the Payrails brand remains trusted and differentiated.

How you will make an impact

• Define and execute our global partnership strategy – identifying, structuring, and scaling relationships with solution providers, platforms, consultancies, and technology partners

• Build partnerships that directly drive revenue, whether through co-selling, integrations, referrals, or distribution leverage

• Act as the primary relationship owner for strategic partners – ensuring alignment, performance, and long-term value on both sides

• Collaborate with Sales, Marketing, and Product to build partner enablement materials, GTM plays, and co-marketing efforts

• Define success metrics and operational workflows that make partnerships scalable, repeatable, and impactful

• Help shape how Payrails shows up in the broader payments and enterprise tech ecosystem – as a credible, trusted, and high-value partner

What we are looking for

• You bring 10+ years of experience in partnerships, channel development, or strategic business development in fast-growing B2B SaaS or fintech companies

• You’ve built partnerships from scratch and know how to navigate early conversations, close win-win deals, and grow joint revenue over time

• You’ve led and grown teams, and care about building a culture where people can do their best work

• You’re highly strategic – but you’re also a builder who’s not afraid to get hands-on and move fast

• You understand the enterprise customer journey and how to position partnership value in ways that drive adoption and conversion

• You have strong business acumen, exceptional communication skills, and a reputation for being thoughtful, trustworthy, and impact oriented

• You care deeply about quality and ownership – and you hold yourself to a high standard in everything from strategy to execution

What we offer

• High impact and high velocity environment with the most talented and ambitious people you will ever work with

• A chance to shape the story of a company and a category from the ground up

• Real ownership. You’ll have the freedom and trust to build, test, and take lead

• A product used by the best brands around the world

• Visa and relocation support for you and your family where required

• Hybrid working with an office in the heart of Berlin

• Regular team events, activities and off-sites

• Discounted Urban Sports Club membership

• Competitive salary and equity package

• 27 days of annual paid vacation

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