Partnerships Lead (Líder de Parcerias) - São Paulo (Hybrid)

<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><h3 data-path-to-node="4"><strong data-path-to-node="4" data-index-in-node="0">What you'll do</strong></h3> <p data-path-to-node="5">We’re looking for a <strong data-path-to-node="5" data-index-in-node="20">Partnerships Lead</strong> to join our team in Brazil. This is a role for a seasoned professional who excels in high-stakes execution and thrives in a “player-coach” mindset—building the strategy while leading the charge on the ground. You will be the primary architect and executor of the ecosystem that fuels our growth, owning the results of your territory end-to-end.</p> <p data-path-to-node="6">In this role, you will:</p> <ul data-path-to-node="7"> <li> <p data-path-to-node="7,0,0"><strong data-path-to-node="7,0,0" data-index-in-node="0">Plan &amp; Execute:</strong> Own the end-to-end partnership strategy in Brazil, from mapping strategic industries—including <strong data-path-to-node="7,0,0" data-index-in-node="111">Travel</strong>, ERPs, and Financial Platforms—to the tactical outreach and closing of high-impact deals.</p> </li> <li> <p data-path-to-node="7,1,0"><strong data-path-to-node="7,1,0" data-index-in-node="0">Be Strategically Hands-on:</strong> Design the Go-To-Market (GTM) approach for different partner profiles and personally lead negotiations and onboarding.</p> </li> <li> <p data-path-to-node="7,2,0"><strong data-path-to-node="7,2,0" data-index-in-node="0">Navigate Internally:</strong> Act as a bridge between external partners and internal teams (Product, Legal, Sales) to resolve bottlenecks and ensure seamless integration.</p> </li> <li> <p data-path-to-node="7,3,0"><strong data-path-to-node="7,3,0" data-index-in-node="0">Operational Excellence:</strong> Manage the entire partnership lifecycle, conducting regular QBRs, tracking partner health scores, and ensuring SLAs are consistently met.</p> </li> <li> <p data-path-to-node="7,4,0"><strong data-path-to-node="7,4,0" data-index-in-node="0">Drive Growth:</strong> Monitor performance metrics such as transaction volume and lead quality using <strong data-path-to-node="7,4,0" data-index-in-node="92">HubSpot</strong> and <strong data-path-to-node="7,4,0" data-index-in-node="104">Metabase</strong>, identifying trends and pivoting strategies to ensure the channel hits its targets.</p> </li> <li> <p data-path-to-node="7,5,0"><strong data-path-to-node="7,5,0" data-index-in-node="0">Workflow Efficiency:</strong> Use <strong data-path-to-node="7,5,0" data-index-in-node="25">Google Drive</strong>, <strong data-path-to-node="7,5,0" data-index-in-node="39">Slack</strong>, and <strong data-path-to-node="7,5,0" data-index-in-node="50">N8N</strong> to document processes and automate communication flows with your partner portfolio.</p> </li> </ul> <hr data-path-to-node="8"> <h3 data-path-to-node="9"><strong data-path-to-node="9" data-index-in-node="0">Who you are</strong></h3> <p><em>We’re looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.</em></p> <p data-path-to-node="11"><strong data-path-to-node="11" data-index-in-node="0">Must haves:</strong></p> <ul data-path-to-node="12"> <li> <p data-path-to-node="12,0,0"><strong data-path-to-node="12,0,0" data-index-in-node="0">Experience:</strong> Minimum 5 years in Sales, Business Development, or Partnerships, with a strong background in Fintech, Payments, or Banking.</p> </li> <li> <p data-path-to-node="12,1,0"><strong data-path-to-node="12,1,0" data-index-in-node="0">Execution:</strong> A track record of high-impact delivery in roles requiring both strategic thinking and direct, hands-on execution as an individual contributor.</p> </li> <li> <p data-path-to-node="12,2,0"><strong data-path-to-node="12,2,0" data-index-in-node="0">In-Person Collaboration:</strong> Availability and commitment to work from our office in Itaim Bibi (São Paulo) <strong data-path-to-node="12,2,0" data-index-in-node="103">at least 2 days per week</strong>.</p> </li> <li> <p data-path-to-node="12,3,0"><strong data-path-to-node="12,3,0" data-index-in-node="0">Performance Driven:</strong> Proven track record of delivering high-quality client volume and driving transaction growth through indirect channels.</p> </li> <li> <p data-path-to-node="12,4,0"><strong data-path-to-node="12,4,0" data-index-in-node="0">Communication:</strong> Working proficiency in English and native/fluent Portuguese.</p> </li> <li> <p data-path-to-node="12,5,0"><strong data-path-to-node="12,5,0" data-index-in-node="0">Tech-Savvy:</strong> Experience or strong interest in <strong data-path-to-node="12,5,0" data-index-in-node="45">AI tools</strong> to automate workflows and increase efficiency.</p> </li> </ul> <p data-path-to-node="13"><strong data-path-to-node="13" data-index-in-node="0">Nice to haves:</strong></p> <ul data-path-to-node="14"> <li> <p data-path-to-node="14,1,0"><strong data-path-to-node="14,1,0" data-index-in-node="0">Analytical Skills:</strong> Independent analytical skills using <strong data-path-to-node="14,1,0" data-index-in-node="55">Metabase</strong>, spreadsheets, <strong data-path-to-node="14,1,0" data-index-in-node="79">SQL</strong>, or <strong data-path-to-node="14,1,0" data-index-in-node="87">Python</strong>.</p> </li> <li> <p data-path-to-node="14,2,0"><strong data-path-to-node="14,2,0" data-index-in-node="0">Automation:</strong> Experience with <strong data-path-to-node="14,2,0" data-index-in-node="28">N8N</strong> or <strong data-path-to-node="14,2,0" data-index-in-node="35">Slack</strong> integrations to streamline communications.</p> </li> <li> <p data-path-to-node="14,3,0"><strong data-path-to-node="14,3,0" data-index-in-node="0">Languages:</strong> Basic proficiency in Spanish or a desire to learn it.</p> </li> <li> <p data-path-to-node="14,4,0">A good sense of humor.</p> </li> </ul> <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> <li>English is our working language, with Spanish and Portuguese every day.</li> </ul> <h2>How we work</h2> <ul> <li><strong>Clarity</strong> — Open and direct communication: we say what we mean and give context where it matters.</li> <li><strong>Simplicity</strong> — If it can be simpler, it should be.</li> <li><strong>Ownership</strong> — We own everything we do, end to end. When something needs to happen, we don't wait.</li> <li><strong>Pride</strong> — We hold ourselves to a high standard, and it shows in what we deliver.</li> <li><strong>ABC (Always Be Changing)</strong> — We adapt fast, embrace change, and keep learning.</li> <li><strong>Inclusivity</strong> — Diverse ideas, stories and perspectives build a better Clara.</li> </ul> <p>If you meet the must-haves, apply — the nice-to-haves are a bonus, not a requirement.</p></div>