Strategic Partner Manager

Role

The mission of this role is to build and own Morpho's partner program from the ground up, turning an informal network of custodians, middleware providers, and asset issuers into a structured engine that generates attributable pipeline and drives enterprise growth.

Responsibilities

Scope and build Morpho's partner program from zero: deal registration, partner enablement, joint GTM motion, commercial structuring, and partner success metrics, to create a systematic and attributable partner-sourced revenue engine.

Own end-to-end relationships with strategic partners across custodians, middleware providers, and asset issuers: bi-weekly calls, quarterly business reviews, joint roadmap planning, executive sponsor pairing, and escalation management.

Lead partner onboarding and enablement through a structured 4-week curriculum covering technical, GTM, and security tracks, maintaining continuity across partner technical, BD, and C-suite teams.

Structure and close partner deals including term sheets, deal-registration agreements, co-sell frameworks, and revenue-sharing models in close coordination with Legal, and track partner-influenced pipeline and attribution in the CRM.

Expand existing curator partner relationships by facilitating partnerships, supporting asset differentiation, and running curator success reviews.

Launch co-go-to-market initiatives including joint case studies, webinars, co-marketing campaigns, and thought leadership to position Morpho as the preferred infrastructure for the DeFi ecosystem.

Manage partner metrics and reporting end-to-end, tracking pipeline and revenue by partner and shipping weekly and monthly dashboards to leadership.

What Success Looks Like

First 30 days

You've completed introduction calls with all strategic partners and drafted relationship plans for each. You've shipped Partner Program v1: deal templates, co-sell mechanics, and the framework for how Morpho structures and tracks partner relationships going forward.

First 4 months

At least 3 formal partner agreements are signed and the deal-registration program is live. You've run the first QBR, have 5+ qualified partner-sourced opportunities in the pipeline, and the first joint case study is published.

In 1 year

Partner-sourced pipeline contributes 25% of enterprise new business. Ten priority partners are on a formal quarterly business review rhythm. The partner enablement playbook is live and scalable, covering technical documentation, security guides, and integration reference architectures.

Must-have Experience & Skills

5+ years in partnerships, business development, or strategic sales at a fintech or crypto infrastructure company, with demonstrable experience building or scaling a partner program that contributed 20%+ to pipeline.

Proven ability to structure complex commercial deals end-to-end: revenue splits, deal-registration mechanics, MFN clauses, exclusivity terms, and co-sell frameworks, in close coordination with Legal.

Strong executive presence and multi-threaded relationship management, comfortable engaging C-suite, BD leaders, and technical teams at partner organizations simultaneously.

Technical fluency in DeFi, onchain lending, or institutional fintech. Able to hold credible conversations with partner engineering teams on integrations, custody, oracle architecture, or curator mechanics.

Strong cross-functional leadership and project management: able to drive Sales, Product, and Legal toward partner commitments without formal authority.

Comfort operating in fast-changing, ambiguous contexts with no established playbook.

Strong ownership and autonomy — doesn't wait to be told.

Clear and crisp async communication.

Team-first mindset, low ego.

Humble.

Perks & benefits

We design benefits around deep work and growth, so you can do the best work of your career. Expect fair, top-tier compensation, real flexibility, time together in Paris, great health coverage, and support to keep learning.

Equal opportunity

We welcome applicants from all backgrounds and hire based on talent, potential, and values alignment.