Law Firm & Accounting Partnerships Lead
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What you'll do
- Define the segmentation and target list for both sides of the channel: startup-focused law firms (formation, emerging companies, venture practices) and accounting/bookkeeping/OCFO firms
- Build the business case for where to invest — which firms, which geographies, which practice groups drive the most qualified client referrals
- Set the partner tiering model and the value exchange at each tier (co-marketing, dedicated support, revenue share, product access)
- Own the channel number: sourced pipeline, referred accounts, funded accounts, and revenue contribution
- Prospect, pitch, and close new law firm and accounting firm partnerships — this is a hunting role, not an inbound one
- Build relationships with multiple stakeholders inside each firm: managing partners, practice group leads, business development, and the associates and staff who actually make the referral
- Structure and negotiate partnership terms alongside Legal and Finance
- Represent Rho at the conferences, bar association events, CPA gatherings, and founder dinners where these relationships get built (expect meaningful travel to major tech hubs)
- Turn signed partnerships into activated ones — a logo on a page is not a partnership
- Run onboarding and enablement so partner teams know exactly when and how to introduce Rho to a client
- Build the co-marketing motion with Marketing: webinars, CPE-eligible content, perk pages, newsletters, and joint events
- Run MBRs/QBRs with top partners against shared goals, and prune the partners who aren't producing
What they're looking for
- 5+ years in partnerships, channel, or a closing sales role — ideally at a fintech, B2B SaaS, or professional services platform selling into or through advisors
- You've carried a number and hit it. You're comfortable with a quota tied to partner-sourced revenue
- You've built something from scratch. You know the difference between running a program and starting one, and you want the second
- Credible with professionals: you can hold a real conversation with a managing partner about their book of business, not just pitch a product
- Strong commercial instincts — you can structure a deal, run a negotiation, and know when to walk away
- Excellent written and verbal communicator; you can present to an executive audience and write a partner email that actually gets replies
- Data-driven: you instrument the channel, read the numbers, and reallocate effort accordingly
- Thrives in ambiguity, moves fast, and doesn't need a playbook handed to you — you're writing it
- Based in the Bay Area and willing to travel (~25–35%)
Nice to have
- Existing network among startup law firms and/or accounting, bookkeeping, and OCFO firms
- Background in accounting or law (CPA, JD, or time inside a firm) — you've lived the workflow you're selling into
- Experience launching a partner program at a fintech or spend management company
- Familiarity with the startup ecosystem — VCs, accelerators, formation platforms, fund admins
- Experience with partner CRM/PRM tooling and referral attribution
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
About Us
Rho is the modern banking platform built for the AI era. Startups and growth-stage companies can open accounts in minutes, issue cards, manage expenses, pay bills, and close the books – all in one connected platform backed by real human support.
About the Role
Rho is looking for a Law Firm & Accounting Partnerships Lead to own two of our highest-leverage referral channels: the startup law firms that incorporate companies on day one, and the accounting, bookkeeping, and outsourced CFO firms that run their books from day two onward. These are the advisors founders trust before they ever pick a bank — and the firms that shape which financial stack a company lands on.
You'll own this channel end to end: strategy, partner sourcing, negotiation, launch, enablement, and the revenue that comes out of it. This is a builder role, not a maintenance role. You'll inherit early relationships and a real product story, and your mandate is to turn that into a repeatable, quota-carrying channel with a named partner roster, a working referral motion, and reporting leadership can trust.
What You'll Do
Own the Channel Strategy
Define the segmentation and target list for both sides of the channel: startup-focused law firms (formation, emerging companies, venture practices) and accounting/bookkeeping/OCFO firms
Build the business case for where to invest — which firms, which geographies, which practice groups drive the most qualified client referrals
Set the partner tiering model and the value exchange at each tier (co-marketing, dedicated support, revenue share, product access)
Own the channel number: sourced pipeline, referred accounts, funded accounts, and revenue contribution
Source and Close Partners
Prospect, pitch, and close new law firm and accounting firm partnerships — this is a hunting role, not an inbound one
Build relationships with multiple stakeholders inside each firm: managing partners, practice group leads, business development, and the associates and staff who actually make the referral
Structure and negotiate partnership terms alongside Legal and Finance
Represent Rho at the conferences, bar association events, CPA gatherings, and founder dinners where these relationships get built (expect meaningful travel to major tech hubs)
Drive Referrals and Partner Revenue
Turn signed partnerships into activated ones — a logo on a page is not a partnership
Run onboarding and enablement so partner teams know exactly when and how to introduce Rho to a client
Build the co-marketing motion with Marketing: webinars, CPE-eligible content, perk pages, newsletters, and joint events
Run MBRs/QBRs with top partners against shared goals, and prune the partners who aren't producing
Be the Voice of the Channel Internally
Work cross-functionally with Sales, Onboarding, Support, and Product to make sure referred clients get a white-glove handoff
Bring structured feedback to Product on what law firms and accounting partners need from Rho — multi-entity views, advisor access, close workflows, integrations
Partner with Sales leadership so channel-sourced deals are worked, tracked, and credited cleanly
Build the Operating System
Stand up the infrastructure that makes the channel scale: partner CRM hygiene, referral attribution, pipeline tracking, and a partner portal experience
Document the playbook — partner onboarding, referral handoff, enablement, and event workflows — so the next hires ramp fast
Produce clear, regular reporting on channel-sourced pipeline and revenue for leadership
Who You Are
5+ years in partnerships, channel, or a closing sales role — ideally at a fintech, B2B SaaS, or professional services platform selling into or through advisors
You've carried a number and hit it. You're comfortable with a quota tied to partner-sourced revenue
You've built something from scratch. You know the difference between running a program and starting one, and you want the second
Credible with professionals: you can hold a real conversation with a managing partner about their book of business, not just pitch a product
Strong commercial instincts — you can structure a deal, run a negotiation, and know when to walk away
Excellent written and verbal communicator; you can present to an executive audience and write a partner email that actually gets replies
Data-driven: you instrument the channel, read the numbers, and reallocate effort accordingly
Thrives in ambiguity, moves fast, and doesn't need a playbook handed to you — you're writing it
Based in the Bay Area and willing to travel (~25–35%)
Bonus Points
Existing network among startup law firms and/or accounting, bookkeeping, and OCFO firms
Background in accounting or law (CPA, JD, or time inside a firm) — you've lived the workflow you're selling into
Experience launching a partner program at a fintech or spend management company
Familiarity with the startup ecosystem — VCs, accelerators, formation platforms, fund admins
Experience with partner CRM/PRM tooling and referral attribution
Why This Role
Law firms and accountants are the highest-trust distribution channel in the startup market — at comparable companies, the accounting channel alone has grown into one of the largest sources of new customers. Rho hasn't built it yet. You'd own that from the ground up, with a direct line to leadership, a clear number, and the room to build a team behind you as the channel proves out.
Compensation
$150-200K OTE
Equity, health/dental/vision, 401(k), and other benefits included.
Diversity is a core value at Rho. We’re passionate about building and sustaining an inclusive and equitable environment for all those involved with our mission, including employees, contractors, candidates, customers and vendors. We believe every member of the Rho community enriches our ability to provide a broad range of ways to understand and engage with the market, identify problems, and drive solutions that align with our mission. We welcome all qualified applications and support each of our Rho’ers with ongoing professional growth opportunities.
Company
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