Role overview

Qualifications

3+ years of experience managing and growing multiple partnerships
Experience across the full partnership lifecycle from acquisition to expansion
Ability to work cross-functionally in a fast-paced environment
Strong relationship management skills

Responsibilities

Support the end-to-end lifecycle of marketplace partnerships
Serve as the key point of contact for OnPay’s marketplace partners
Identify new growth opportunities across partner acquisition, expansion, and retention
Collaborate with Sales, Product, and Marketing to develop cross-functional initiatives

Key facts

Remote from: United States
Full time
Mid-level (2-5 years)
Partnerships Manager (Marketplace)
English

Hard skills

Cross-Functional Collaboration Lead Generation Payroll Administration Organizational Structure

Other skills

Strategic Planning
Relationship Management
Prioritization

About the company

OnPay

OnPay is a fast-growing software company that offers small businesses and accountants the best payroll in the cloud backed up by a team of helpful, friendly experts. And as a payroll service provider with more than 30 years of experience, we know how to get it right. Whether business owners have three employees or 1,000, OnPay makes payroll fast and easy. We also serve nonprofits, restaurants, religious organizations, and ag businesses without skipping a beat. Fair pricing without hidden costs has always been one of our hallmarks. OnPay may have gotten more powerful over the years, but our clients still get unlimited pay runs for hourly, salaried, tipped workers, and contractors for one low fee. Pay employees, automate tax payments and filings, and rely on OnPay's guarantee that everything will be error-free. PC magazine rates OnPay as "Excellent "saying, "It's an excellent choice for many small businesses, and even those with advanced needs." Entrepreneur's list of the best small business payroll solutions calls OnPay "an easy, quick, mobile-friendly system that doesn't require a steep learning curve." OnPay is much more than just payroll software. We're licensed health insurance brokers, and we offer fully-integrated 401(k) plans, wherever you do business. Plus we offer business-friendly, pay-as-you-go workers' compensation. OnPay continues to invest in improving customer experience and expanding our offerings to give small businesses unmatched levels of support. OnPay is headquartered in Atlanta. To find out more about careers with OnPay, please visit onpay.com/jobs-and-careers. For helpful videos, please subscribe to our YouTube channel at youtube.com/c/onpayinc.

Company details

Company size51 - 200

Links

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Job description

About OnPay

OnPay is a fast-growing software company offering a modern cloud-based payroll, HR, timekeeping, and benefits solution for small to midsize businesses. We’re seeking talented and curious individuals to join our team. We want to hear from you if you are interested in joining an exciting and fast-growing company!

Learn more at OnPay.com

We’re on a mission to combine excellent customer service with payroll expertise and superb technology — and we are scaling fast as we’ve just raised $100 million in growth funding led by Carrick Capital Partners.

The Role:

OnPay’s Partnerships Marketplace offers clients a way to seamlessly source best-in-class solutions to help them scale.

The Strategic Partnerships Manager works cross-functionally to develop strategies that drive partner acquisition, retention, expansion, revenue, and lead generation through the marketplace.

The Strategic Partnerships Manager will serve as the key point of contact for existing partners to uncover new growth opportunities and develop strategies to help partners expand within our ecosystem.

What You’ll Do:

Support the end-to-end lifecycle of marketplace partnerships, from sourcing and launching to management and expansion.
Serve as the key point of contact for OnPay’s marketplace partners and an advocate for our clients needs.
Identify new growth opportunities across partner acquisition, expansion, and retention.
Review the end-to-end client marketplace experience and work with partners to outline effective customer journeys throughout the lifecycle.
Collaborate with partners to set and execute against key objectives for each partnership.
Own partnership reporting to drive data-driven performance reviews.
Collaborate with Sales, Product, and Marketing to develop and execute cross-functional marketplace partnership initiatives.
Collaborate with partners on industry event & conference strategies.
Assist in negotiating business terms as the partnership scales.

What You Bring

3+ years of experience, with a proven track record of managing and growing multiple partnerships
Experience across the full partnership lifecycle from acquisition to expansion
Experience with various partnership structures such as referral and reseller models
Ability to work cross-functionally in a fast-paced environment under strict deadlines
Ability to stay organized and prioritize across multiple projects
Strong relationship management skills
Background in payroll and HCM SaaS ecosystems a plus

Why OnPay?

Momentum that matters: We’re backed by over $100MM in new funding and scaling rapidly.
Market-leading product: OnPay consistently ranks among the highest-rated payroll solutions, earning top marks for usability, customer satisfaction, and support.
Lead engine that delivers: Our marketing and partner network drives thousands of qualified leads monthly — you’ll always have warm opportunities to close.
Remote flexibility: Work from anywhere in the U.S., or join our collaborative HQ team in Atlanta’s Ponce City Market if you reside in the Atlanta metro area.
Competitive compensation: Base salary + commission + stock options = real upside for high performers.
Comprehensive benefits: 4 weeks PTO + paid holidays, Medical/Dental/Vision, Short- & Long-Term Disability, Life Insurance, Fertility Benefits, Parental Leave, and a 401(k) with company match.
Growth culture: Join a team with deep payroll expertise, modern SaaS momentum, and a genuine commitment to helping employees grow their careers.
Client-first ethos: OnPay is built on a culture of transparency and service — from our transparent pricing to our commitment to making small business simpler.

Location & Compensation

Remote (U.S.) | Atlanta HQ Optional

Compensation includes a base salary with uncapped commission (OTE: $100k–$130k). Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.

Recruiting Fraud Alert:

To all candidates: your personal information and online safety are top of mind for us. At OnPay, recruiters only direct candidates to apply through our official career page at careers.onpay.com.

Recruiters will never request payments or ask for financial account information or sensitive information like social security numbers. If you are unsure if a message is from OnPay, please email careers@onpay.com

EEO Statement

OnPay is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse workforce. We want candidates from multiple backgrounds and lifestyles to create a broader set of perspectives. We make all employment decisions without regard to gender, sexual orientation, gender identity, race, color, religion, age, pregnancy, national origin, veteran status, disability, or any other classification protected by applicable laws.