Partnerships Operations Manager

Basic Function

We are seeking a senior-level Partnerships Operations Manager to serve as the operational and strategic backbone of Lumin Digital’s Ecosystem Alliances. This role carries full ownership of the partner lifecycle — from business development and sourcing through onboarding, contract governance, compliance, and go-to-market execution — and drives the strategies, processes, and relationships that sustain and grow our most critical alliances. Operating with significant autonomy across Legal, Finance, Sales, Product, and Delivery, this individual is directly accountable for revenue performance, operational efficiency, and ecosystem health. Success requires both the strategic vision to identify and develop high-value partnerships and the operational rigor to execute consistently at scale.

Essential Functions and Responsibilities:

• Own and manage critical partner relationships end-to-end, including regular partnership and contract reviews, pricing recommendations, escalation management, and roadmap alignment to support Lumin Digital’s ecosystem alliances and strategic SLAs.

• Develop and execute partnership strategies and business development initiatives that drive measurable revenue growth through targeted channels, reseller programs, and alliances — continuously refining approaches based on performance data and market opportunities.

• Lead the full partner onboarding lifecycle: maintaining onboarding tracking, go-to-market milestone execution, Beta Launch standards, billing handoffs, and sales readiness requirements.

• Own all contract and compliance operations independently, including ERM updates for signed agreements, vendor due diligence approvals, contract renewal tracking, and coordination with Legal and Enterprise Risk Management for compliance sign-off.

• Track and manage revenue accountability across the partner portfolio: monitor referral revenue, actual billings vs. partner minimum requirements, coordinate price increases, and proactively alert stakeholders to financial risks or shortfalls.

• Serve as the HubSpot SME for the partnerships team, maintaining CRM hygiene, pipeline tracking, partnership performance reporting, and ensuring data accuracy across all partner records.

• Collaborate cross-functionally with Product, Sales, Legal, Finance, and Delivery to coordinate partner requests, ensure appropriate documentation (JIRA/RFI), and support new logo scope analysis leveraging AI tooling.

• Design, implement, and continuously improve operational policies, procedures, and AI-assisted tools that drive efficiency and scalability across the full partnership function.

• Support marketplace build, maintenance, and ongoing fintech partner engagement; execute sourcing strategies across assigned partner categories including market analysis and total cost of ownership modeling.

• Perform other duties as assigned.

Physical Demands:

• While performing the duties of this Job, the employee is regularly required to sit; use hands to type, handle, or feel and talk or hear

• Specific vision abilities required by this job include close vision

• Ability to occasionally lift/move up to 25 pounds

• Individuals with a disability who are otherwise able to perform the essential functions of the job may request reasonable accommodation through the Human Resources department.

Position Specifications

Education:

• Bachelor's degree required; preferred fields include Business, Marketing, or a related discipline

Experience:

• 7+ years in partner, sales and relationship management, business development, or account-facing roles within SaaS, fintech, or technology environment required; demonstrated track record of independently owning financial institution and partner relationships, driving revenue accountability, and managing cross-functional programs with minimal oversight

Knowledge, Skills, & Abilities:

• Deep expertise in partner lifecycle management, including relationship ownership, contract governance, compliance coordination, and revenue operations in a SaaS or fintech environment

• Proven ability to develop and independently execute BPI and business development strategies that produce measurable commercial outcomes

• Proficient in Google Workspace, JIRA, Confluence, HubSpot (or equivalent CRM), and AI tools (e.g., Claude/Anthropic); comfortable with reporting and data analysis

• Strong legal and compliance acumen: ability to navigate vendor agreements, reseller contracts, and due diligence processes in coordination with legal teams

• Exceptional project management skills; able to manage multiple high-priority concurrent workstreams without close supervision

• Outstanding verbal and written communication for both executive stakeholder engagement and external partner relationship management

• Preferred: experience in channel sales, reseller programs, or referral partnership structures; background in high-growth SaaS or fintech; exposure to enterprise risk management and vendor due diligence frameworks

Travel:

• 25% (approximately 33–52 work days per year for a full-time employee)

LIFE AT LUMIN DIGITAL

Lumin Digital is a trailblazer in digital banking solutions, driven by a unique approach to technology, service, and people. We empower credit unions and banks by creating cutting-edge digital experiences that continuously serve, engage, and grow their membership base — and as a 100% cloud-native company, we're purpose-built to unlock the full advantages of the cloud for financial institutions and their users.

At Lumin, we thrive on curiosity and innovation. Our culture is built on trust in our expertise and decisions, respect for diverse perspectives and talents, and boldness in pursuing new ideas. These values shape a workplace where collaboration thrives, ideas flourish, and new possibilities are discovered every day. We encourage our team to explore, experiment, and challenge the status quo — because continuous improvement isn't just a goal, it's how we operate.

Benefits include: We take care of our people with medical, dental, and vision insurance, a 401(k) with company match, flexible PTO plus 12 paid holidays, paid sick leave, and paid parental and family leave. We also offer a lifestyle spending account, tuition reimbursement, and a cell phone stipend. Additional details are provided during the interview process.

Lumin Digital is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender identity, or any other legally protected basis. For more information, visit lumindigital.com.