Partnerships Expert, Channel (VARs & Accountants) - São Paulo (Hybrid)

Clara is the leading platform in Latin America for companies to execute and manage every payment operation. 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.

What you'll do

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.

In this role, you will:

• Build the channel: 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.
• Own demand generation: 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.
• Be strategically hands-on: 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.
• Design the GTM by partner type: 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.
• Navigate internally: 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.
• Operational excellence: Run the full partnership lifecycle: onboarding, enablement, QBRs, health scores, SLAs, and a clean cutoff for partners who do not produce.
• Drive growth: 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.
• Workflow efficiency: 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.
  
  

Must have

• 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.
• 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.
• 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.
• Execution: High-impact delivery as a player-coach — strategy plus personal sourcing, negotiation, and onboarding.
• Performance driven: Evidence of partner-sourced pipeline and transaction or subscription growth through an indirect channel, not only brand partnerships.
• In-person collaboration: Based in São Paulo, hybrid, with regular time in the office and on the road with partners.
• Tech-savvy: Experience or strong interest in AI tools to automate partner workflows and increase coverage per head.

Nice to have

• Analytical skills: Independent work in Metabase, spreadsheets, SQL, or Python.
• Automation: N8N, Slack integrations, or similar tools to run a partner portfolio without extra headcount.
• CRM discipline: Hands-on HubSpot (or equivalent) with partner-sourced attribution you actually trust.
• Fintech, payments, corporate cards, or expense-management experience.
• A good sense of humor.

Where we work

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.

Why Clara

• A high talent-density team driven to make an impact in Latin America — low ego, high ownership.
• Competitive salary and stock options (ESOP) from day one.
• An annual learning budget and accelerated development paths.
• English is our working language, with Spanish and Portuguese every day.

How we work

• Clarity — Open and direct communication: we say what we mean and give context where it matters.
• Simplicity — If it can be simpler, it should be.
• Ownership — We own everything we do, end to end. When something needs to happen, we don't wait.
• Pride — We hold ourselves to a high standard, and it shows in what we deliver.
• ABC (Always Be Changing) — We adapt fast, embrace change, and keep learning.
• Inclusivity — Diverse ideas, stories and perspectives build a better Clara.

If you meet the must-haves, apply — the nice-to-haves are a bonus, not a requirement.