Law Firm & Accounting Partnerships Lead

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. 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.

What You'll Do

Own the Channel Strategy

• Define the segmentation and target list for both sides of the channel: startup-focused law firms 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 associates and staff
• Structure and negotiate partnership terms alongside Legal and Finance
• Represent Rho at conferences, bar association events, CPA gatherings, and founder dinners (expect meaningful travel to major tech hubs)

Drive Referrals and Partner Revenue

• Turn signed partnerships into activated ones
• 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
• 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
• 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
• Credible with professionals: you can hold a real conversation with a managing partner about their book of business
• Strong commercial instincts — you can structure a deal, run a negotiation, and know when to walk away
• Excellent written and verbal communicator
• 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
• 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)
• 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